Program

8am: Registration and Coffee

9am: Chairpersons Opening Address, Angela Bakker-Lee, Principal, ZS Associates

• The US healthcare environment is changing:  How should we respond?
• Hear how United Airlines fought against a tide of commoditization through value-based selling
• Understand how IBM achieved a business transformation from focusing on "sales" to building client value: What were the lessons learned?
• Hear from GlaxoSmithKline on how to create value through medicines
• Panel discussion: How relevant are other industries’ solutions to the pharmaceutical industry?  What can we learn from their experiences?

Speakers & Panellists

• Quinton Oswald, former VP Sales and Marketing, Genentech
• David Myrick, VP Sales, Americas, United Airlines
• Denise Freier, Executive Director, GTS, Sales Programs and Execution, IBM
• Bernard Quancard, CEO, Strategic Account Management Association (SAMA)

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• How Cisco developed an effective value-selling model through strong marketing and sales collaboration
• How do organizations create unique value for their most strategic B-to-B customers?
• Value-based selling: strategies and enablers for successful key account management
• Panel discussion: What are the biggest capability challenges we face in evolving to create mutual value with key customers?

Speakers & Panellists

• Joshua Rossman, eBay, former Head of Value Sales Team, Cisco
• Mike Moorman, Managing Principal B2B Sales, ZS Associates
• Mike Sokol, Corporate Medical Director, Merck
• Charles Bonanno, VP U.S. Managed Markets, Novartis
• Cristina Arnold, Director, Marketing Information, Pfizer
• Charlotte Sibley, SVP Business Management, Shire
• Terrell Sweat, Business Director, West, Actelion

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• Discover how pharmaceutical companies need to work with payers and providers differently and understand exactly why you should
• What can the US learn from other countries regarding innovative collaborations that work to create greater value?
• How reform will impact players in the health care industry, including pharmaceutical companies
• The voice of the customer - stories from the front line
• Panel discussion: How can pharma manufacturers generate win/wins for their key customers?

Speakers & Panellists

• Dr. Robert Kritzler, Deputy Chief Medical Officer, Johns Hopkins Healthcare
• Dan Weston, Director, Value of Medicines & Payer Markets, GlaxoSmithKline
• Kevin O'Brien, CEO, Partners in Care
• Mickey Herbert, President & CEO, ConnectiCare; Founder & Former CEO Physicians Health Services (PHS)
• Angela Bakker Lee, Principal, ZS Associates
• Dr.Saira Jan, Director of Clinical Pharmacy Management, Horizon BlueCross BlueShield

5.30pm : Chairpersons’ Closing Remarks

5.40pm : Networking Drinks Reception

7.30pm: Dinner at a Select Philadelphia Restaurant hosted by ZS Associates

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