Kimberlee Moon
Director, Marketplace & Account Management
Boehringer Ingelheim
Importance of Strategic Account Management Training
Historically, the pharmaceutical industry has been known to have opportunity to improve its approach to strategic account management training. Understanding this, Boehringer Ingelheim prioritized key learnings and wanted to make sure they did not follow history. The company leadership team decided to take a different approach to build out a team with specific expertise in strategic account management to help build training programs. These efforts continue to be led by Kimberlee (Kim) Moon.
Currently, Kim is the Director of Marketplace and Account Management Training. Kim and her team are responsible for training the market access and health system teams and embedding a strategic account management mindset across the organization. They partnered closely with SAMA (Strategic Account Management Association) to build a robust curriculum that is predicated upon account planning and management best practices. It provides a common language and consistent process to strategize internally about the customer, collaborate on value co-creation opportunities with the customer, and align on execution priorities.
The program was so successful that in 2019, Boehringer Ingelheim received one of SAMA’s coveted Excellence Awards in the Global Customer Centricity category. As the work continued, it evolved with even more excellence and in 2023, Boehringer Ingelheim will receive the Mature Program Award, which recognizes the company for the depth, breadth, and active implementation of putting and keeping their customers at the center of the work they do on behalf of patients daily.
More recently, Kim added an omnichannel approach to the training programs during the pandemic. This was accomplished by incorporating an adaptive learning platform to measure knowledge growth over time. Furthermore, Kim and her team continue to integrate other adaptive learning resources, which help connect learners to resources when they need it.
Embracing the notion that learning is advancement, Kim has continued to ensure her own training by successfully completing Exposure, which is Boehringer Ingelheim’s global leadership development program. And of course, she is already putting that training to good use with more global opportunities for the company and continues to share her journey and expertise with her colleagues from around the world.
