Championing KAM The Pfizer Center of Excellence

Pfizer recognized that an enterprise-wide shift would be required to address and evolve the structure of traditional sales, in order to create a more agile and innovative customer-centric approach via KAM, so it created its KAM Center of Excellence (CoE) to provide consistency in language and processes, support the business to build expertise and capabilities in KAM, encourage the introduction of identified best and future practice, and ensure that all market teams are prepared to engage with their Key Accounts as effectively as possible. This article describes what the CoE, now in its fifth year, has done to address this agenda.