Account Management
Create value. Build partnerships. Drive sustainable results.
Days of Training
Learning Modules
Practical Focus
Real-World Impact
About This Training
Account Management plays a critical role in the life sciences industry. Increasing complexity in healthcare systems, hospital-based decision-making, and multi-stakeholder environments require a strategic, structured, and value-driven approach.
At Smelt Academy, our Account Management trainings support professionals in moving beyond transactional interactions towards long-term partnerships with healthcare organisations. We focus on developing the skills, mindset, and tools needed to manage complex accounts, while aligning cross-functional teams around shared objectives.
Duration
2 days of strategic, interactive training
Format
In-person workshops with practical exercises and optional online modules
Group Size
Optimal groups of 12–20 participants for interactive learning
Outcomes
Certification and practical tools to support ongoing execution
Example Training Modules
Each module is designed to build practical skills and drive behavioral change
Strategic Account Planning
Analyse accounts, define priorities, and build robust account plans for hospitals and healthcare organisations.
Stakeholder Management & DMU Mapping
Identify, map, and engage key stakeholders within complex hospital environments and decision-making units.
Hospital Contracting & Tender Processes
Understand hospital procurement models and learn how to prepare for, position, and manage tenders strategically.
Practical Project Management for Account Managers
Structure, plan, and execute account initiatives efficiently, ensuring follow-through and measurable results.
Value-Based Account Management
Shift from product-focused interactions to value-driven partnerships aligned with customer needs and objectives.
Cross-Functional Collaboration
Improve internal alignment to ensure a consistent and effective approach to key accounts.
Who Should Attend?
Key Account Managers and Account Managers
Responsible for planning and executing strategies within hospital accounts
Sales, Market Access and Medical professionals
Seeking stronger alignment and impact across key accounts
Professionals working with hospital accounts
Navigating complex decision-making structures and procurement processes
Brand and Customer Team members
Involved in account execution and stakeholder engagement
Learning Outcomes
- Clarity on hospital decision-making structures
- Robust, actionable strategic account plans
- Effective stakeholder mapping and engagement
- Readiness for contracting and tender processes
- Improved cross-functional alignment
- Measurable execution and follow-through within accounts
Training Approach
Analyze
Assess accounts, stakeholders, and decision structures
Strategize
Define priorities, build account plans, and align cross-functional teams
Execute
Drive projects, manage tenders, and track outcomes
Ready to strengthen your account management capabilities?
Discover how our Account Management trainings combine practical skills with strong theoretical foundations to help you manage complexity and build sustainable customer partnerships.