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TGaS® Advisors provides pharmaceutical companies with tools for continuous improvement, and with fact-based answers to the question: “How do other pharmaceutical companies do ‘it’?”®


Account Manager Sizing Model

Managed Markets

Account Management
Managed Markets Marketing
Contract Management
TGaS Advisors has developed a new Sizing Model for Account Managers in Managed Markets. It tells an organization how many Account Managers are needed using information specific to their organization, products and requirements.

Additionally, this model provides:

  • The ability to determine the size of an Account Manager team based on future scenarios that include new launches, loss of patent exclusivity, increasing complexity of products in medical benefit reimbursement, sales force downsizing, company mergers, etc.
  • Justification for Managed Markets Leaders and an outside-in perspective based on data from the industry when planning for the future needs of the company
  • Information from 20 organizations including large tier, mid tier, and specialty/biologic companies
  • Statistically significant (r-square .96) regression model for use in predicting the number of Account Managers needed
  • An analysis of 10 distinct company variables from the TGaS Advisors benchmark database that can influence Account Manager sizing
  • A tie-in to the changing role of the Account Manager given today’s healthcare environment
  • Another resource as part of a comprehensive set of Managed Markets benchmark and advisory services, or a separate resource/project.
For more information about the Account Manager Sizing Model, please contact Joe Falcon at joe.falcon@tgas.com.