As IDNs raise expectations for manufacturer engagement, account manager performance is becoming a critical differentiator in access, trust, and long-term partnership success. HIRC's report, Integrated Delivery Networks: Evaluation of Pharmaceutical Manufacturer Account Managers, reviews IDNs' evaluation of account management teams and provides insights into critical account manager success factors. The report addresses the following questions:

• Which very large, large, and mid-size pharmaceutical firms receive the greatest number of "best-in-class" account manager nominations from IDN decision-makers? Which account manager attributes define the best-in-class?
• Which very large, large, and mid-size pharmaceutical firms rank highest in overall account manager presence and quality?
• How do 25+ manufacturer account management teams benchmark across six key account manager competencies?
• How can IDN/Systems account managers enhance engagement and foster genuine working relationships with IDN customers?

Key Finding: IDNs view transparency, responsiveness, and realistic expectation-setting as defining traits of best-in-class account managers, while 2026 expectations increasingly include deeper knowledge of 340B, reimbursement dynamics, regulatory shifts, and IDN-specific objectives.

Pfizer Leads in Account Manager Presence and Quality with IDN Accounts. Pfizer is the clear leader in IDN account manager performance, earning the highest combined account manager presence and quality scores from IDN decision-makers. GlaxoSmithKline leads the large manufacturer cohort while Sanofi Vaccines leads among mid-size firms.

HIRC calculated manufacturers' overall account manager performance score based upon customer evaluations of account managers in two key categories. The full report provides scores in presence and quality for a listing of 25+ firms active in the IDN segment:

• Presence: Contact with the Account Manager in the Last 12-18 Months
• Quality: Overall Quality of the Account Manager

Range of Account Manager Competency Scores. IDN decision-makers were asked to evaluate 25+ pharmaceutical manufacturer account teams on six unique account manager competencies. IDN/Systems account managers have the highest industry average scores in ‘Demonstrates deep product knowledge' and 'Exceptional Follow-up and Responsiveness.’ Alnylam, Bayer, Sanofi Vaccines and Teva consistently appears as leaders across account manager skills. Opportunities for improvement remain, particularly in 'Knowledge of our business model and strategic imperatives' and ‘Working towards collaborative solutions.’

The full report reveals customer insight into how account managers can deepen relationships with IDN decision-makers, as well as profiles for the leading manufacturers in IDN account engagement.

Research Methodology and Report Availability. In December and January, HIRC surveyed 50 IDN pharmacy directors and senior leaders. Online surveys and follow-up telephone interviews were used to gather information. The full report, Integrated Delivery Networks: Evaluation of Pharmaceutical Manufacturer Account Managers, is part of the Organized Providers Service, and is now available to subscribers at www.hirc.com.