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Timed Agenda

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Day One

Keynote Opening
08:45 - 08:50
Welcome Address

eyeforpharma Paul Simms Chairman eyeforpharma

08:50 - 09:15
Daring to transform: United, there is little we can’t do
  • Why pharma’s contribution to health over the past century won’t guarantee our relevance tomorrow
  • What trends in demographics, economics and the healthcare environment have brought us to this crossroads
  • How we should dare to lead the transformation to a new, integrated model

Sanofi Peter Guenter Executive Vice President, Sanofi Diabetes and Cardiovascular; Member of Sanofi Executive Committee Sanofi

09:15 - 09:30
Keynote Address

Sandoz Richard Francis CEO Sandoz

09:30 - 10:25
Panel and Introductions: How can pharma collaborate to become an integral part of the healthcare ecosystem
  • Why collaboration is the way forward and how pharma will evolve based on this paradigm
  • How pharma can make real partnerships with healthcare, technology and patient associations to lead healthcare change
  • Partnership in practice - how is pharma can foster new relationships to drive innovation

Allergan Marc Princen President International Business Allergan

LEO Pharma Gitte Aabo CEO LEO Pharma

Bristol-Myers Squibb Anders Tullgren Former President, Intercontinental Bristol-Myers Squibb

Sandoz Richard Francis CEO Sandoz

10:25 - 10:50
The bold movement to healthcare – why patient’s need change
  • A personal view on patient experience will reveal the gap’s pharma need to address
  • Why industry partners including academia and HCPs can work together to help better healthcare
  • How digital advancements can help improve healthcare experience

Bayer Ian Talmage Senior Advisor Bayer

10:50 - 10:55
Awards Finalist Announcement: Most Valuable Patient Initiative
10:55 - 11:25
Networking Break
11:25 - 12:00
Where a multi-stakeholder approach will take us
  • Why collaboration is a necessity within your next business plan – and what it means for your role
  • Examples of the most innovative partnerships and how they are changing the identity of the pharma company
  • Pharma’s role in today’s world: Carve a storyline for your organisation’s future which explains how you will work with patients towards better outcomes

UCB Bharat Tewarie Executive Committee, EVP & Chief Marketing Officer UCB

Merck Cord Friedrich Staehler Global Head Medical Devices and Services
& Former CTO Siemens AG Healthcare
Merck

GE Healthcare Pascale Witz Former Executive Committee Member GE Healthcare

12:00 - 12:10
Awards Finalist Announcement: Most Valuable Pharma Collaboration and Customer Innovator
12:10 - 12:40
Addressing pharma’s next challenges: the rationale for an integrated approach
  • Pharma has been highly successful in launching innovative, life-enhancing medicines in specialty areas with high unmet needs
  • However, there remain key challenges facing pharma today, in an environment of increasing stakeholder complexity; funding pressures and with a demand for innovation
  • This presentation outlines the rationale for an integrated approach to addressing these challenges and four imperatives for pharma’s continued success

QuintilesIMS Alistair Grenfell President, North Europe Middle East and Africa QuintilesIMS

12:40 - 14:00
Lunch
The Future Commercial Team
Customer Engagement
External Collaborations & Partnerships
14:00 - 14:05
Chairman opening
Chairman opening
Chairman opening
14:05 - 14:30
The complete guide to the evolution and future of commercial roles
  • See why it’s not only account managers’ roles that are changing – the whole commercial department needs to evolve
  • Take a fresh look at how to leverage and advance your existing commercial capabilities to get ahead of your competitors and be more commercially effective in every team.
  • Gain expert insight on the future direction of your commercial department, evolving and emerging new roles, and the steps you need to take to get there

Tim Kneen Tim Kneen Executive President - Europe & Canada Merck

Get through to patients with better engagement of HCPs
  • Start with clarity over your right value proposition to ensure patients are informed of your deliverables even if you have no direct contact
  • Explore the range of physician desires in order to identify services that will help physicians to assist their patients
  • How to align commercial teams when building working relationships with HCPS, physicians and hospital pharmacists

GSK Andrew Ploszay Head, Global Multi-Channel Marketing GSK

Go Beyond Drug Treatments: Collaborate with key stakeholders to develop patient services, programmes and better disease management
  • How Boehringer Ingelheim collaborated with the European Stroke Organisation to improve health outcomes and add value to customers and patients
  • A journey from emerging markets to Europe: Best practice guidelines on how to scale-up collaborations and solutions by focusing on the unmet needs of each market – above and beyond the drug
  • Understand the internal and external barriers to success in an approach not focused on selling drugs and identify how to overcome them from

Boehringer Ingelheim Georg van Husen Corporate Senior Vice President, TA Head CardioMetabolism Boehringer Ingelheim

14:30 - 15:00
The Future-Proof Commercial Team
  • The impact of patient centric transformation on the industry, and organizational barriers to transformation
  • The relationship between patient centricity and commercial models and expectations for future needs
  • The role of technology in enabling continuous evolution and agility across the organization

Pega Ed Chase Director of Life Sciences Solutions Pegasystems

Killer Robots in Health Care: Leverage Tomorrow’s Technology to Engage Physicians and Patients Today
  • Facebook Messenger Bots, Amazon Alexa, Google Home, Virtual Reality – never in the history of human communication has the pace of technology changed so quickly. As bots and artificial intelligence reach a tipping point, how do we apply these technologies to improve engagement and motivate behavior change?
  • Discover how pharma can meaningfully apply these latest technologies and digital trends to effectively improve HCP / patient engagement and motivate behavior change
  • Join Ben Greenberg, WebMD's VP of Mobile Products and User Experience, as he sorts through the new landscape of communication possibilities and relates them to guiding principles of healthcare product design and user engagement

Medscape and WebMD Ben Greenberg VP of Mobile Products and User Experience Medscape and WebMD

A Unified Patient Platform for the Pharmaceutical Industry
  • Healthcare is putting the patient first, and life science companies are looking to improve the patient experience at every step in their journey.
  • Organisations want to build individual relationships with their patients and provide meaningful support services as part of an omni-channel integrated model for patient engagement.
  • Learn how to extend the pharmaceutical commercial value chain from HCP to patient and prepare for a new model of lifetime evidence.

Salesforce Joshua Newman MD MSHS, Chief Medical Officer Salesforce

15:00 - 15:30
Create a good customer experience through aligning your sales and commercial strategy 
  • Collaborate with all areas of the business to ensure you’re working as a truly cross-functional organisation and understand the added value of these interactions
  • Understand how sales is fitting into your commercial model and the capabilities needed in order to create a holistic customer experience
  • Align your sales strategy globally to ensure sales reps work together with the business for a true customer-centric approach

Sanofi Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

Develop and market new product value propositions to differentiate patient treatments from medication to physicians and patients
  • Create value beyond the pill to increase benefits to the patient and maintain loyalty
  • Tangible examples to redefine packaging to improve patient communication and adherence
  • Partner with physicians and pharmacists to endorse product message and ensure patients are informed

Daiichi Sankyo Europe Gerard Akkerhuis Senior Vice-President Affiliate & Brand Management Daiichi Sankyo Europe

Moving the needle on gender parity: HBA / industry partnerships

Healthcare Businesswomen’s Association Magdalene Pedersen President Europe Healthcare Businesswomen’s Association

15:30 - 16:30
Workshops
16:30 - 17:00
Coffee Break
17:00 - 17:40
Panel discussion: Should sales and marketing be unified or separate departments?
  • Many pharma companies have been making the move to amalgamate their traditional sales & marketing departments into one commercial team – what are the benefits and should you follow this model?
  • Equip your customer facing roles with the same skills and tools to create a unified approach to engagement
  • Discover if a new commercial model can actually provide tangible improvements in sales and marketing performance

Actelion Christoph Schmidt Global Head of Commercial Excellence Actelion

GSK Colleen Schuller Head Global Selling Excellence GSK

Sanofi Pasteur Laurie Gery Head of Global Commercial Excellence Sanofi Pasteur

Panel discussion: Generate competitive advantages by rewriting your customer experience
  • What are the next steps to track all interactions with individual customers in order to provide a positive experience and retain customers
  • Create a cross-channel blend incorporating digital with traditional channels to ensure a beneficial partnership can be established
  • How pharma can align different teams to work harmoniously to provide a uninterrupted customer journey and avoid overloading

Moderator: Optimal Strategix Group Dr. R. Sukumar President and Founder Optimal Strategix Group

UCB Eddie Chan Vice President & Head, Global Marketing UCB

Merck David St. Denis Head of Strategy and Commercial Operations, Europe & Canada Merck

Teva Europe Lanre Ibitoye Head of Digital Experience Teva Europe

EY Alan Kalton Executive Director Analytics, EMEIA Advisory Center EY

Panel discussion: Hear how health stakeholders are ready to take partnerships to the next level
  • Hear how patient groups want pharma to take on a pivotal role in the future of healthcare
  • A debate on where pharma’s role in today’s world now lies: How can patient groups and pharma join together to help better patient lives and outcomes
  • The perfect relationship defined: what are the expectations from Pharma?

Moderator: Alzheimer’s Disease International Marc Wortmann Executive Director Alzheimer’s Disease International

IAPO Kawaldip Sehmi CEO IAPO

Myeloma Patients Europe Ananda Plate CEO Myeloma Patients Europe

European Cancer Patient Coalition Natacha Bolanos Board Member European Cancer Patient Coalition

Medullan Jeff Gombala VP, Digital Strategy & Technology Medullan

17:40 - 18:10
Become Efficient in Digital Strategies through Transformation of Commercial Team into Powerful Skilled Contributors

Teva and Viseven Case Study

  • Evolution of channel mix is like running a digital marathon. We heavily contribute into new roles creation across our teams and new players, with advanced level of digital skills, will emerge on scene
  • eWizard Platform: reach business goals and ensure maximum profitability with optimized communication, content G-Localization, review, distribution and analysis
  • Success measurement: what are the KPIs and success factors for building a cross-functional team bringing your Digital Content Factory at completely new level

Teva Bogdan Rakitskiy Associate Director, Commercial & Business Excellence Teva

The Power of Suggestions: How AI is Transforming Customer Engagement
  • Discover how to turn big data into suggestions and insights that spur sales and marketing teams to action
  • Learn the unexpected magic ingredient to deploying CRM Suggestions for maximum rep effectiveness
  • Give marketers the visibility and controls needed to successfully manage MCM

MSD Leigh Tyrer Global Customer engagement capabilities MSD

Aktana Ywan Karlen VP & Head of Customer Engagement Europe Aktana

Session Ends
18:10 - 19:30
Networking Drinks

Day Two

External Collaborations and Partnerships
Digital Transformation
Commercial Model Innovation
08:50 - 09:00
Chairman opening
Chairman opening
Chairman opening
09:00 - 09:30
The role of innovation in the business model of the future
  • Explore the role of technology in creating sustainable business models
  • Address real outcomes through the use of digital tools and tech

Janssen Barry Springer VP of Strategy, Technology & External Innovation Janssen

The Google effect: connecting the dots with genuine insights
  • Generate real life insights to influence business decisions and advance digital capabilities
  • Leverage digital to improve HCP and patient communications
  • Better understand consumer intent to create engaging content and improve reach

Google Ryan Olohan National Industry Director, Healthcare Google

A guide to commercialisation and market access: How putting patients first can give you the competitive advantage
  • Developing an integrated model from innovation to access – a patient centric approach
  • Aligning commercial and access requirements through the development process of a medicine
  • Hear how patient input can strengthen product value, customer interactions and health outcomes

Janssen Steve Wooding Global Commercial Strategy Organisation Janssen

09:30 - 10:00
Emprende In Health: a Shared Value Initiative by Lilly Spain and Unlimited
  • Support innovation in healthcare coming from start-ups
  • Provide learnings from entrepreneurs (skills, behaviors, business models) to a traditional Pharma company
  • Make a positive impact in society

Lilly Angel Pérez Agenjo Senior Director Marketing, Commercial Operations, Capabilities and Lean Six Sigma, Europe and Canada Lilly

From Noise to Signal: Activating Patient Centricity in your organization
  • From insights to solutions: creating culture change that moves an organization from brand-centric to patient centric
  • Co-create your patient experience to ensure you deliver valuable support to HCPs and patients
  • See how UCB’s focus on user experience and patient value translates into ROI

UCB Alice Yeo Global Multichannel Strategy Lead UCB

Almirall’s transformation from the inside out – putting your customers first
  • Redefine your commercial organisation to build competitive advantage through competencies not just capability’s
  • Gain a deeper individual level of customer insights to engage a multi-stakeholder customer group
  • Create experiences and interactions that are meaningful, rewarding and add value from patients to HCPs
  • Provide a unique offering which meets patients’ needs and puts you ahead in the marketplace

Almirall Alfonso Ugarte Castillo Executive Vice President Global Commercial Strategy Almirall

10:00 - 10:30
Patient support – insight driven program design to maximize effectiveness
  • Learn why insight into the patient journey and needs are key in designing a successful support program
  • Explore methodologies to gather and interpret insight and its potential impact on product value
  • Multi-channel approach in patient support programs must include the “human” element to respond to changing patient needs

QuintilesIMS Peter Rutherford VP, Integrated Market Access QuintilesIMS

The Digital Difference: New forms of patient engagement to impact adherence, evidence and insight
  • Enable new forms of patient engagement through digital
  • Why digital can differentiate your brand
    • Hyper-personalization
    • Evidence Based Behavior Change
    • Real World Evidence
  • How digital can impact upon adherence, evidence and insight, and improve ROI

S3 Connected Health Jim O'Donoghue Vice President S3 Connected Health

Maximizing the Potential of Your Pipeline by Utilizing Signals Intelligence to Align with the Treatment Decision Journey and Patient Desired Outcomes
  • Improve health outcomes by uncovering real, perceived and hidden barriers that define therapeutic value.
  • Drive pipeline optimization by aligning your portfolio with patient behaviour, HCP preferences, and choices of care – all critical to a successful launch.
  • Optimize patient adherence by probing real-world attitudes and sentiment toward treatment regimes and patient engagement approaches.

Signals Analytics Kobi Gershoni Co-Founder & Chief Research Officer Signals Analytics

10:30 - 11:00
Coffee Break
11:00 - 11:30
Partner with Patients and Health Care Systems via Innovative Technology Platforms
  • Sanofi is working closely with a technology company and 3 large health care delivery systems to improve patient self-management skills in diverse patient populations with diabetes
  • Patients and providers participate in co-creation of micro modules – innovative engagement and education tools leveraging behavioral science methodology
  • Conscious inclusion of a diverse patient population (ethnic/racial diversity, vulnerable subgroups, etc.) is a key component of addressing population need and supporting population management

Sanofi Lisa Egbuono-Davis Vice President, Global Head Patient Centered Outcomes and Solutions Sanofi

Digitise selling: how to meet new customer needs through e-reps and new sales channels
  • Battle the effect of limited visits by incorporating technology within rep visits to ensure communication is personable
  • Understand exactly how to personalise customer interactions through digital channels
  • Know when and where to deploy social media and newer digital channels to connect with stakeholders, improve brand awareness and add further customer touchpoints

Janssen Céline Genty VP Customer Excellence EMEA Janssen

Customer experience – the key to happy customers
  • Customer retention is key to any business’ success: pharma must track all interactions with individual customers in order to provide a positive experience
  • Create a cross-channel blend by incorporating digital with traditional channels to ensure a beneficial partnership can be established
  • Ensure different teams within your organisation work harmoniously to provide an uninterrupted customer journey and avoid overloading

Merck David St. Denis Head of Strategy and Commercial Operations, Europe & Canada Merck

11:30 - 12:00
Putting patients first – how person centred care can benefit your brand throughout the product and patient journey
  • People-centred care - why now?: learn how person-centred healthcare is crucial to the future success of health systems and manufacturers alike
  • The business case for patient-centricity: discover why product lifecycle and patient journey are so tightly linked and how this can be leveraged to benefit both patient and brand
  • Put it into practice: cut through the many ideas and opinions surrounding person-centred care to learn how to integrate person-centeredness into all stages of product lifecycle and development

HAH Sir Jonathan Asbridge President European Society for Person Centred Healthcare

Myeloma Patients Europe Alfonso Aguaron Project Manager Myeloma Patients Europe

Grünenthal Emma Sutcliffe & Daughter Delilah Consultant Director, Patient Engagement Grünenthal

Moderator pharmaphorum Paul Tunnah CEO pharmaphorum

Achieving customer centricity in Life Sciences: the imperative of integrated customer insights
  • Overcoming the barriers to the single, enriched customer view
  • The imperative of customer insight to brand planning
  • How one pharma company views customer centricity

QuintilesIMS Gareth Dabbs UK Technology Solutions Lead QuintilesIMS

Develop the Digital Healthcare Value Chain to Win China Market
  • Identify the real power of digital in the complicated healthcare market, and maximize the power of digital to build the value chain to serve HCP & Patient
  • Give the proven measurement and analysis model of precise digital HCP engagement
  • Win-win cooperation case of pharma / Insurer / Device / Social Network to serve chronic disease patient

DXY Eric Zhang VP and Head of Enterprise Business Division DXY

12:00 - 12:30
Accelerating innovation for patient solutions: the lessons learned
  • Don’t fall in love with the solution, fall in love with the problem
  • Ideation: how to keep an open mind and encourage creative thinking in your team
  • Experiment, Fail, Repeat

UCB Gregory Miller Head Global Innovation UCB

How to target real outcomes with a smarter digital strategy
  • Highlight the customer insights you need to target and ensure implemented technologies can deliver real value for you and your customers
  • Create a digital strategy which focusses on outcomes rather than the technology
  • Foster a culture within your team which looks to optimise current digital technology and isn’t afraid to try something new

Novartis Panos Papakonstantinou Head Digital Commercial Europe Novartis

Revise your operational model in order to adapt to the changing sales landscape
  • Optimise your commercial model to make sure the whole company is in the best state in order to prepare for new challenges and launches
  • Away with the hierarchy: develop your sales rep with a bottom-up approach to ensure sound methodology and ultimate effectiveness via best practise sharing
  • Collaborate with all areas of the company to ensure you’re working as a truly cross-functional organisation and understand the added value of these interactions

Novartis Gonzalo Rodriguez Region Europe Sales Excellence Head Novartis

12:30 - 13:30
Workshops
13:30 - 14:45
Lunch
The Future commercial Team
Customer Engagement
Talent and Training
14:45 - 15:15
Adapting your organization to the patient
  • In the changing environment that we live in AbbVie has three commitments: to serve patients beyond the treatment; to contribute to the sustainability of healthcare systems; and to help empower patients play an active role in managing their disease.
  • It’s been an eight year journey at ABbVie to turn these commitments into action.
  • It started with changing our culture. Here’s how we’re doing it.

Speaker Logo Tammy Altarac General Manager - Innovation and Patients care - Global Marketing and Commercial Operation AbbVie

Reshape your market presence through co-creation and superior customer experience
  • Provide your patients with a truly unique offering which meets their needs and gets you ahead in the marketplace
  • Drive sustained engagement through co-creation of patient support programs and superior consumer experience
  • Respond to feedback by offering content that is personally relevant, through channels which they want to use

Teva Jason DeGoes Senior Vice President Global Patient Solutions Teva

Develop your operational training in order to develop a multi-faceted salesforce
  • Compliance, MSL and MFF: learn how these unique roles can be essential to your sales force effectiveness
  • Identified gaps in your field force in order to ensure you have the best equipped team to face the customer
  • Collaborate with different internal partners and stakeholders, in order to ensure that customer engagement interactions are impactful to the customer

Nestlé Nutrition Dirk Abeel Global Head Performance Development, Training and Field Force Effectiveness Nestlé Nutrition

Ashfield Nagore Fernandez Head of Clinical Services Europe Ashfield

15:15 - 15:45
Innovating customer engagement and driving change across Europe
  • From experimentation, to one simple and consolidated engagement model
  • Innovating customer engagement and driving change across Europe
  • Delivering tangible results, key learnings and the way forward

QuintilesIMS Bernd Haas VP, Technology Solutions, Central, Eastern & Southern Europe QuintilesIMS

Amgen Rorik van Welij Innovation, Region Europe Amgen

The five big pitfalls to avoid for successful patient support programmes
  • Gain insight from over 15 years’ experience supporting patients
  • Discover how to design, deliver and measure a truly differentiated programme
  • Take away practical do’s and don’ts for success

Ashfield Nagore Fernandez Head of Clinical Services – Europe Ashfield

The Role of Talent Management in Successful Sales Transformation
  • Prioritising the seven critical elements of Talent Management in a Sales Transformation and how to prioritize and sequence the actions required to achieve quick wins and to optimize ROI over time
  • Taking into consideration the generations in the workplace and how to message and manage to Talent Management
  • The role of compensation and incentives in driving desired future state behaviors

Speaker Logo Harry Dunklin Partner, Strategy Ready Consulting Practice Miller Heiman Group

15:45 - 16:15
Embrace the new digital culture and prepare commercial teams for the next generation of customers
  • Ensure the right capabilities are in place to excel your customer engagement strategy both now and in the future
  • Equip your customer facing and marketing teams with a new skillset, mind-set and the tools needed for customer engagement
  • Ensure marketing strategy leads the customer experience with the right design, development and deployment

MSD Philippe Kirby Customer Engagement Capabilities MSD

Bringing data and insights at the heart of multichannel customer engagement at Amgen Europe
  • Building the fundamentals: the central data management platform
  • Getting to the insights: BI self-service and the 360 reporting framework
  • Best practices & learnings and the way forward

Amgen Fabian Mettes Director Commercial Data Strategy & Integration Amgen

trueblue Trueblue

Made to measure: key indicators of a successful rep
  • How to measure call effectiveness in this changing sales landscape when face-to-face selling is no longer the only contact point
  • Establish new KPIs to track sales rep performance and use these to support great customer engagement
  • Alternative incentive models – understand the most effective ways of incentivising your reps which AREN’T based on sales figures

GSK Colleen Schuller Head Global Selling Excellence GSK

16:15 - 16:45
Coffee Break
16:45 - 17:15
Reinvent sales and marketing: become an integrated, commercial outfit
  • Train and develop your commercial leaders as one customer-facing team that begins with the external customer viewpoint
  • Leveraging behavioural science to maximise internal collaboration
  • Ensuring leadership takes priority over technical ability to create high performance
  • Impact and Influence behavioural change to encourage sales and marketing to align common interests and speak the same language
  • Equip all customer facing staff in same way to generate same approach to customers no matter what split or structure you have internally

Novartis Rob Dickerson Head of Commercial Excellence EGM Oncology Novartis

Impactful patient support programs
  • Hear directly from patients how you can design a support program which will increase adherence as well as helping them in their daily lives
  • This proven initiative has maximised therapeutic benefits for patients – understand how you can do the same with your own programs
  • Differentiate your clinical portfolio in a crowded market by co-creating a holistic support plan to accompany your treatment

TEVA Gabor Purman Associate Director, Global Patient Solutions Team / Commercial / Behaviour Change expert TEVA

PANEL: Take your customer engagement further by developing your rep’s repertoire

Successful sales reps need a new set of skills to make sure they are constantly performing to standard. In this session we will discuss what tools and skills the rep must develop to remain relevant.

  • Take stock of the evolving skill set demanded of the sales rep
  • Develop the new rep profile in your company, by training them with skills borrowed from medical, marketing and access teams
  • Determine exactly what new talents are needed in order to tighten the requirements for training and avoid waste or duplication of effort

Tesaro Ayman Noaman Senior Director & Head of Commercial Excellence Tesaro

Janssen Céline Genty VP Customer Excellence EMEA Janssen

Novartis Gonzalo Rodriguez Region Europe Sales Excellence Head Novartis

Sanofi Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

17:15 - 17:45
Physician’s Perspective on Omnichannel
  • Dynamic progress in digital technology changes the way HCPs work.
  • One day from a HCPs working life – When and how we can interact?
  • The role of omnichannel solutions in keeping both sides engaged.

Institute of Cardiology Slawomir Chomik, M.D. Institute of Cardiology

Connect Medica Michał Komorniczak Global Sales and Marketing Director Highp

Amplifying the Patient Voice in your Organisation
  • Patients, and increasingly empowered healthy individuals, are fast becoming the key healthcare decision makers of the future, however as an industry we have faced challenges in trying to truly engage with this group and strategically align our organisations accordingly
  • Using a patient market research case study, this presentation shows the opportunity to be gained by embedding the patient voice effectively within organisations, and looks at how to overcome some of the challenges we face as an industry when involving patients in the insight generation process
  • We will show how to successfully win the hearts and minds of your colleagues and ultimately guide the strategic direction of your organisation

Ipsos Healthcare Victoria Guyatt Head of Ethnography Ipsos Healthcare

GSK Wendy Kehoe Customer Insight Director GSK

Session Ends
17:45 - 19:00
Networking Drinks

Day Three

Talent and Training
Digital Transformation
Commercial Model Innovation
09:00 - 09:05
Chairman opening
Chairman opening
Chairman opening
09:05 - 09:30
Emergence of Holistic field personnel: integrate scientific knowledge into your existing market access and sales team
  • Train and upskill commercial organisation to focus on personalised therapies, as brand becomes less important
  • Building new value propositions based on patient understanding and the removal of features and benefits
  • Upgrade Commercial skills to strengthen the relationship between Clients and Sales forces
  • Going beyond Sales figures to evaluate long term results of Sales teams
  • Ultimate liaison between Marketing and Sales departments in the new Health environment

Mylan Spain Luis Magarzo Bello Commercial Excellence Head Mylan Spain

Stay connected in an evolving social and mobile world
  • Develop a true understanding of how your key customers are using digital, social and mobile interactions and develop a strategy which caters for real-time usage
  • Drive reach and engagement across multiple devices with well-designed content which can emphasise the channels success
  • Utilise marketing spend by analysing channel usage and increasing the value to customers

Boehringer Ingelheim Armin Furtwaengler Global Senior Medical Director - Health Care Innovation Boehringer Ingelheim

The customer is key: drive sales, growth and maintain happy customer
  • The customer is key: drive sales, growth and maintain happy customer
  • The customer is boss: shift your focus from your own business outcomes to putting the needs of your customer first
  • Establish the best practices of impactful customer experience programs and how pharma can learn from other industries

BMS Yves Lvail Former Executive Director Europe, Commercial Operations BMS

09:30 - 10:00
Adapting Behaviours towards a Patient- Intimate Approach

TALENTS, a Competitive Edge in a Patient-Centric Era!

  • TALENT and Patient Intimacy: Going Back to the Basics
  • Why Talent and not Training. The Burning Platform!
  • The WHOLE BRAIN Approach in Talent Management!
  • TALENT Management as a Competitive Advantage

TTM associates Ltd Dr Magdi A. Ismail Principal Consultant, Director, MENA & Turkey TTM Associates Ltd, UK

How to be Digital in Life Sciences

How to transform and stay relevant in a digital world:

  • Drive a health outcomes based strategy to stay relevant in the market
  • Focus on customer-centricity to foster digital transformation from front-end to back-end
  • Enable the business for large-scale, transformative wins
  • Sustain the pace of change through a multi-speed, flexible and adaptive approach

EY Dr. Frank Kumli Executive Director, Life Sciences EY

If you want engagement, design for engagement
  • Start with the why… drive customer engagement by understanding needs, predicting their requirements and designing your campaigns accordingly
  • Encourage engagement and establish brand loyalty by creating content and tools which help HCPs deliver better patient outcomes
  • Ensure your multichannel strategy is designed to enhance the customer journey, providing the opportunity to engage in the right way, at the right time, through the right channel

AstraZeneca Phil Matton VP International Projects AstraZeneca

10:00 - 10:30
How to create excellent account managers
  • Learn how to instil a mindset shift in your organization to ensure collaborative engagement top & key accounts
  • Leveraging the company, teams, products & services as value differentiators
  • Keep your account managers’ supporting tools up-to-date to guarantee that the whole customer journey is captured and more personal interactions are possible going forward
  • Benchmark your commercial teams existing capabilities and competencies to asses needs and focus resources to bridge the gaps where need

MSD International GmbH Alain Carre Dir. KAM Excellence Lead EUCA MSD International GmbH

Secure CRM buy-in from all users to establish global transparency across customer touchpoints
  • Link all your CRM, e-detailer and emails together to build a 360° view of your customers
  • Appreciate how the data collected and analysed will lead to a deeper understanding of your customers’ needs, as well as help to scrutinise performance and areas for improvement
  • Understand how proper usage of your CRM will allow for accurate tracking, better resource allocation and harmonised account planning across all departments, as well as future opportunities to provide preventative care for patients

Celgene Niall McConnell Associate Director, Customer Intelligence Celgene

Challenging the paradigm of healthcare from the core inside: How Therapeutic Nutrition is changing the course of health
  • The move of a food and beverage worldwide leader to become a strong partner in healthcare, by impacting in decreasing the cost of disease management and improving quality of life
  • Leverage patient and consumer insights to create a new value proposition with the best of food technologies, healthcare nutritional sciences and break through innovation
  • Shape the full company organization, from global to local, to capture an unprecedented untapped potential at customer level
  • Mobilize marketing, sales, medical affairs and access to execute towards a new commercial model

Nestle Health Science Eduardo Fargas Region Business Head, Europe Nestle Health Science

10:30 - 11:00
Coffee Break
Keynote Closing
11:00 - 11:35
The evolving pharma and government partnership
  • How pharma and the government can work jointly to define HTA assessment processes
  • How EUnetHTA are adapting to streamline European HTA assessments and what impact this will have on pharma
  • NICE will explain the considerations that pharma should review, in order to make the right decision on their value proposition

NICE Sir Andrew Dillon Chief Executive NICE

EUnetHTA Wim Goettsch Secretariat Director Chairman EUnetHTA

11:35 - 11:45
Awards Finalist Announcement: Most Valuable HCP/Healthcare Initiative
11:45 - 12:15
A digital influence on a changing healthcare ecosystem
  • Identify the current digital tools and influences that are changing the future of healthcare
  • Establish how digital can enable internal collaboration and how partnerships will drive further innovations
  • See how Takeda have accelerated their digital transformations focusing their investments around better patient outcomes
  • Digitalise your entire business from R&D to customer facing functions to truly keep ahead in a changing market

Takeda Bruno Villetelle Chief Digital Officer Takeda

12:15 - 12:25
Awards Finalist Announcement: Most Valuable Company and Lifetime Achievement
12:25 - 12:50
Creating a new health frontier with nutritional therapies
  • Why becoming a truly integrated part of the healthcare system is fundamental
  • How Nestle Health Science has formed collaborations to develop and commercialise its business
  • Hear how Nestle are driving innovation to become a "new industry between the traditional nutrition and pharmaceutical industries".

Nestle Health Science Greg Behar CEO Nestle Health Science

12:50 - 13:15
Pharma meets technology
  • Witness how technology disrupters can work together to develop better healthcare
  • Examples of innovative partnerships with pharma and how patient healthcare could change forever
  • Learn about Verily’s latest projects to intersect technology, data science and healthcare

Verily (Google Life Sciences) Brian Otis CTO Verily (Google Life Sciences)

13:15 - 14:30
Seated Lunch

Day One

Keynote Opening
08:45 - 08:50
Welcome Address

eyeforpharma Paul Simms Chairman eyeforpharma

08:50 - 09:15
Daring to transform: United, there is little we can’t do
  • Why pharma’s contribution to health over the past century won’t guarantee our relevance tomorrow
  • What trends in demographics, economics and the healthcare environment have brought us to this crossroads
  • How we should dare to lead the transformation to a new, integrated model

Sanofi Peter Guenter Executive Vice President, Sanofi Diabetes and Cardiovascular; Member of Sanofi Executive Committee Sanofi

09:15 - 09:30
Keynote Address

Sandoz Richard Francis CEO Sandoz

09:30 - 10:25
Panel and Introductions: How can pharma collaborate to become an integral part of the healthcare ecosystem
  • Why collaboration is the way forward and how pharma will evolve based on this paradigm
  • How pharma can make real partnerships with healthcare, technology and patient associations to lead healthcare change
  • Partnership in practice - how is pharma can foster new relationships to drive innovation

Allergan Marc Princen President International Business Allergan

LEO Pharma Gitte Aabo CEO LEO Pharma

Bristol-Myers Squibb Anders Tullgren Former President, Intercontinental Bristol-Myers Squibb

Sandoz Richard Francis CEO Sandoz

10:25 - 10:50
The bold movement to healthcare – why patient’s need change
  • A personal view on patient experience will reveal the gap’s pharma need to address
  • Why industry partners including academia and HCPs can work together to help better healthcare
  • How digital advancements can help improve healthcare experience

Bayer Ian Talmage Senior Advisor Bayer

10:50 - 10:55
Awards Finalist Announcement: Most Valuable Patient Initiative
10:55 - 11:25
Networking Break
11:25 - 12:00
Where a multi-stakeholder approach will take us
  • Why collaboration is a necessity within your next business plan – and what it means for your role
  • Examples of the most innovative partnerships and how they are changing the identity of the pharma company
  • Pharma’s role in today’s world: Carve a storyline for your organisation’s future which explains how you will work with patients towards better outcomes

UCB Bharat Tewarie Executive Committee, EVP & Chief Marketing Officer UCB

Merck Cord Friedrich Staehler Global Head Medical Devices and Services
& Former CTO Siemens AG Healthcare
Merck

GE Healthcare Pascale Witz Former Executive Committee Member GE Healthcare

12:00 - 12:10
Awards Finalist Announcement: Most Valuable Pharma Collaboration and Customer Innovator
12:10 - 12:40
Addressing pharma’s next challenges: the rationale for an integrated approach
  • Pharma has been highly successful in launching innovative, life-enhancing medicines in specialty areas with high unmet needs
  • However, there remain key challenges facing pharma today, in an environment of increasing stakeholder complexity; funding pressures and with a demand for innovation
  • This presentation outlines the rationale for an integrated approach to addressing these challenges and four imperatives for pharma’s continued success

QuintilesIMS Alistair Grenfell President, North Europe Middle East and Africa QuintilesIMS

12:40 - 14:00
Lunch
The Future Commercial Team
Customer Engagement
External Collaborations & Partnerships
14:00 - 14:05
Chairman opening
Chairman opening
Chairman opening
14:05 - 14:30
The complete guide to the evolution and future of commercial roles
  • See why it’s not only account managers’ roles that are changing – the whole commercial department needs to evolve
  • Take a fresh look at how to leverage and advance your existing commercial capabilities to get ahead of your competitors and be more commercially effective in every team.
  • Gain expert insight on the future direction of your commercial department, evolving and emerging new roles, and the steps you need to take to get there

Tim Kneen Tim Kneen Executive President - Europe & Canada Merck

Get through to patients with better engagement of HCPs
  • Start with clarity over your right value proposition to ensure patients are informed of your deliverables even if you have no direct contact
  • Explore the range of physician desires in order to identify services that will help physicians to assist their patients
  • How to align commercial teams when building working relationships with HCPS, physicians and hospital pharmacists

GSK Andrew Ploszay Head, Global Multi-Channel Marketing GSK

Go Beyond Drug Treatments: Collaborate with key stakeholders to develop patient services, programmes and better disease management
  • How Boehringer Ingelheim collaborated with the European Stroke Organisation to improve health outcomes and add value to customers and patients
  • A journey from emerging markets to Europe: Best practice guidelines on how to scale-up collaborations and solutions by focusing on the unmet needs of each market – above and beyond the drug
  • Understand the internal and external barriers to success in an approach not focused on selling drugs and identify how to overcome them from

Boehringer Ingelheim Georg van Husen Corporate Senior Vice President, TA Head CardioMetabolism Boehringer Ingelheim

14:30 - 15:00
The Future-Proof Commercial Team
  • The impact of patient centric transformation on the industry, and organizational barriers to transformation
  • The relationship between patient centricity and commercial models and expectations for future needs
  • The role of technology in enabling continuous evolution and agility across the organization

Pega Ed Chase Director of Life Sciences Solutions Pegasystems

Killer Robots in Health Care: Leverage Tomorrow’s Technology to Engage Physicians and Patients Today
  • Facebook Messenger Bots, Amazon Alexa, Google Home, Virtual Reality – never in the history of human communication has the pace of technology changed so quickly. As bots and artificial intelligence reach a tipping point, how do we apply these technologies to improve engagement and motivate behavior change?
  • Discover how pharma can meaningfully apply these latest technologies and digital trends to effectively improve HCP / patient engagement and motivate behavior change
  • Join Ben Greenberg, WebMD's VP of Mobile Products and User Experience, as he sorts through the new landscape of communication possibilities and relates them to guiding principles of healthcare product design and user engagement

Medscape and WebMD Ben Greenberg VP of Mobile Products and User Experience Medscape and WebMD

A Unified Patient Platform for the Pharmaceutical Industry
  • Healthcare is putting the patient first, and life science companies are looking to improve the patient experience at every step in their journey.
  • Organisations want to build individual relationships with their patients and provide meaningful support services as part of an omni-channel integrated model for patient engagement.
  • Learn how to extend the pharmaceutical commercial value chain from HCP to patient and prepare for a new model of lifetime evidence.

Salesforce Joshua Newman MD MSHS, Chief Medical Officer Salesforce

15:00 - 15:30
Create a good customer experience through aligning your sales and commercial strategy 
  • Collaborate with all areas of the business to ensure you’re working as a truly cross-functional organisation and understand the added value of these interactions
  • Understand how sales is fitting into your commercial model and the capabilities needed in order to create a holistic customer experience
  • Align your sales strategy globally to ensure sales reps work together with the business for a true customer-centric approach

Sanofi Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

Develop and market new product value propositions to differentiate patient treatments from medication to physicians and patients
  • Create value beyond the pill to increase benefits to the patient and maintain loyalty
  • Tangible examples to redefine packaging to improve patient communication and adherence
  • Partner with physicians and pharmacists to endorse product message and ensure patients are informed

Daiichi Sankyo Europe Gerard Akkerhuis Senior Vice-President Affiliate & Brand Management Daiichi Sankyo Europe

Moving the needle on gender parity: HBA / industry partnerships

Healthcare Businesswomen’s Association Magdalene Pedersen President Europe Healthcare Businesswomen’s Association

15:30 - 16:30
Workshops
16:30 - 17:00
Coffee Break
17:00 - 17:40
Panel discussion: Should sales and marketing be unified or separate departments?
  • Many pharma companies have been making the move to amalgamate their traditional sales & marketing departments into one commercial team – what are the benefits and should you follow this model?
  • Equip your customer facing roles with the same skills and tools to create a unified approach to engagement
  • Discover if a new commercial model can actually provide tangible improvements in sales and marketing performance

Actelion Christoph Schmidt Global Head of Commercial Excellence Actelion

GSK Colleen Schuller Head Global Selling Excellence GSK

Sanofi Pasteur Laurie Gery Head of Global Commercial Excellence Sanofi Pasteur

Panel discussion: Generate competitive advantages by rewriting your customer experience
  • What are the next steps to track all interactions with individual customers in order to provide a positive experience and retain customers
  • Create a cross-channel blend incorporating digital with traditional channels to ensure a beneficial partnership can be established
  • How pharma can align different teams to work harmoniously to provide a uninterrupted customer journey and avoid overloading

Moderator: Optimal Strategix Group Dr. R. Sukumar President and Founder Optimal Strategix Group

UCB Eddie Chan Vice President & Head, Global Marketing UCB

Merck David St. Denis Head of Strategy and Commercial Operations, Europe & Canada Merck

Teva Europe Lanre Ibitoye Head of Digital Experience Teva Europe

EY Alan Kalton Executive Director Analytics, EMEIA Advisory Center EY

Panel discussion: Hear how health stakeholders are ready to take partnerships to the next level
  • Hear how patient groups want pharma to take on a pivotal role in the future of healthcare
  • A debate on where pharma’s role in today’s world now lies: How can patient groups and pharma join together to help better patient lives and outcomes
  • The perfect relationship defined: what are the expectations from Pharma?

Moderator: Alzheimer’s Disease International Marc Wortmann Executive Director Alzheimer’s Disease International

IAPO Kawaldip Sehmi CEO IAPO

Myeloma Patients Europe Ananda Plate CEO Myeloma Patients Europe

European Cancer Patient Coalition Natacha Bolanos Board Member European Cancer Patient Coalition

Medullan Jeff Gombala VP, Digital Strategy & Technology Medullan

17:40 - 18:10
Become Efficient in Digital Strategies through Transformation of Commercial Team into Powerful Skilled Contributors

Teva and Viseven Case Study

  • Evolution of channel mix is like running a digital marathon. We heavily contribute into new roles creation across our teams and new players, with advanced level of digital skills, will emerge on scene
  • eWizard Platform: reach business goals and ensure maximum profitability with optimized communication, content G-Localization, review, distribution and analysis
  • Success measurement: what are the KPIs and success factors for building a cross-functional team bringing your Digital Content Factory at completely new level

Teva Bogdan Rakitskiy Associate Director, Commercial & Business Excellence Teva

The Power of Suggestions: How AI is Transforming Customer Engagement
  • Discover how to turn big data into suggestions and insights that spur sales and marketing teams to action
  • Learn the unexpected magic ingredient to deploying CRM Suggestions for maximum rep effectiveness
  • Give marketers the visibility and controls needed to successfully manage MCM

MSD Leigh Tyrer Global Customer engagement capabilities MSD

Aktana Ywan Karlen VP & Head of Customer Engagement Europe Aktana

Session Ends
18:10 - 19:30
Networking Drinks

Purchase the Post-Conference Materials

Event Presentations • Event Audio • On Demand Subscription

Day Two

External Collaborations and Partnerships
Digital Transformation
Commercial Model Innovation
08:50 - 09:00
Chairman opening
Chairman opening
Chairman opening
09:00 - 09:30
The role of innovation in the business model of the future
  • Explore the role of technology in creating sustainable business models
  • Address real outcomes through the use of digital tools and tech

Janssen Barry Springer VP of Strategy, Technology & External Innovation Janssen

The Google effect: connecting the dots with genuine insights
  • Generate real life insights to influence business decisions and advance digital capabilities
  • Leverage digital to improve HCP and patient communications
  • Better understand consumer intent to create engaging content and improve reach

Google Ryan Olohan National Industry Director, Healthcare Google

A guide to commercialisation and market access: How putting patients first can give you the competitive advantage
  • Developing an integrated model from innovation to access – a patient centric approach
  • Aligning commercial and access requirements through the development process of a medicine
  • Hear how patient input can strengthen product value, customer interactions and health outcomes

Janssen Steve Wooding Global Commercial Strategy Organisation Janssen

09:30 - 10:00
Emprende In Health: a Shared Value Initiative by Lilly Spain and Unlimited
  • Support innovation in healthcare coming from start-ups
  • Provide learnings from entrepreneurs (skills, behaviors, business models) to a traditional Pharma company
  • Make a positive impact in society

Lilly Angel Pérez Agenjo Senior Director Marketing, Commercial Operations, Capabilities and Lean Six Sigma, Europe and Canada Lilly

From Noise to Signal: Activating Patient Centricity in your organization
  • From insights to solutions: creating culture change that moves an organization from brand-centric to patient centric
  • Co-create your patient experience to ensure you deliver valuable support to HCPs and patients
  • See how UCB’s focus on user experience and patient value translates into ROI

UCB Alice Yeo Global Multichannel Strategy Lead UCB

Almirall’s transformation from the inside out – putting your customers first
  • Redefine your commercial organisation to build competitive advantage through competencies not just capability’s
  • Gain a deeper individual level of customer insights to engage a multi-stakeholder customer group
  • Create experiences and interactions that are meaningful, rewarding and add value from patients to HCPs
  • Provide a unique offering which meets patients’ needs and puts you ahead in the marketplace

Almirall Alfonso Ugarte Castillo Executive Vice President Global Commercial Strategy Almirall

10:00 - 10:30
Patient support – insight driven program design to maximize effectiveness
  • Learn why insight into the patient journey and needs are key in designing a successful support program
  • Explore methodologies to gather and interpret insight and its potential impact on product value
  • Multi-channel approach in patient support programs must include the “human” element to respond to changing patient needs

QuintilesIMS Peter Rutherford VP, Integrated Market Access QuintilesIMS

The Digital Difference: New forms of patient engagement to impact adherence, evidence and insight
  • Enable new forms of patient engagement through digital
  • Why digital can differentiate your brand
    • Hyper-personalization
    • Evidence Based Behavior Change
    • Real World Evidence
  • How digital can impact upon adherence, evidence and insight, and improve ROI

S3 Connected Health Jim O'Donoghue Vice President S3 Connected Health

Maximizing the Potential of Your Pipeline by Utilizing Signals Intelligence to Align with the Treatment Decision Journey and Patient Desired Outcomes
  • Improve health outcomes by uncovering real, perceived and hidden barriers that define therapeutic value.
  • Drive pipeline optimization by aligning your portfolio with patient behaviour, HCP preferences, and choices of care – all critical to a successful launch.
  • Optimize patient adherence by probing real-world attitudes and sentiment toward treatment regimes and patient engagement approaches.

Signals Analytics Kobi Gershoni Co-Founder & Chief Research Officer Signals Analytics

10:30 - 11:00
Coffee Break
11:00 - 11:30
Partner with Patients and Health Care Systems via Innovative Technology Platforms
  • Sanofi is working closely with a technology company and 3 large health care delivery systems to improve patient self-management skills in diverse patient populations with diabetes
  • Patients and providers participate in co-creation of micro modules – innovative engagement and education tools leveraging behavioral science methodology
  • Conscious inclusion of a diverse patient population (ethnic/racial diversity, vulnerable subgroups, etc.) is a key component of addressing population need and supporting population management

Sanofi Lisa Egbuono-Davis Vice President, Global Head Patient Centered Outcomes and Solutions Sanofi

Digitise selling: how to meet new customer needs through e-reps and new sales channels
  • Battle the effect of limited visits by incorporating technology within rep visits to ensure communication is personable
  • Understand exactly how to personalise customer interactions through digital channels
  • Know when and where to deploy social media and newer digital channels to connect with stakeholders, improve brand awareness and add further customer touchpoints

Janssen Céline Genty VP Customer Excellence EMEA Janssen

Customer experience – the key to happy customers
  • Customer retention is key to any business’ success: pharma must track all interactions with individual customers in order to provide a positive experience
  • Create a cross-channel blend by incorporating digital with traditional channels to ensure a beneficial partnership can be established
  • Ensure different teams within your organisation work harmoniously to provide an uninterrupted customer journey and avoid overloading

Merck David St. Denis Head of Strategy and Commercial Operations, Europe & Canada Merck

11:30 - 12:00
Putting patients first – how person centred care can benefit your brand throughout the product and patient journey
  • People-centred care - why now?: learn how person-centred healthcare is crucial to the future success of health systems and manufacturers alike
  • The business case for patient-centricity: discover why product lifecycle and patient journey are so tightly linked and how this can be leveraged to benefit both patient and brand
  • Put it into practice: cut through the many ideas and opinions surrounding person-centred care to learn how to integrate person-centeredness into all stages of product lifecycle and development

HAH Sir Jonathan Asbridge President European Society for Person Centred Healthcare

Myeloma Patients Europe Alfonso Aguaron Project Manager Myeloma Patients Europe

Grünenthal Emma Sutcliffe & Daughter Delilah Consultant Director, Patient Engagement Grünenthal

Moderator pharmaphorum Paul Tunnah CEO pharmaphorum

Achieving customer centricity in Life Sciences: the imperative of integrated customer insights
  • Overcoming the barriers to the single, enriched customer view
  • The imperative of customer insight to brand planning
  • How one pharma company views customer centricity

QuintilesIMS Gareth Dabbs UK Technology Solutions Lead QuintilesIMS

Develop the Digital Healthcare Value Chain to Win China Market
  • Identify the real power of digital in the complicated healthcare market, and maximize the power of digital to build the value chain to serve HCP & Patient
  • Give the proven measurement and analysis model of precise digital HCP engagement
  • Win-win cooperation case of pharma / Insurer / Device / Social Network to serve chronic disease patient

DXY Eric Zhang VP and Head of Enterprise Business Division DXY

12:00 - 12:30
Accelerating innovation for patient solutions: the lessons learned
  • Don’t fall in love with the solution, fall in love with the problem
  • Ideation: how to keep an open mind and encourage creative thinking in your team
  • Experiment, Fail, Repeat

UCB Gregory Miller Head Global Innovation UCB

How to target real outcomes with a smarter digital strategy
  • Highlight the customer insights you need to target and ensure implemented technologies can deliver real value for you and your customers
  • Create a digital strategy which focusses on outcomes rather than the technology
  • Foster a culture within your team which looks to optimise current digital technology and isn’t afraid to try something new

Novartis Panos Papakonstantinou Head Digital Commercial Europe Novartis

Revise your operational model in order to adapt to the changing sales landscape
  • Optimise your commercial model to make sure the whole company is in the best state in order to prepare for new challenges and launches
  • Away with the hierarchy: develop your sales rep with a bottom-up approach to ensure sound methodology and ultimate effectiveness via best practise sharing
  • Collaborate with all areas of the company to ensure you’re working as a truly cross-functional organisation and understand the added value of these interactions

Novartis Gonzalo Rodriguez Region Europe Sales Excellence Head Novartis

12:30 - 13:30
Workshops
13:30 - 14:45
Lunch
The Future commercial Team
Customer Engagement
Talent and Training
14:45 - 15:15
Adapting your organization to the patient
  • In the changing environment that we live in AbbVie has three commitments: to serve patients beyond the treatment; to contribute to the sustainability of healthcare systems; and to help empower patients play an active role in managing their disease.
  • It’s been an eight year journey at ABbVie to turn these commitments into action.
  • It started with changing our culture. Here’s how we’re doing it.

Speaker Logo Tammy Altarac General Manager - Innovation and Patients care - Global Marketing and Commercial Operation AbbVie

Reshape your market presence through co-creation and superior customer experience
  • Provide your patients with a truly unique offering which meets their needs and gets you ahead in the marketplace
  • Drive sustained engagement through co-creation of patient support programs and superior consumer experience
  • Respond to feedback by offering content that is personally relevant, through channels which they want to use

Teva Jason DeGoes Senior Vice President Global Patient Solutions Teva

Develop your operational training in order to develop a multi-faceted salesforce
  • Compliance, MSL and MFF: learn how these unique roles can be essential to your sales force effectiveness
  • Identified gaps in your field force in order to ensure you have the best equipped team to face the customer
  • Collaborate with different internal partners and stakeholders, in order to ensure that customer engagement interactions are impactful to the customer

Nestlé Nutrition Dirk Abeel Global Head Performance Development, Training and Field Force Effectiveness Nestlé Nutrition

Ashfield Nagore Fernandez Head of Clinical Services Europe Ashfield

15:15 - 15:45
Innovating customer engagement and driving change across Europe
  • From experimentation, to one simple and consolidated engagement model
  • Innovating customer engagement and driving change across Europe
  • Delivering tangible results, key learnings and the way forward

QuintilesIMS Bernd Haas VP, Technology Solutions, Central, Eastern & Southern Europe QuintilesIMS

Amgen Rorik van Welij Innovation, Region Europe Amgen

The five big pitfalls to avoid for successful patient support programmes
  • Gain insight from over 15 years’ experience supporting patients
  • Discover how to design, deliver and measure a truly differentiated programme
  • Take away practical do’s and don’ts for success

Ashfield Nagore Fernandez Head of Clinical Services – Europe Ashfield

The Role of Talent Management in Successful Sales Transformation
  • Prioritising the seven critical elements of Talent Management in a Sales Transformation and how to prioritize and sequence the actions required to achieve quick wins and to optimize ROI over time
  • Taking into consideration the generations in the workplace and how to message and manage to Talent Management
  • The role of compensation and incentives in driving desired future state behaviors

Speaker Logo Harry Dunklin Partner, Strategy Ready Consulting Practice Miller Heiman Group

15:45 - 16:15
Embrace the new digital culture and prepare commercial teams for the next generation of customers
  • Ensure the right capabilities are in place to excel your customer engagement strategy both now and in the future
  • Equip your customer facing and marketing teams with a new skillset, mind-set and the tools needed for customer engagement
  • Ensure marketing strategy leads the customer experience with the right design, development and deployment

MSD Philippe Kirby Customer Engagement Capabilities MSD

Bringing data and insights at the heart of multichannel customer engagement at Amgen Europe
  • Building the fundamentals: the central data management platform
  • Getting to the insights: BI self-service and the 360 reporting framework
  • Best practices & learnings and the way forward

Amgen Fabian Mettes Director Commercial Data Strategy & Integration Amgen

trueblue Trueblue

Made to measure: key indicators of a successful rep
  • How to measure call effectiveness in this changing sales landscape when face-to-face selling is no longer the only contact point
  • Establish new KPIs to track sales rep performance and use these to support great customer engagement
  • Alternative incentive models – understand the most effective ways of incentivising your reps which AREN’T based on sales figures

GSK Colleen Schuller Head Global Selling Excellence GSK

16:15 - 16:45
Coffee Break
16:45 - 17:15
Reinvent sales and marketing: become an integrated, commercial outfit
  • Train and develop your commercial leaders as one customer-facing team that begins with the external customer viewpoint
  • Leveraging behavioural science to maximise internal collaboration
  • Ensuring leadership takes priority over technical ability to create high performance
  • Impact and Influence behavioural change to encourage sales and marketing to align common interests and speak the same language
  • Equip all customer facing staff in same way to generate same approach to customers no matter what split or structure you have internally

Novartis Rob Dickerson Head of Commercial Excellence EGM Oncology Novartis

Impactful patient support programs
  • Hear directly from patients how you can design a support program which will increase adherence as well as helping them in their daily lives
  • This proven initiative has maximised therapeutic benefits for patients – understand how you can do the same with your own programs
  • Differentiate your clinical portfolio in a crowded market by co-creating a holistic support plan to accompany your treatment

TEVA Gabor Purman Associate Director, Global Patient Solutions Team / Commercial / Behaviour Change expert TEVA

PANEL: Take your customer engagement further by developing your rep’s repertoire

Successful sales reps need a new set of skills to make sure they are constantly performing to standard. In this session we will discuss what tools and skills the rep must develop to remain relevant.

  • Take stock of the evolving skill set demanded of the sales rep
  • Develop the new rep profile in your company, by training them with skills borrowed from medical, marketing and access teams
  • Determine exactly what new talents are needed in order to tighten the requirements for training and avoid waste or duplication of effort

Tesaro Ayman Noaman Senior Director & Head of Commercial Excellence Tesaro

Janssen Céline Genty VP Customer Excellence EMEA Janssen

Novartis Gonzalo Rodriguez Region Europe Sales Excellence Head Novartis

Sanofi Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

17:15 - 17:45
Physician’s Perspective on Omnichannel
  • Dynamic progress in digital technology changes the way HCPs work.
  • One day from a HCPs working life – When and how we can interact?
  • The role of omnichannel solutions in keeping both sides engaged.

Institute of Cardiology Slawomir Chomik, M.D. Institute of Cardiology

Connect Medica Michał Komorniczak Global Sales and Marketing Director Highp

Amplifying the Patient Voice in your Organisation
  • Patients, and increasingly empowered healthy individuals, are fast becoming the key healthcare decision makers of the future, however as an industry we have faced challenges in trying to truly engage with this group and strategically align our organisations accordingly
  • Using a patient market research case study, this presentation shows the opportunity to be gained by embedding the patient voice effectively within organisations, and looks at how to overcome some of the challenges we face as an industry when involving patients in the insight generation process
  • We will show how to successfully win the hearts and minds of your colleagues and ultimately guide the strategic direction of your organisation

Ipsos Healthcare Victoria Guyatt Head of Ethnography Ipsos Healthcare

GSK Wendy Kehoe Customer Insight Director GSK

Session Ends
17:45 - 19:00
Networking Drinks

Purchase the Post-Conference Materials

Event Presentations • Event Audio • On Demand Subscription

Day Three

Talent and Training
Digital Transformation
Commercial Model Innovation
09:00 - 09:05
Chairman opening
Chairman opening
Chairman opening
09:05 - 09:30
Emergence of Holistic field personnel: integrate scientific knowledge into your existing market access and sales team
  • Train and upskill commercial organisation to focus on personalised therapies, as brand becomes less important
  • Building new value propositions based on patient understanding and the removal of features and benefits
  • Upgrade Commercial skills to strengthen the relationship between Clients and Sales forces
  • Going beyond Sales figures to evaluate long term results of Sales teams
  • Ultimate liaison between Marketing and Sales departments in the new Health environment

Mylan Spain Luis Magarzo Bello Commercial Excellence Head Mylan Spain

Stay connected in an evolving social and mobile world
  • Develop a true understanding of how your key customers are using digital, social and mobile interactions and develop a strategy which caters for real-time usage
  • Drive reach and engagement across multiple devices with well-designed content which can emphasise the channels success
  • Utilise marketing spend by analysing channel usage and increasing the value to customers

Boehringer Ingelheim Armin Furtwaengler Global Senior Medical Director - Health Care Innovation Boehringer Ingelheim

The customer is key: drive sales, growth and maintain happy customer
  • The customer is key: drive sales, growth and maintain happy customer
  • The customer is boss: shift your focus from your own business outcomes to putting the needs of your customer first
  • Establish the best practices of impactful customer experience programs and how pharma can learn from other industries

BMS Yves Lvail Former Executive Director Europe, Commercial Operations BMS

09:30 - 10:00
Adapting Behaviours towards a Patient- Intimate Approach

TALENTS, a Competitive Edge in a Patient-Centric Era!

  • TALENT and Patient Intimacy: Going Back to the Basics
  • Why Talent and not Training. The Burning Platform!
  • The WHOLE BRAIN Approach in Talent Management!
  • TALENT Management as a Competitive Advantage

TTM associates Ltd Dr Magdi A. Ismail Principal Consultant, Director, MENA & Turkey TTM Associates Ltd, UK

How to be Digital in Life Sciences

How to transform and stay relevant in a digital world:

  • Drive a health outcomes based strategy to stay relevant in the market
  • Focus on customer-centricity to foster digital transformation from front-end to back-end
  • Enable the business for large-scale, transformative wins
  • Sustain the pace of change through a multi-speed, flexible and adaptive approach

EY Dr. Frank Kumli Executive Director, Life Sciences EY

If you want engagement, design for engagement
  • Start with the why… drive customer engagement by understanding needs, predicting their requirements and designing your campaigns accordingly
  • Encourage engagement and establish brand loyalty by creating content and tools which help HCPs deliver better patient outcomes
  • Ensure your multichannel strategy is designed to enhance the customer journey, providing the opportunity to engage in the right way, at the right time, through the right channel

AstraZeneca Phil Matton VP International Projects AstraZeneca

10:00 - 10:30
How to create excellent account managers
  • Learn how to instil a mindset shift in your organization to ensure collaborative engagement top & key accounts
  • Leveraging the company, teams, products & services as value differentiators
  • Keep your account managers’ supporting tools up-to-date to guarantee that the whole customer journey is captured and more personal interactions are possible going forward
  • Benchmark your commercial teams existing capabilities and competencies to asses needs and focus resources to bridge the gaps where need

MSD International GmbH Alain Carre Dir. KAM Excellence Lead EUCA MSD International GmbH

Secure CRM buy-in from all users to establish global transparency across customer touchpoints
  • Link all your CRM, e-detailer and emails together to build a 360° view of your customers
  • Appreciate how the data collected and analysed will lead to a deeper understanding of your customers’ needs, as well as help to scrutinise performance and areas for improvement
  • Understand how proper usage of your CRM will allow for accurate tracking, better resource allocation and harmonised account planning across all departments, as well as future opportunities to provide preventative care for patients

Celgene Niall McConnell Associate Director, Customer Intelligence Celgene

Challenging the paradigm of healthcare from the core inside: How Therapeutic Nutrition is changing the course of health
  • The move of a food and beverage worldwide leader to become a strong partner in healthcare, by impacting in decreasing the cost of disease management and improving quality of life
  • Leverage patient and consumer insights to create a new value proposition with the best of food technologies, healthcare nutritional sciences and break through innovation
  • Shape the full company organization, from global to local, to capture an unprecedented untapped potential at customer level
  • Mobilize marketing, sales, medical affairs and access to execute towards a new commercial model

Nestle Health Science Eduardo Fargas Region Business Head, Europe Nestle Health Science

10:30 - 11:00
Coffee Break
Keynote Closing
11:00 - 11:35
The evolving pharma and government partnership
  • How pharma and the government can work jointly to define HTA assessment processes
  • How EUnetHTA are adapting to streamline European HTA assessments and what impact this will have on pharma
  • NICE will explain the considerations that pharma should review, in order to make the right decision on their value proposition

NICE Sir Andrew Dillon Chief Executive NICE

EUnetHTA Wim Goettsch Secretariat Director Chairman EUnetHTA

11:35 - 11:45
Awards Finalist Announcement: Most Valuable HCP/Healthcare Initiative
11:45 - 12:15
A digital influence on a changing healthcare ecosystem
  • Identify the current digital tools and influences that are changing the future of healthcare
  • Establish how digital can enable internal collaboration and how partnerships will drive further innovations
  • See how Takeda have accelerated their digital transformations focusing their investments around better patient outcomes
  • Digitalise your entire business from R&D to customer facing functions to truly keep ahead in a changing market

Takeda Bruno Villetelle Chief Digital Officer Takeda

12:15 - 12:25
Awards Finalist Announcement: Most Valuable Company and Lifetime Achievement
12:25 - 12:50
Creating a new health frontier with nutritional therapies
  • Why becoming a truly integrated part of the healthcare system is fundamental
  • How Nestle Health Science has formed collaborations to develop and commercialise its business
  • Hear how Nestle are driving innovation to become a "new industry between the traditional nutrition and pharmaceutical industries".

Nestle Health Science Greg Behar CEO Nestle Health Science

12:50 - 13:15
Pharma meets technology
  • Witness how technology disrupters can work together to develop better healthcare
  • Examples of innovative partnerships with pharma and how patient healthcare could change forever
  • Learn about Verily’s latest projects to intersect technology, data science and healthcare

Verily (Google Life Sciences) Brian Otis CTO Verily (Google Life Sciences)

13:15 - 14:30
Seated Lunch

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