MMI NetMeeting - Lessons in Key Account Management from Other Industries

Replay | NetMeeting

The national account management (NAM) function at asset management firms has traditionally focused on securing and retaining product shelf space at key distribution partners. But the rapidly evolving dynamics of the manager/distributor relationship mean that NAM must evolve as well.

This members-only MMI NetMeeting examines best practices in key account management by looking at the pharmaceutical industry which – like the advisory solutions industry – is highly regulated and primarily a B2B sales model, with product shelf controlled by the home office and pull through field sales.

Our expert panel draws parallels between the two and suggests how the asset management industry can evolve to stronger key account relationships by:

  • creating a value proposition strategy that goes beyond product and price,
  • activating account strategies at a local advisor level by tightly integrating NAM with field sales, and
  • matching the NAM role/model to the needs and economics of different segments of accounts.

Please complete this form to access the NetMeeting.

Arlen Oransky, SVP, Chief Membership and Programs Officer, MMI

Rubesh Jacobs,
Associate Principal, Head of Asset Management Consulting, ZS

Teresa Bennett,
Executive Director of Health Systems Account Management, Novartis Oncology
John Moninger, Managing Director, Retail Sales, Eaton Vance
Tony Yeung, Principal, Resource Planning and Deployment Practice Lead, ZS

50 minutes (including time allocated for Q&A) 

CE Credit:
Investments & Wealth Institute® has accepted this NetMeeting for 1.0 hour of CE credit towards the CIMA® and CPWA® certifications.

This NetMeeting is closed to members of the media. 

Please contact MMI with any questions at (646) 868-8500 or