Chris Nickum leads the Sales & Account Management consulting practice at IMS Health.
In his role he helps pharmaceutical clients maximize product uptake and market performance through more efficient and effective sales strategies, using sophisticated quantitative analysis, advanced segmentation techniques, and innovative sales force optimization modeling. He has assisted clients with product and market issues across a range of sectors including retail, specialty, generics, hospital, and OTC.
Chris has nearly 15 years pharmaceutical industry experience and particular expertise in creating sales and account management strategies, restructuring and rebuilding organizational teams, and developing new products and concepts. He previously spent two years leading the business development group at IMS management consulting, successfully migrating the team from a transactional selling environment to a consultative account management model focused on relevant client and industry business issues.
Prior to joining IMS, Chris was VP at McKesson's Pharmaceutical Partners Group where he led a team focused on advancing customer relationship management, data warehouse, field analytics, longitudinal data, and other advanced analytical software marketing techniques. He also spent nearly a decade at NDC, firstly leading operations and marketing functions and more recently as a Director of customer relationship management and the data warehousing division.
Chris has a degree in Business Studies from the University of Oklahoma and has published extensively in the pharmaceutical press.