#top 50 pharmaceutical companies
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Top 50 Pharmaceutical Companies Focus Headcount on Regional Managed Markets Account Managers
As payers place an increasing focus on comparative effectiveness research and health outcomes, managed markets account managers must play a growing role in pharma companies’ commercial strategies. These managed markets groups work with key MCOs as well as government and private payers to build and maintain open lines of communication.
Because resources are finite, pharmaceutical companies must structure their teams to focus on key managed care and payer accounts. Often, this means allocating higher levels of human resources to regional payer accounts over national accounts. A director of managed markets explained to Cutting Edge Information that knowing your target accounts allows companies to better allocate their resources. The director noted, “You’ve got to really make some decision on who you’re going to call on [and] what you’re going to try to accomplish.”
In a recent study, Cutting Edge Information found that—for US teams—surveyed pharmaceutical companies dedicated a higher headcount to regional managed markets account managers than national account managers (Figure 1 ). This is more apparent among surveyed Top 50 companies, which report an average headcount of 33.87 regional account managers to only 8.4 national account managers. These companies allocate an average 6.4 FTEs to other account types. Small companies surveyed also dedicate more FTEs to regional accounts—at an average 5.6 account managers; these surveyed firms report an average 3.4 national account managers.
Figure 2 shows individual surveyed Top 50 pharma’s distribution of national and regional account managers. For these companies, individual regional account managers range from 20 FTEs at Company 1 to 45 FTEs at Company 5. Only one surveyed Top 50 company reports more than 6 national account manager. Company 5 maintains 20 national account managers—still less than half of its total managed markets account managers.