Programme

KEYNOTE SESSIONS

10.00
Chairperson's Opening address

Roland Powell, Independent Consultant (former European Director of Sales and Marketing Capabilities, Eli Lilly)

10.20
New Commercial Models: A new era in healthcare

Huw Tippett, Head of Global Sales, Novartis

11.00
The Empowered Patient and what this means for your business

Reinhard Angelmar, The Salmon and Rameau Fellow in Healthcare Management and Professor of Marketing, INSEAD

11.40
Viral, Beta and Long Tail: How to invent the new pharma industry

Leandro Herrero, CEO, The Chalfont Project

14.00
CRM for the Next Decade: Focus on Channels, Choice and Analytics

Dale Hagemeyer. Research Vice President, Industry Advisory Services, Gartner

14.40

Health Out of Balance: Healthcare Trends and eMarketing Challenges and a Why a New Response is Required From Sales and Marketing

John Stephens, Team Leader, Sales Force Support Global Channel Strategy and Marketing Operations, Global Human  Health Division, Merck & Co., Inc.

and

Michael W Thomas, Principal, A.T. Kearney Ltd

15.20

PANEL DISCUSSION: Selling Pharmaceuticals in 2015 -- Creating Mutual Value With Our Customers

Join a select few speakers and delegates from the eyeforpharma and ZS Associates conference, "Selling Pharmaceuticals in 2015" (held on 2nd March), to discuss the main themes, discussion points and outcomes from the previous day's senior-level event.

MODERATED BY Stefano de Santis, Principal, ZS Associates

PANELLISTS:

Huw Tippett, Head of Global Sales, Novartis
Frank Strelow, Head of Marketing & Sales Excellence, Bayer-Schering
Jean-Yves Brault, Head Global Commercial Effectiveness, Solvay
Christoph Schmidt, Senior Director Commercial Excellence, Actelion Pharma

BUSINESS EXCELLENCE

8.30
Chairman’s Opening Address

8.40
Sizing & deploying a sales force for maximum flexibility & long-term profitability

Jean-Yves Brault, Head of Global Commercial Effectiveness, Solvay

9.20
A successful Sales Model: The keys to getting it right for your market

Kostas Hamhougias, Regional Sales Manager, Mylan

10.00
Sales compensation design: Hitting the soft spot between local and regional design

Marcus Minten, Senior Consultant, Sales Effectiveness and Compensation, Watson Wyatt

11.20

12.00

Driving sales productivity increase by providing actionable information to the managers in the field

Christian Marcazzo, Director, Life Sciences EMEA, TIBCO Spotfire

14.20
Hybrid Call: The New Model for Physician Contact

Oliver Cadou, President and Founder, Kadridge SA

15.00
Pharmaceutical Sales Force Effectiveness Metrics: Are You Measuring the Wrong Things?

Hans Nagl, Promotion Response Modelling Manager, Shire
Dr Andree Bates, President, Eularis

KEY ACCOUNT MANAGEMENT

8.30
Chairman’s Opening Address

David Wirght, Managing Director, Imonic

8.40
Taking Account Management to Primary Care: An experience from the field

Peter Albiez, Head of Primary Care Business, Pfizer GmbH, Germany

9.20
The power of networks: Taking Account management to the next level

Dr. Olaf Zorzi, Associate, Executive Insight

10.00

Leveraging Key Accounts for Business Growth: keys to develop a relationship-based model

by Angela Miccoli and Thibaut de Lataillade, Global Vice-Presidents, Cegedim Dendrite

11.20
Measuring your success: Calculate which metrics you need and how to use them

Bjarne Poulsen, Nordic Sales Manager, Janssen-Cilag

12.00
Everybody is talking about Key Account Management: But how do you build an effective strategy that is right for your business?

Dr. Thomas Reimann, Director Business Unit Specialty Care Germany, Pfizer

14.20
How to build sustainable and practical relationship with our customers

Roshani Perera, Senior Market Development Manager, Market Access and Emerging Opportunities, Abbott

15.00
Customer Strategy – aligning your people and processes to deliver value

Steve Sweeney, Account Management Lead, AstraZeneca

SALES TECH

8.30
Chairman’s Opening Address

Fonny Schenck, Across

8.40
Repeated on Day 3: Improve Campaign Management and realise the benefits of Multi-Channel Marketing

Dirk Houtekeete, Executive Director, CRM Centre of Excellence, Janssen-Cilag, APAC & LACA

9.20
Benefits and key drivers to architect hybrid CRM deployments showcasing a real project case. 

Xavier Rutyna, Senior Director CRM Development Public sector, Healthcare & Life Sciences, EMEA, Oracle

10.00
Repeated on Day 3: Understand what it takes to launch a web-based CRM system and how you can do it in under 8 weeks!

Magnus Wassen, Director of Business Development & Operations (Nordic), Wyeth

11.20
Best Practice Guidelines: How to develop an innovative Sales Force Automation solution that significantly increases SFE

Larry Pickett, Vice President and CIO, Purdue Pharma

12.00
Find out how to make an e-detailing platform (digiatl sales aid) a success for users and your business

Michael Lieberenz, Associate Director, Market Strategy and Planning Europe, P&G

Nicholas Kerling, IT Manager, P&G

14.20
Business Intelligence for New Sales and Marketing Models: A perspective from someone who’s been through it all

Maritta Sauer, Head of Business Intelligence, Orion Pharma

15.00

Increasing Mobile Sales Force Performance with the BlackBerry Enterprise Solution 

Marcus Heinrich, Sales Director, ISEC7 GmbH

15.40
Coffee and Networking – 40 minutes

18.00
Networking Drinks Reception

19.30
End of Day 2

TRAINING and DEVELOPMENT

8.30
Chairman’s Opening Address

8.40
Incentive Plans: Does Compensation really work in today’s market?

Paul Kusters, Director SFE Training Europe, UCB

9.20
Discover how to improve First Line Manager (FLM) skills to achieve successful Change Management in your organisation

Gonzalo Rodriguez, Head of Sales, Novartis

How understanding prescriber influence networks increases effectiveness and efficiency of marketing and sales

Kilian Weiss, CEO, Mederi Research

11.20
Only 3% of companies analyse the impact that training and development interventions have on sales force effectiveness: Do you know your value?

Nick Pope, Director of Sales Training, EMEA, Bausch & Lomb

12.00
Developing High Performance Teams in a Changing Pharma Market Environment

Masood Jaffery, Area Vice President, Commercial, GSK

14.20

15.00
Back To The Future – Understand the role and challenges of tomorrow’s sales reps

Farid Taha, Senior Director, Europe & Middle East, Almirall

15.40
Coffee and Networking – 40 minutes

18.00
Networking Drinks Reception

19.30
End of Day 2

BUSINESS EXCELLENCE

8.30
Chairman’s Opening Address

8.40
Changing Representatives’ behaviors: Are you satisfied with individual visits planning? Are your field teams really acting based on individual customer profile?

Patrik Zachar, Field Force Effectiveness Director, Pfizer

9.20
Resource allocation & optimisation – From direct selling to multi-channel

Behsad Zomorodi, Executive Director, PharmARC

10.00
The Micromarketing Approach: How Novartis changed their business philosophy to increase their ROI

Simon Gineste, Field Force Effectiveness & CRM Head, Novartis

11.20

12.00
Pharma Promotion: The right dosage for a customer centric Sales Force

Ioana Grasu, National Sales Manger, Bayer

13.40
Image, Reputation and value-How the industry can work together to improve it's image

Julio Portales Galindo, VP Corporate Affairs, Novartis Mexico

14.20

KEY ACCOUNT MANAGEMENT

8.30
Chairman’s Opening Address

8.40
What’s Different between Specialist and Non Specialist Care Selling

Ian Hartley, Head of Sales, Oncology, Novartis

9.20
Examine the role of the key stakeholders such as health authorities and physicians in the specialist care landscape

TBC

10.00
Align your business to your market’s networks: Hear stakeholder management and influence networks strategies that will give you a competitive advantage

Aygen Kacaran, Sales Force Excellence Manager, Merck

11.20

12.00
KAM and Commercial Operations: Improving Sales Force Effectiveness through the appropriate use of Key Account Management

Paul Wilson, Commercial Accounts Director, Pfizer

13.40
Change or Evolution? – Important trends and perspectives for hospital care in Europe

Dr. Thomas Reimann, Director Business Unit Specialty Care Germany, Pfizer

14.20

SALES TECH

8.30
Chairman’s opening address

Fonny Schenck, Across

8.40
Change management: Getting people to use a new system and approach

Bart Vannieuwenhuyse, Executive Director CRM, Janssen Cilag

9.20
Repeat from Day 2: Understand what it takes to launch a web-based CRM system and how you can do it in under 8 weeks!

Magnus Wassen, Director of Business Development & Operations (Nordic), Wyeth

10.00
Repeated on Day 2: Improve Campaign Management and realise the benefits of Multi-Channel Marketing

Dirk Houtekeete, Executive Director, CRM Centre of Excellence, Janssen-Cilag, APAC & LACA

11.20

12.00

13.40

14.20

15.00
END OF DAY 3 and CLOSE OF CONFERENCE

TRAINING and DEVELOPMENT

8.30
Chairman’s Opening Address

8.40
Competency-based training for excellence!

Ahmed Al Arabi, Training & SFE Manager, sanofi-aventis

9.20

Alan Finkelstein, Training Director, shering-plough

10.00

11.20

12.00
Guarantee your sales reps deliver the right message through improved communication and performance training

Rudi De Donder, EU Training Manager, Genzyme

13.40

14.20