Client Successes
Equipping Pharma Account Execs to Succeed
The Challenge
The fast-changing dynamics of the healthcare industry make it increasingly vital, yet challenging, for pharmaceutical Account Executives (AEs) to plan and lead productive interactions with their customers and internal partners. When a global pharmaceutical company’s merger resulted in a diverse group of Value Access & Payment (VAP) AEs with different skillsets and experience, the organization recognized disparities and gaps in how these team members are prepared to succeed in a volatile, ever-evolving environment. While each participates in an individualized, product-focused Track 1 training program, the client sought to bring cohorts of learners together for an advanced, collaborative Track 2 experience focused on the knowledge and skills AEs need to succeed once they’re 6-9 months in role.
The Solution
Based on our experience in market access and pharmaceutical sales and account management, the client partnered with iQue for a two-phased initiative to drive an effective Track 2 learning experience. Phase 1 began with a needs analysis, guided by discovery interviews and focus groups with 30+ stakeholders from within the VAP organization and across the many functional groups AEs interact with. Leveraging those insights, iQue developed a blueprint for a 7-week learning journey that incorporated knowledge sessions, interactive workshops, and independent action learning exercises, with a mix of virtual instructor-led and face-to-face delivery. Designed around the pillars of Strategic Relationship Building, Business & Customer Acumen, Leadership, and Strategic Thinking, the learning journey aims to help AEs engage in better dialogues based on a deeper understanding of an evolving marketplace and each customer’s business strategies and financials. Recognizing the continued shift away from in-person interactions, the training helps AEs improve their virtual engagement skills. And for the greatest relevance and immediate application, the curriculum requires them to work with a selected account throughout the journey. In Phase 2, iQue leveraged this blueprint to develop workshop content, conducted train-the trainer sessions for the client’s in-house team, created an implementation guide for ongoing rollouts, and crafted weekly communications to keep participants informed and on track.
What our client had to say...
“Our AEs are deriving value from the learning journey because it’s specific, relevant, and applicable to their roles. We’re already seeing them engage in more meaningful interactions with their customers. The iQue team’s vast experience in market access and sales leadership gave them the wisdom and insight to engage in the most relevant conversations with our stakeholders and shape a learning journey that’s helping our AEs succeed in their first year on the job. There are very few vendor partners I can say that I truly trust, and iQue is one of them!”
