System-supported management of international sales partners in pharmaceutical sales

Pharmaceutical companies whose products are sold worldwide often cooperate with local sales partners. The management of these partners and the structured collaboration is very complex with many interfaces: market screening, partner qualification, approvals, framework agreements, quantity planning (including based on forecasts but also previous calls in the year), production planning, but also support local marketing through central provision of materials and ongoing monitoring. This article describes how modern customer relationship management systems (CRM) can support this task and finally illustrates this using the example of Engelhard Arzneimittel.