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Don Sawyer
Vice President
AstraZeneca
Mike Capaldi
Associate Vice President
•Prepare for and react to the impact of Healthcare sanofi-aventis
Reform Barry Duke
Vice President
•New Commercial Models for 2010 and beyond Genzyme
Charlotte Sibley
•New strategies to enhance relationships with payers Senior Vice President
Shire
•Scientist Vs Salesman? – key training techniques
‘Finally, an agenda for
Insights from 10 VP speakers at top pharma sales force
pharma companies effectiveness that walks
that critical line between
Global Sponsors Gold Sponsor managing the present and
mastering the future”
Tony Fross, Senior Director WBB Business
Supporting Sponsors Excellence, Pfizer
Panel Sponsor
Dear The only meeting you need
Colleague... 1
/ The Speakers
20+ VP & Senior Director level insights, from the top 20 big
pharma companies. These speakers have been chosen due to
their extensive experience and unique expertise on each topic.
Learn from the best. Profit from their vision and take away
With the Healthcare Reforms on the horizon, it has become powerful new strategies and solutions to give fresh impetus to
vital for pharma companies to prepare and react to this new the way you tackle the challenges you face.
selling environment with a new winning sales strategy.
2 / The Networking
During the 12+ hours of dedicated networking, you’ll rub
After months of research with senior level pharma execs shoulders with the sharpest minds in sales and marketing.
it has become clear that the industry is experiencing No other event can provide you with 2 days of business focused
significant changes. Customers and their needs are networking with some of the most influential people in your field.
changing, the role of the sales rep is changing, technology
is changing and this means the pharma sales force needs to 3 / The Topics
change. We have thoroughly researched this area in a bid to uncover
the hottest topics specific to people in your position. Senior
With this in mind, eyeforpharma presents it’s 8th annual sales executives from all top 20 pharma including J&J, GSK
Sales Force Effectiveness meeting. This is the key business and Novartis were consulted to ensure you get exactly what
you’ve asked for. If there is a topic you really want to discuss
meeting of the year in North America and the speaker and it’s not on the agenda, let us know and we can hold a
faculty this year is particularly impressive. With 10 VPs roundtable on it. Just email thushani@eyeforpharma.com
confirmed to present, you can expect powerful and insightful
keynote presentations on the topics that you need to 4 / The Case Studies
hear. Learn from experts such as Paulash Mohsen, VP Learn through a proven formulary of sales and marketing
Multichannel Management, Pfizer on integrating promotion examples, with take away best practice techniques. No other
across all channels and Don Sawyer VP Commercial event can deliver such knowledgeable insights and answers
Operations, Astra Zeneca on how to successfully engage to key challenges you face.
with payers.
Kind regards,
Thushani Kumarasinghe
Vice President
Eyeforpharma
Join our dedicated LinkedIn Group at www.linkedin.com
P.S Don’t forgot- register early and you Group Search: sales force effectiveness
will save $500 before 19th February
Join our dedicated LinkedIn Group at www.linkedin.com
Group Search: sales force effectiveness
Enjoy a drink with the people who are pushing the boundaries to discover
new ways of improving SFE- don’t forget plenty of business cards.
SESSION 1: PHARMA IN 2010 AND BEYOND 12.00: Scientist Vs Salesman: Which approach will SUPEERL
PAN
enable your sales reps to raise their value to the
9.00: Lean, Mean, Switching machines- What is the future industry?
of Sales Force Effectiveness? • How is the role of the sales rep evolving? Learn what elements a
• From a continuous business evolution into an era of light speed winning sales rep must be armed with
change; a look at the big changes in Pharma over the last year • Re-engineer your sales reps thinking- how to strike the right balance
• Could biologics be the answer to falling revenues for big pharma? between scientific and business training
• Find out how declining pipelines are driving the largest players into the • Discover what level of knowledge your Sales Force needs to move
generics game and what non-science-driven marketing means beyond selling a product to providing a service
for the sales force • Engage various stakeholders and learn how training can help your
• Discover how the rate of industry change requires SAAS powered representatives excel in this new selling environment
plug-and-play sales forces Presentation: Tim Ryan, Executive Director, Boehringer Ingelheim
Tony Fross, Senior Director WBB Business Excellence Group, Pfizer Panel:Todd Lambert, Vice President Sales, Shire,
Don Hribek, Senior Director Strategic Accounts, EMD Serono
9.30: Mergers & Acquisitions: What does the future hold? Moderator: Greg Neal, Rx Business Advantage Consulting
• Understand the recent M&A activity and the underlying factors driving
them 2.30: A sales force to be reckoned with: Transforming
• Discover the current leading companies’ perspectives about near-term Sales Forces with talent upgrades, skills training, and
M&A activities
business processes
• The implications of M&A activity: How will you be affected?
• Hear success stories of organizations that have dealt with challenges • Review 2 examples of how implementing fundamental skills models
associated with M&A and tools changed sales organizations and improved results
Richard Skelly, Senior Director Commercial Evaluations, AstraZeneca • Learn how adopting a more structured sales approach can provide
strategic customer insights that can lead to winning sales tactics
• Review a model for gaining a 360 degree assessment of your sales
10.00: The future of pharma rests on the impending Health
talent and acting on those insights to maximize your sales force talent
Care bill – be prepared and understand the implications Joe Coffey, Vice President Sales, Baxter
• Understand the potential impact of changes to physician access,
regulatory pathways and the Sunshine Act 3.00: Discover the methodology behind successful CASE
• Discover how changes to reimbursement schemes and cost control STUDY
training delivery
measures could affect you and learn how others are preparing
themselves for these changes • Learn critical success factors from an industry leader
Pharma Vice President confirmed to present • Hear what e-learning approaches can be adopted to fill your training
needs force talent
Mike Capaldi, AVP Sales Training & Leadership Development, sanofi-
11.00: Emerging Markets: Building BRIC(s) and Blocs
aventis
• Identify how to assess the opportunities in Emerging Markets
• Hear the common challenges and issues involved in working with
3.30: Value Creation- The Next Frontier for Pharma
Emerging Markets
• Implications of new account management models for the field force
• Discover Strategic Sales models for Emerging Markets
and how they will interact with the physician community
• Understand how to consolidate your company’s information across the
• Discuss the new metrics and incentives that are required to
globe
motivate changes in sales rep behaviour & activities ‘on the ground’
Charlotte Sibley, Senior Vice President CBS Business Management, Shire
with customers
• See examples of new tools and training that have been proven to
significantly improve business results
SESSION 2: TRAINING AND DEVELOPMENT Angela Bakker Lee, Principal, ZS Associates
11.30: The Evolution of Physician Behaviour and
Implications for New Physician Access Models
• Examine physician behaviour that opens access for hard-to-reach
physicians
• Learn effective new approaches to address your coverage and access
challenges
• Understanding the implications for sales force structure and function to
achieve more effective physician coverage, access and engagement
Mark Gleason, Senior Vice President, Corporate Development, Aptilon
Day Two / Conference Agenda /
Visit the website www.eyeforpharma.com/sfeusa
> Are you confident that you have the best solution on the
market?
“Deals with the most critical
> Do you want to meet and do business with decision makers business challenges- it fuels future
from pharma and biotech?
orientations”
Then do not miss this event- it is the only option Paul Kusters
Director SFE & Training, UCB
to ensure you strengthen current business
relationships and build new ones.
Maximise your return on investment at this industry-leading event
by increasing your profile with our exciting range of sponsorship “Great networking, insights,
opportunities. Just take a look at the agenda and you will see that
we are totally committed to ensure a great ratio of buyers for our information and learning”
confirmed partners to ensure that the integrity of your campaign is Paul Ruane
guaranteed. Put your company in pole position to make the connections Director of Learning and Development, Schering Plough
and clinch the deals you’re coming along to make.
sfeusa
Check out the registration form opposite now!
Staying in
Princeton?
You are encouraged to extend your stay in Princeton
either before or after the summit, and you are more than
welcome to bring a partner.
For further information on hotel discounts visit:
www.eyeforpharma.com/sfeusa
Pharma & Biotech SUPER EARLY BIRD EARLY BIRD STANDARD
Companies (expires 19 Feb 2010) (expires 26 Mar 2010) PRICE
Platinum Pass
>
>
Two day full access pass
Full event recording
$2495 $2695 $2995
> Access to workshops
> Exclusive Strategic report
Gold Pass
> Two day full access pass
> Full event recording
$2195 $2395 $2695
> Access to workshops
Silver Pass
> Two day full access pass
$1995 $2195 $2495
> Access to workshops
Gold Pass
> Two day full access pass
> Full event recording
$2395 $2595 $2895
Silver Pass
> Two day full access pass
$2195 $2395 $2695
Video Conference recording $600
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Save $500
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19 Feb 2010
88ththSales
SalesForce
ForceEffectiveness
Effectiveness
USA 2010 2 day conference
17-18 May 2010, Princeton, USA
4 EASY WAYS
TO REGISTER
CALL +1 800 814 3459
EMAIL register@eyeforpharma.com
ONLINE www.eyeforpharma.com/
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