Best Practices in Developing a Structured Career Path for the Managed Markets Professional

Best Practices, LLC did this study to better understand how the managed market sales function is organized, including possible career path progression models, performance measurements, promotion eligibility requirements, and trends around other factors that improve engagement and performance.

The study provides critical insights, reliable metrics, and trends data that managed markets leadership can use to evaluate and improve the structure, organization and career path planning program inside their organization's managed markets function.

KEY TOPICS

• Department size and structure
• Measuring staff performance
• Describing benefits & compensation
• Employee background, credentials & career path
• Future trends

Study Snapshot

Best Practices, LLC engaged leaders from 11 health care organizations with direct oversight of the national, regional and key account managers in their managed markets sales organization.

• Provide training in three key areas: Participants indicated that many of their account managers lack a firm understanding of how payer groups operate. Frequent training on 1) company products, 2) pipelines and 3) corporate strategy improves customer conversations.

• Project Objectives & Methodology  3
• Key Findings  4
• Participating Companies  5-8

• Department Size & Structure  9-20
• Measuring Staff Performance  21-23
• Describing Benefits & Compensation  24-26
• Employee Background, Credentials & Career Path  27-31
• Future Trends  32-33

• The major factors when evaluating staff for potential promotions and its importance level in percentage.
• The number of employees in regional and national account models.
• The number of years spend in either regional or national account roles required to be eligible for a promotion