HIRC's Account Manager Performance report benchmarks 40+ pharmaceutical manufacturer account management teams based on managed care customer evaluations of skills and overall quality. The report provides insights into critical account manager success factors, as well as customer perspectives and expectations. The report addresses the following questions:

• Which very large, large, and mid-size pharmaceutical firms rank highest in account manager presence and quality?
• How do manufacturers benchmark across ten account manager core and consultative competencies?
• Which core and consultative skills are most important for account managers to demonstrate? What opportunities exist for improvement?
• How do pharmaceutical firms benchmark in engagement and quality ratings across health plan pharmacy director, health plan medical director, and pharmacy benefit manager managed market segments?

Key Finding: Opportunities for account managers to enhance partnerships with payer decision-makers in 2025 include positioning as trusted, valued advisiors and by proactively sharing insights and best practices.

Lilly Ranks Highest in Account Manager Presence & Quality Across Managed Market Segments. Lilly earns the highest overall account manager presence and quality score across managed markets panels in 2025. Novo Nordisk and Pfizer follow as leaders in the very large manufacturer segment, while Sanofi Gen Med, Boehringer Ingelheim, and Takeda lead in the large manufacturer cohort. Biogen, UCB Pharma, and Bayer lead in the mid-size manufacturer segment.

HIRC calculated manufacturers' overall account manager score based on managed markets customer evaluations of account managers in two key categories:

• Presence: Ability to rate the account manager
• Quality: Overall quality of the account manager

Leading Account Management Teams Excel in Both Core and Consultative Competencies. In addition to overall presence and quality, managed markets key decision-makers were asked to consider account manager performance across ten critical core and consultative account manager skills. The highest ranked account managers demonstrate an understanding of customer priorities, have deep knowledge of healthcare market dynamics and trends, and act as a trusted and valued advisors.

AbbVie consistently leads in performance across the most important core and consultative skills to managed markets customers. The full report details account manager performance across 40+ pharmaceutical manufacturers. Additionally, benchmark data is segmented by the following:

• Commercial Health Plan Pharmacy Directors
• Commercial Health Plan Medical Directors
• Pharmacy Benefit Manager Executives

Research Methodology and Report Availability. In January, HIRC surveyed 81 key decision-makers from leading commercial health plans and pharmacy benefit managers. Online surveys and follow-up telephone interviews were used to gather information. The Account Manager Performance report is part of the Best Programs and Best People Service and is now available to subscribers at www.hirc.com.