• Hear where the new accelerations in growth will come in 2015 and beyond, including statistics and examples from Columbia, Indonesia, Vietnam, Nigeria, Poland and Saudi Arabia.
• Market Planning - understand the indicators for accessing these potential markets and discover what the implications are for your products and portfolio
• Global disease profiling- learn the therapeutic categories that matter within these up and coming emerging regions

Ian Talmage, Senior Vice President, Bayer

• The Bausch and Lomb way..a summary of the commercial model within the emerging markets
• Business Management in EMs : From pure export to fully integrated subsidiaries (distributors portfolio management)
• Risk Management in EMs : organization, processes…and mindset.
• The power of Connecting Rods and how it has worked for Bausch and Lomb

Patrick Bonjour, Vice President Emerging Markets EMEA (Pharma/Vision Care/Surgical), Bausch and Lomb

• Hear exclusive results from Accenture’s in-depth analysis of some of the most important market access issues and trends in the BRIC countries.
• Gain a competitive edge in emerging markets by focusing in particular on four integrated aspects of their strategies:
  • Thinking about customers and clusters, not countries and continents
  • Finding cross-border similarities
  • Driving efficiencies from a global approach while maintaining local relevance
  • Developing the ability to execute swiftly and with more agility

Hussain Mooraj, Global Life Sciences Lead Supply Chain, Accenture

• Digital marketing is in grey area between marketing and IT
• Usually external agencies contribute know-how and draft delivery for own or internal IT
• Why solutions provided, though meeting business expectations functional- and contentwise perfectly, can come back and haunt you...
• How to dispel these ghosts without compromising on quality
• And why this will result in overall improved top- and bottom line.

Thosrten Goltsche, Head - Marketing Information Systems, Bayer

• Understand the pharmaceutical environment in Brazil, how to face the issues and take advantage of opportunities
• Discover which ones are the most promising therapeutic areas in the country
• Learn about the different business segments and how to work in each one
• Be aware that Sales Force management and Sales Force Effectiveness are critical success factors

Carlos Grzelak Junior, Sales&Access Director, Glenmark Pharmaceuticals

• An overview of the geenric and branded dyamic within Brazil and the opportunities this presents
• Who has the power? Insights into the pharmacies and distributors trends and they key disconnects between the patient and physician dynamic
• Hear more about the Novartis vision “The right medicine, at the right patient, at the right time, and at the right price”
• Brazil case study: Patient Adherence within Brazil and how Novartis achieved it's high compliance results

Bernardo Girala, Head Mass Market GEM, Novartis

• Introduce Quintiles and Quintiles Commercial
• Quintiles Commercial presence and strategy in Emerging Markets
• Emerging Markets; The Appeal and Challenges of New Market entry
• Market Entry strategies to meet these challenges
• The challenge of Corporate Governance and Compliance
• Working with a Global Provider to address this challenge in Russia

Evangelos Tryfonidis, Vice President Business Development Emerging Markets, Quintiles

• Insights on the limitations in state purchasing (slow growth of the state health care budget, unclear possibilities to include products into the reimbursement)
• How can you conquer the Russian market despite the preferences for local producers
• How to deal with the limitations of interactions with doctors, including prohibition of visits, conferences, sample
• Case study: how the development of health technology assessment can help obtain reimbursement
• New promotional tools for doctors including web-based technologies, acting through non-governmental organization, medical messages and medical education

Dmitry Menyalov, Director - National Sales, Novo Nordisk

• Insights into the newer approach to training and coaching and see the fantastic results which have been achieved
• Evolution of the emerging needs for effective coaching by front line managers
• Examples of how to retain talent to sustain growths
• Insights on the continuous focus on leader behaviors

S.Varadarajan, Associate Director Head of Commercial excellence & PMO, Merck

• Brazil
• Russia
• India
• China
• Mexico
• Turkey
• MENA

• Why Chinese physicians cannot withstand the urge of digital - An overview of what Chinese doctors want
• What's hot and what's not... and why - A glimpse at the Chinese digital landscape
• Who to involve and how to do it - Communicating Chinese style and culture

Steven Weigel, Digital Marketing Consultant, Bayer

• The importance of providing a framework to understand cultural diversity
• Gain a deeper understanding of Chinese culture - the unique behaviors and cultural drivers of patients, physicians and payers
• Share “external” implications on how to leverage cultural diversity to better conduct market research, better negotiate with payers/vendors, and better develop brand commercial strategies and tactics
• Offer “internal” advice on how to better assess and retain your Asian talents

Yan Gao-Okundaye, Global Brand Manager, Novartis

• Definition of stakeholders in the pharmaceutical world and how this has changed
• Stakeholder management in the changing conjuncture: New strategies ,new action plans and new services
• How to create new roles that will cover the changing skills in pharma companies

Haluk Ömer Karabatak, Director, Caucasus and Central Asia (CauCAR) Region| Direktör, Pfizer Turkey

• Insights into the strict controls the Ministry of Health exercises over the industry through pricing and product licensing mechanisms and discover how this can work for you
• Understand the ins and outs of the Goods Manufacturing Practice (GMP) and discover how to gain quick access to the market
• Hear successful examples of how to work with industry bodies and lobbying government

Burak Ergenoglu, Marketing Director, Sanofi

• Public health in Mexico: analyse the approach on health coverage universality in Mexico and how this will affect your portfolio
• Insights on how to overcome the barriers to access the public market (Trade Registry Office, Inter-institutional Primary Table, IMSS Primary Table, Institutional Primary Tables)
• Insights from the General Health Committee: discover how to improve evidence, effectiveness and transparency to enable drug product inclusion

Duncan Trew, Associate Director - Speciality Care, Novartis

• Challenges which necessitated adoption of a new commercial model
• Simulation detailing , go beyond the traditional training
• High impact communication selling skills
• Coaching
• KAM
• Profiling , Segmentation and Targeting for other functions beside PMs
• Role of innovation in the newly established academy
• What type of analytics do you need

Mohamed Khater, Head of Marketing & Sales operation MENA, Bayer

• Critical assessment of the economic environment and pharmaceutical market in the MENA region
• Success strategies for product approval by the Gulf Coast Council (GCC) and industry examples for product registration via the centralised procedure
• Merck Serono case study: examples of success and failure commercial strategies for market entry

Karim Smaira, Vice Preisnent, Merck Serono