Working Life: Kevin Crowe
How did you find your way into your current role?I have worked for several years in the Canadian pharmaceutical industry (four and a half years with Parke-Davis, 10 years with Lundbeck) in sales,...
View ArticleNew ways of measuring sales performance needed
Research funded by the Chartered Institue of Management Accountants (CIMA) has helped Cranfield School of Management unveil a new framework designed to support organisations with target setting...
View ArticleSoft skills for the commercial manager
The healthcare industry is changing. In pharma, the new rising commercial leaders, business unit heads, marketing managers, have both business and team responsibility. Change is a given, the time frame...
View ArticleMaking the matrix work
The idea of the ‘Matrix Organisation’ has caught on in recent years, but what is it exactly, and what are the essential skills and principles required to operate successfully within...
View ArticleDoctors shunning pharma rep visits
More and more doctors in the US are refusing to see pharma companies’ sales representatives, according to new research.The number of prescribers willing to see most reps fell almost 20% last year –...
View ArticleMedical, marketing & sales: making cross-functional working work
A successful market access strategy requires the close collaboration of all functions within a pharmaceutical company. Most notably, the triumvirate of medical, marketing and sales departments must...
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