Xavier Aparicio
Consultant, EVERSANA MANAGMENT CONSULTING
Expertise:
Xavier is a Consultant at EVERSANA MANAGEMENT CONSULTING with applied and academic life science industry experience. Xavier has worked on a variety of engagements across the Market Access and Launch & Complete Commercialization practices, and he brings focused expertise in the therapeutic areas of neuroscience and gastroenterology.
Xavier holds a Master of Business and Science from Keck Graduate Institute at The Claremont Colleges, a Certificate of Bioscience Industry Law and Practice from Southwestern Law School, and a Bachelor of Science from UC Berkeley.
Articles by Xavier Aparicio
KAM Reimagined: Building a Strategic Framework to Empower Key Account Management
Key account management (KAM), as a more innovative approach to pharmaceutical sales and account engagement, promises to deliver long-term, mutually beneficial partnerships between biopharmaceutical manufacturers, healthcare systems and provider practices (AKA target accounts). These partnership structures are above brand and typically involve custom programs developed and executed in collaboration between the manufacturer and the accounts. A push toward KAM is underway within healthcare, driven by three trends in particular: traditional sales representatives are losing access to individual target physicians; the power and influence of key accounts on access and utilization of branded pharmaceuticals is increasing; and the decision-drivers for key account stakeholders are evolving to prioritize evidence-based purchasing, requiring a […]