Programme
Keynote Day
New customers, new influencers and new regulations: How do you change your activities to engage customers?
Jane Griffiths, IVP, Janssen Cilag
Building a World-Class Global Analytics Group
Charlotte Sibley, Senior Vice President, Shire
Sales Productivity in Today's Pharmaceutical Market
Tyrone Edwards, Adjunct Professor, Business Administration,Cheyney University Of Pennsylvania, Senior Vice President, Merck (ret.)
Who really are You?
William Anderson, The Team Works
Getting inside the Mind of Customers & Colleagues!
William Anderson, The Team Works
Viral Change™ Inside' as overriding core competence: Why speed of business transformation in the era of permanent instability is not negotiabl
Leandro Herrero, CEO, The Chalfont Project
Sales force automation and effectiveness in the emerging markets
Javed Alam, Vice Presidents Sales, Novartis Pharma Pakistan Ltd.
Pharma strategic challenges: now, I know...
Eric Rambeaux, Vice President Strategy, Abbott
Getting inside the Mind of Customers & Colleagues!
William Anderson, The Team Works
Track 1 - Business Excellence
Outsourcing as strategic alternative to our own head count
Francesco Frattini, Business Development Director, Roche
Empowering Commercial Operations with an agile CRM strategy
Henk Munter , Senior Manager SME/CRM for ICO, Amgen
The report of my death was an exaggeration' - How pharma's commercial model can still create value
McKinsey and Company
Analyse the impact of the changing commercial model as seen by your customers, and find out:
Mark Sales Head of Global Stakeholder Management, KantarHealth
Leverage patient referral insights to increase sales whilst improving health outcomes
Michael Stewart, Head of Global Business Unit, Actelion
Paul Gardiner Associate Partner, Executive Insight, Strategy Consultants
Sleeping With the Enemy? Why holistic approaches beat product placement every time
Adrian Giles Programme Manager for South Worcestershire Commissioning Consortium. NHS
Adam Knights, Managing Director, 15 Healthcare Ltd
Sales compensation for new commercial models
Marcus Minten, Practice Leader, Sales Effectiveness & Rewards,EMEA ,Tower Watson
What are the right KPIs for the future?
Tony Potter Head of Sales, Solvay
Harnessing the China Pharma Opportunity
Herman Schwietert, General Manager Greater China, Invida
How to integrate digital-marketing into your new business model?
Ufuk Apaydin, Strategic Planning and Business Development Director, Roche
Track 2 - Training And Development
Develop high performance sales and marketing teams in this changing market
Kevin Crowe Head of Sales Effectiveness, Merck Serono
The trainer is dead. Long live the change specialist.
Nick Pope Global Director of Learning and Sales Force Training, Bausch & Lomb
How to lead fundamental Field Force Effectiveness change in your organisation: An integrated approach
Carlos Martínez Director Sales Excellence, Johnson & Johnson
The growing importance of first line managers: How to get it right
Paul Kusters. Golabal Director of Sales, UCB
Driving SFE culture: Sales Force Micromarketing Program
Xavier Camps Business Unit Director Continence and Critical Care, ConvaTec Spain
Brain Food: Working with the Brain And engaging all the senses is the only way to achieve Lasting Learning
William Anderson, The Team Works
Interactive Panel Session: Training do’s & don’ts
Damian Colehan, Vice Chair, Pharmaceutical Sales Management Group
Nick Pope Global Director of Learning and Sales Force Training, Bausch & Lomb
Mark Woodcock , Head Of Operational Excellence Market Access & BSP Support, Bayer
Track 3 - Sales Tools
Panel Session: Move to a real CRM culture to achieve differentiation
Dr. Wolfgang Walter Senior Director Sales Force, Nycomed
Florent Edouard , CRM Director, AstraZeneca
Sandeep Raju, Client Services Head (Central & Southern Europe) Infosys Technologies Ltd.
Use CRM to improve customer interactions and create brand advocates - a Novartis case study
Geza Padel, SFE Manager, Novartis
On the hunt for customer centricity
Dr. Wolfgang Walter, Senior Director Sales Force, Nycomed
Are you prepared to transform your traditional sales model to alternative selling model
Neil Parthasarathy, Practice Head Life Sciences, Wipro
Getting something out of all of that Closed Loop Marketing data to improve Sales Force Effectiveness
Wilbert Beumer, Sales Force Effectiveness Manager, Boehringer Ingleheim Netherlands
Analyzes and dashboards for CRM, a key success factor but What, When & Why
Olivier Aurin, Responsable Intelligence Economique, Ethicon Endo-Surgery
From Decision Support Systems to Decision Defence Systems - The "Human Limitations" in Using ETMSs
Nicolae Iordache Iordache, Independent Board Advisor QBis
Take advantage of Data, Segmentation and Targeting and understand why it is crucial in the current climate of a decreasing sales force and changing regulation
Jean Paul Lemmens Director Sales Development, Johnson & Johnson (Now Managing Director, Commercial Health Consulting)
Measuring Detail Effectiveness By Correcting Self-Reported Detailing Data
Randy Bartlett, Ph.D, Marketing Research Director, AstraZeneca (Now Chief Statistician, Blue Sigma Analytics)
Incorporating e-marketing into the marketing mix
Pete West, Senior Marketing Director, Pfizer
Track 4 - Key Account Management and Specialist Sales
Define KAM and understand what it can do for your business
Christian De Schrijver Director Business Alignment, CRM, Janssen Cilag
Panel Session: Understand what your customer wants
Tyrone Edwards Adjunct Professor, Business Administration, Cheyney University Of Pennsylvania, Senior Vice President, Merck (ret.)
Rajesh Gupta,CEO NewLab Life Sciences Inc.
Dirk Hessel, Vice President, GRUENTHAL
Key stakeholder network management in specialty care
Marc Pesse, Associate Partner, Executive Insight
Dr. Sebastian Weiß, Head of Consulting, Mederi
Selling to changing stakeholders - nurses, pharmacists, payers, patients, KOLs
Rajesh Gupta Former, CEO NewLab Life Sciences Inc.
Bees2B: Learn from one of nature's most successful business models how to become a first class service provider
Armin Pearn Business Innovation Director, Pfizer
Get back to the basic tools
Fabrizio Checchia, Head of the Gynecologic Unit, Angelini
Leveraging your HTA investment with your customers
Paolo Guffanti, Commercial Operations Director, Pharma EMEA, Bausch & Lomb
How managing peer opinion leaders can boost your launch performance
Kilian Weiß, Member of the Board, Mederi
Customer Centricity Awards 2010: And the Winner is.....?
Steve Sweeney, Director, 212 Degrees Limited
