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2016 Agenda

7:15-8:45

REGISTRATION, EXHIBITION & WELCOME COFFEE

8:45-9:00

Opening Remarks from Chairman

9:00-9:30

Opening Keynote: Australia needs us! Increase pharma’s value, increase value to all Australians

  • From threat to opportunity: examine how your company will emerge stronger and fitter from short-term challenges- and become more import to Australian healthcare
  • Identify: new opportunities for growth across therapeutic areas, products and pipelines
  • A stronger, more cohesive commercial team with aligned goals for marketing, sales, MSLs and Market Access

Geoff McDonald VP & General Manager GSK Australia

Brian Gladsden Managing Director and Country President Novartis Pharmaceuticals Australia and New Zealand

09:30-10:15

The access challenges and its impact no pharma’s commercial teams

Our experts will address the burning questions effecting Australian pharma

  • Pricing and access in 2016- what has changed?
  • How is the industry working with government to provide adequate solutions for patients?
  • How can sales & marketing teams keep track of PBS reform?
  • Are private marketing launches a viable option? What are the considerations?
  • How can the audience manage the repercussions from PBS changes?

Matt Slabbert Head of Market Access ANZ Bayer Australia

Albert Spanos Head of Operations and Corporate Affairs Australia/New Zealand Celgene

Kate Webb Head of Market Access and Government Policy Takeda Pharmaceuticals Australia

Simon Eade VP Head Asia Pacific Region Actelion

Moderator: Paul Cross, Director, PharmaDispatch

10:15-11:00

EXHIBITION & NETWORKING COFFEE BREAK

11:00-11:30

Leadership: How to foster innovations, continuity and stability in our senior teams despite a tough external environment

  • The revolving door of Australian Managing Directors: understand what effect this had on the industry
  • Key insights on how to ensure that up and comers are being given the right professional development opportunities
  • Minimise the impact of leadership change within stakeholders such as the government.
  • Find out what optimal continuity plans look like
  • How to foster diversity through inclusion and equality programs

Chris Stemple Sales & Marketing Director Biogen

11:30-12:00

PBS Pricing and the National Medicines Policy

  • Hear from the Department of Health on how they are engaging with the industry and how they will develop this in the next year
  • An in-depth conversation discussing pricing policy and changes in the Pharmaceutical Benefits System

Penny Shakespeare Fist Assistant Secretary Pharmaceutical Benefits Division Department of Health

12:00-12:30

Panel: Redesign the pharma supply chain for more effective distribution

  • What should your ideal supply chain look like in 2016?
  • How pharmacies, pharma companies, government and wholesalers can together create a more efficient system
  • The patient perspective – how our distribution channels are impacting patients & their carers
  • Identify the challenges and opportunities in the new Hep C drugs
  • Examples of successful collaborations that improve distribution

Sam Develin Reimbursement Manager Medicines Australia

Saul Resnick CEO Australia & New Zealand DHL Supply Chain

12:30-14:00

EXHIBITION & NETWORKING LUNCH BREAK & WORKSHOPS

Increase your sales force effectiveness Employ strategic marketing tactics
14:00-14:40

What will our field force look like in 5, 10 and 20 years time?

  • An examination of the future sales challenges, opportunities and needs – determine what resources you need in place and by when
  • What will our customers expect from our sales force? A look at new models including virtual and self-service scenarios
  • Futureproof training - what skills will our sales teams need in 5-10 years?

Paul White National Sales Manager Oncology Novartis Pharmaceuticals Australia

Frances Hall Head of Sales LEO Pharma

Build a skilled marketing team for a multichannel environment

  • They key skills required for a versatile, multichannel marketing strategy focused on customer engagement
  • Identify the key traits your team needs
  • The importance of attitude vs hard skills
  • How are traditional skills updated to suit a multi-channel approach?

Kathleen Traynor Marketing Effectiveness and Process Manager Roche Australia

14:40-15:10

Better HCP engagement through better patient understanding

  • Access a broader understanding of patients – including co-morbidities and a broad range of lifestyle factors
  • Understand how patient profiles differ across sales territories or other geographic areas
  • A simple way to improve compliance by customising patient support offerings according to patient need

Shane Pearse Principal Pivotal Strategic Insights

Leading and communicating in an ever changing context

  • Building an agile team in the Pharma industry
  • Engaging staff around major changes in their operating environment
  • Preparing your company's culture for growth

Angela Scaffidi Managing Partner and Head of Change SenateSHJ

15:10-15:40

EXHIBITION & NETWORKING COFFEE BREAK

15:40-16:10

Improving field force performance – The Mylan Story

  • Why the way measuring performance needed to change.
  • What we did to define and measure field force and sales manager performance
  • How we linked knowledge and skill gaps to coaching
  • An insight into how these changes lifted performance and results.

John Compton Training and Development Manager Mylan EPD

Identify & use marketing data to inform strategy decisions

  • Get a grip on big data and how important it is in marketing
  • How to use big data to determine strategies and operating plans
  • How to use big data to evaluate strategies, channels and campaigns

Kate Bentley Multichannel-Marketing Lead & Marketing Excellence GSK

16:10-16:40

Beyond KAM- the new account management reality

  • See how the practice of key account management is changing to accommodate our developing customers
  • Understand customer influences/forces and our necessary approach in hospitals vs. clinics
  • Examine the economic benefits of an ecosystem approach rather than an individual customer approach

Tim Nunan Therapy Area Lead Pfizer

Claire Edgerton Sales Lead Pfizer

Patient advocacy- challenging the system

  • What does putting the patient first really mean?
  • Where is the power?
  • Innovation as a means, not an end
  • Challenging the system- a brain cancer study
  • A new ‘together’

Barrie Littlefield Head of Engagement Cure Brain Cancer Foundation

16:40-17:10

Develop a win-win relationship with your MSL team

  • Understand strategic role of medical teams within the sales function and how to collaborate with them.
  • Understand how MSLs prioritise and set strategies
  • The benefits of clear objectives particularly around customer time

Victor Loh Country Medical Director TEVA Pharma Australia

Implement effective strategic account planning for increased customer value

  • Quantify and qualify value for your specific customer set
  • Identify ways of creating value beyond the sales call
  • Create novel approaches that inspire, educate and benefit your customer
  • Learn to work within the time constraints imposed by practitioners
  • A look at the access challenges for a private script antidepressant

Elisha Whitefield Head of Sales & Marketing Brintellix Lundbeck Australia

17:10-18:40

EXHIBITION & NETWORKING DRINKS RECEPTION

7:45-9:00

REGISTRATION, EXHIBITION & WELCOME COFFEE

9:00-9:30

Where too next? The Medicines Australia Perspective

  • Understand the characteristics of the companies leading digital disruption - and the challenges for pharma in getting close
  • Hear directly from Medicines Australia on where they think pharma is headed in the next few years
  • Understand what this might mean for the future of your business

Elizabeth de Somer Director Policy Medicines Australia

9:30-10:00

The Future of Work: Nurturing a millennial sales & marketing team

Millennials bring with them new expectations, skills and attitudes which can be sometimes be considered a strength and at other times a disadvantage

  • Understand the skills and traits of tomorrow’s future leaders
  • A look at the changing future of work
  • Design a specific training program to deal with skills gaps
  • Learn how to maximise the performance of a millennial workforce
  • Maintain strong career progression options

Tammy Lindrum Head of Sales and Key Account Management Sanofi

10:00-10:30

You think you’re being customer centric? Don’t kid yourself

  • You’ve done it all but the impact on your sales is still marginal?
  • Generate the most powerful customer insights- Capture them ‘in the moment’
  • Discover the magic ingredient of MCM- it’s not CLM!
  • Watch your sales trajectory go up- achieve ROI for your brand

Nayana Vogel Co-Founder & Managing Director Hummingbird Insight

Caleb Forbes Commercial Director Swordfish Media Pty Ltd.

10:30-11:00

How to encourage innovation through local collaboration and strategic alliances

  • Generate value through partnership and collaboration opportunities
  • Understand the key value of potential emerging business & operating models
  • Examine possible creations by amalgamating of traditional pharma and tech.
  • Unlock partnership & licensing deals to generate more value

Theo Antonopoulos Head of Sales and Marketing MedAdvisor

11:00-11:30

EXHIBITION & NETWORKING COFFEE BREAK

11:30-12:15

Beyond the pill- how we can focus more on the patient

  • Ways to better understand, appreciate and act on the patient’s perspective
  • What drives the patient’s decisions? How engaging the patient’s immediate community is of direct relevance to pharma
  • How will an increase in patient empowerment change the way we interact with our customers?
  • Is ‘beyond the pill’ a valid option for Australian pharma?

Sue Elderton National Policy Manager Carers Australia

Julie-Anne Mitchell Director of Cardiovascular Health Programs National Heart Foundation Australia NSW

Elizabeth de Somer Director Policy Medicines Australia

12:15-12:45

Case Study: Creating a patient centric experience

  • Why be patient centric anyway?
  • How to be patient centric: moving from slogan to culture
  • Case study: “Bringing the patient's story to life”

Simon McErlane Regional Medical Director Alexion Pharmaceuticals Inc.

12:45-14:00

EXHIBITION & NETWORKING LUNCH BREAK

14:00-14:30

The Medicines Australia Update: A Guide to Smarter Implementation of Code Transparency

  • An overview of the code requirements, including changes implemented from 1st October 2016
  • Understand what the transparency measures will really mean for Medicines Australia member companies
  • Experience with the first reports by company
  • Get ahead of the curve: see what’s next with the Code and further transparency

Deborah Monk Director Compliance Medicines Australia

14:30-15:00

Leverage multichannel options for improved customer engagement

  • Understand your customer, business and value requirements
  • Determine who wants to hear from you in person - and who prefers online support
  • Define how you should engage your customers
  • The role of the rep as a traditional channel
  • Learn to interact across different channels

Sandro Mancy Digital Marketing Specialist Boehringer-Ingelheim

15:00-15:30

The TGA approval processes: developments and opportunities

Adrian Bootes Assistant Secretary Prescription Medicines Authorisation Branch, Medicines Regulation Division TGA

15:30

END OF CONFERENCE & COFFEE TO STAY OR TO GO

7:15-8:45

REGISTRATION, EXHIBITION & WELCOME COFFEE

8:45-9:00

Opening Remarks from Chairman

9:00-9:30

Opening Keynote: Australia needs us! Increase pharma’s value, increase value to all Australians

  • From threat to opportunity: examine how your company will emerge stronger and fitter from short-term challenges- and become more import to Australian healthcare
  • Identify: new opportunities for growth across therapeutic areas, products and pipelines
  • A stronger, more cohesive commercial team with aligned goals for marketing, sales, MSLs and Market Access

Geoff McDonald VP & General Manager GSK Australia

Brian Gladsden Managing Director and Country President Novartis Pharmaceuticals Australia and New Zealand

09:30-10:15

The access challenges and its impact no pharma’s commercial teams

Our experts will address the burning questions effecting Australian pharma

  • Pricing and access in 2016- what has changed?
  • How is the industry working with government to provide adequate solutions for patients?
  • How can sales & marketing teams keep track of PBS reform?
  • Are private marketing launches a viable option? What are the considerations?
  • How can the audience manage the repercussions from PBS changes?

Matt Slabbert Head of Market Access ANZ Bayer Australia

Albert Spanos Head of Operations and Corporate Affairs Australia/New Zealand Celgene

Kate Webb Head of Market Access and Government Policy Takeda Pharmaceuticals Australia

Simon Eade VP Head Asia Pacific Region Actelion

Moderator: Paul Cross, Director, PharmaDispatch

10:15-11:00

EXHIBITION & NETWORKING COFFEE BREAK

11:00-11:30

Leadership: How to foster innovations, continuity and stability in our senior teams despite a tough external environment

  • The revolving door of Australian Managing Directors: understand what effect this had on the industry
  • Key insights on how to ensure that up and comers are being given the right professional development opportunities
  • Minimise the impact of leadership change within stakeholders such as the government.
  • Find out what optimal continuity plans look like
  • How to foster diversity through inclusion and equality programs

Chris Stemple Sales & Marketing Director Biogen

11:30-12:00

PBS Pricing and the National Medicines Policy

  • Hear from the Department of Health on how they are engaging with the industry and how they will develop this in the next year
  • An in-depth conversation discussing pricing policy and changes in the Pharmaceutical Benefits System

Penny Shakespeare Fist Assistant Secretary Pharmaceutical Benefits Division Department of Health

12:00-12:30

Panel: Redesign the pharma supply chain for more effective distribution

  • What should your ideal supply chain look like in 2016?
  • How pharmacies, pharma companies, government and wholesalers can together create a more efficient system
  • The patient perspective – how our distribution channels are impacting patients & their carers
  • Identify the challenges and opportunities in the new Hep C drugs
  • Examples of successful collaborations that improve distribution

Sam Develin Reimbursement Manager Medicines Australia

Saul Resnick CEO Australia & New Zealand DHL Supply Chain

12:30-14:00

EXHIBITION & NETWORKING LUNCH BREAK & WORKSHOPS

Increase your sales force effectiveness Employ strategic marketing tactics
14:00-14:40

What will our field force look like in 5, 10 and 20 years time?

  • An examination of the future sales challenges, opportunities and needs – determine what resources you need in place and by when
  • What will our customers expect from our sales force? A look at new models including virtual and self-service scenarios
  • Futureproof training - what skills will our sales teams need in 5-10 years?

Paul White National Sales Manager Oncology Novartis Pharmaceuticals Australia

Frances Hall Head of Sales LEO Pharma

Build a skilled marketing team for a multichannel environment

  • They key skills required for a versatile, multichannel marketing strategy focused on customer engagement
  • Identify the key traits your team needs
  • The importance of attitude vs hard skills
  • How are traditional skills updated to suit a multi-channel approach?

Kathleen Traynor Marketing Effectiveness and Process Manager Roche Australia

14:40-15:10

Better HCP engagement through better patient understanding

  • Access a broader understanding of patients – including co-morbidities and a broad range of lifestyle factors
  • Understand how patient profiles differ across sales territories or other geographic areas
  • A simple way to improve compliance by customising patient support offerings according to patient need

Shane Pearse Principal Pivotal Strategic Insights

Leading and communicating in an ever changing context

  • Building an agile team in the Pharma industry
  • Engaging staff around major changes in their operating environment
  • Preparing your company's culture for growth

Angela Scaffidi Managing Partner and Head of Change SenateSHJ

15:10-15:40

EXHIBITION & NETWORKING COFFEE BREAK

15:40-16:10

Improving field force performance – The Mylan Story

  • Why the way measuring performance needed to change.
  • What we did to define and measure field force and sales manager performance
  • How we linked knowledge and skill gaps to coaching
  • An insight into how these changes lifted performance and results.

John Compton Training and Development Manager Mylan EPD

Identify & use marketing data to inform strategy decisions

  • Get a grip on big data and how important it is in marketing
  • How to use big data to determine strategies and operating plans
  • How to use big data to evaluate strategies, channels and campaigns

Kate Bentley Multichannel-Marketing Lead & Marketing Excellence GSK

16:10-16:40

Beyond KAM- the new account management reality

  • See how the practice of key account management is changing to accommodate our developing customers
  • Understand customer influences/forces and our necessary approach in hospitals vs. clinics
  • Examine the economic benefits of an ecosystem approach rather than an individual customer approach

Tim Nunan Therapy Area Lead Pfizer

Claire Edgerton Sales Lead Pfizer

Patient advocacy- challenging the system

  • What does putting the patient first really mean?
  • Where is the power?
  • Innovation as a means, not an end
  • Challenging the system- a brain cancer study
  • A new ‘together’

Barrie Littlefield Head of Engagement Cure Brain Cancer Foundation

16:40-17:10

Develop a win-win relationship with your MSL team

  • Understand strategic role of medical teams within the sales function and how to collaborate with them.
  • Understand how MSLs prioritise and set strategies
  • The benefits of clear objectives particularly around customer time

Victor Loh Country Medical Director TEVA Pharma Australia

Implement effective strategic account planning for increased customer value

  • Quantify and qualify value for your specific customer set
  • Identify ways of creating value beyond the sales call
  • Create novel approaches that inspire, educate and benefit your customer
  • Learn to work within the time constraints imposed by practitioners
  • A look at the access challenges for a private script antidepressant

Elisha Whitefield Head of Sales & Marketing Brintellix Lundbeck Australia

17:10-18:40

EXHIBITION & NETWORKING DRINKS RECEPTION

Pre-order your event brochure

Full speaker list • Full conference agenda • Audience breakdown

7:45-9:00

REGISTRATION, EXHIBITION & WELCOME COFFEE

9:00-9:30

Where too next? The Medicines Australia Perspective

  • Understand the characteristics of the companies leading digital disruption - and the challenges for pharma in getting close
  • Hear directly from Medicines Australia on where they think pharma is headed in the next few years
  • Understand what this might mean for the future of your business

Elizabeth de Somer Director Policy Medicines Australia

9:30-10:00

The Future of Work: Nurturing a millennial sales & marketing team

Millennials bring with them new expectations, skills and attitudes which can be sometimes be considered a strength and at other times a disadvantage

  • Understand the skills and traits of tomorrow’s future leaders
  • A look at the changing future of work
  • Design a specific training program to deal with skills gaps
  • Learn how to maximise the performance of a millennial workforce
  • Maintain strong career progression options

Tammy Lindrum Head of Sales and Key Account Management Sanofi

10:00-10:30

You think you’re being customer centric? Don’t kid yourself

  • You’ve done it all but the impact on your sales is still marginal?
  • Generate the most powerful customer insights- Capture them ‘in the moment’
  • Discover the magic ingredient of MCM- it’s not CLM!
  • Watch your sales trajectory go up- achieve ROI for your brand

Nayana Vogel Co-Founder & Managing Director Hummingbird Insight

Caleb Forbes Commercial Director Swordfish Media Pty Ltd.

10:30-11:00

How to encourage innovation through local collaboration and strategic alliances

  • Generate value through partnership and collaboration opportunities
  • Understand the key value of potential emerging business & operating models
  • Examine possible creations by amalgamating of traditional pharma and tech.
  • Unlock partnership & licensing deals to generate more value

Theo Antonopoulos Head of Sales and Marketing MedAdvisor

11:00-11:30

EXHIBITION & NETWORKING COFFEE BREAK

11:30-12:15

Beyond the pill- how we can focus more on the patient

  • Ways to better understand, appreciate and act on the patient’s perspective
  • What drives the patient’s decisions? How engaging the patient’s immediate community is of direct relevance to pharma
  • How will an increase in patient empowerment change the way we interact with our customers?
  • Is ‘beyond the pill’ a valid option for Australian pharma?

Sue Elderton National Policy Manager Carers Australia

Julie-Anne Mitchell Director of Cardiovascular Health Programs National Heart Foundation Australia NSW

Elizabeth de Somer Director Policy Medicines Australia

12:15-12:45

Case Study: Creating a patient centric experience

  • Why be patient centric anyway?
  • How to be patient centric: moving from slogan to culture
  • Case study: “Bringing the patient's story to life”

Simon McErlane Regional Medical Director Alexion Pharmaceuticals Inc.

12:45-14:00

EXHIBITION & NETWORKING LUNCH BREAK

14:00-14:30

The Medicines Australia Update: A Guide to Smarter Implementation of Code Transparency

  • An overview of the code requirements, including changes implemented from 1st October 2016
  • Understand what the transparency measures will really mean for Medicines Australia member companies
  • Experience with the first reports by company
  • Get ahead of the curve: see what’s next with the Code and further transparency

Deborah Monk Director Compliance Medicines Australia

14:30-15:00

Leverage multichannel options for improved customer engagement

  • Understand your customer, business and value requirements
  • Determine who wants to hear from you in person - and who prefers online support
  • Define how you should engage your customers
  • The role of the rep as a traditional channel
  • Learn to interact across different channels

Sandro Mancy Digital Marketing Specialist Boehringer-Ingelheim

15:00-15:30

The TGA approval processes: developments and opportunities

Adrian Bootes Assistant Secretary Prescription Medicines Authorisation Branch, Medicines Regulation Division TGA

15:30

END OF CONFERENCE & COFFEE TO STAY OR TO GO

Don’t miss out in 2017

Have Your Say: We would like to welcome you to share ideas, opportunities or questions you would like answers to. Email your thoughts to anza@eyeforpharma.com to be a part of this discussion.

If you are interested in attending please contact us on the below details.

Anza Asahara

Anza Asahara

Project Director
eyeforpharma

Phone: +44 207 422 4312

Email: anza@eyeforpharma.com

Pre-order the detailed event brochure

Complete speaker line-up • Program for all tracks & sessions • Audience breakdown