Sales and Marketing Integration track
(SIMULTANEOUS TRANSLATION AVAILABLE)

Section 1: Sales Force Effectiveness (SFE) from an Integrated Perspective

Examine SFE from an Integrated Perspective for better company cohesion and overall revenues

• Deepen and enrich your understanding of SFE with this integrated perspective
  drawn from top-level experience in business support, sales and marketing
• Learn how to optimise activity levels, quality of detail and targeting; what to prioritise and when.
• Discover how to combine global best practice with the strengths of the Japanese way of doing business.

Jean-Mary Arnaud
Corporate Officer, Head of Marketing
Sanofi Aventis K.K.

Section 2: Customer Strategy

Customer Value Metrics -　A new approach to measure rep activity from customer-centric perspective for building further competitive advantage

Fumihiko Ugajin
Management Consulting, Product Portfolio Strategy Group, Japan Practice Leader Principal
IMS Japan K.K.

Sales and Marketing Strategy for Specialty Pharma

How to build comprehensive commercial models encompassing ideals, vision, educational programs and systems on the basis of an extensive customer strategy.

Sadatoshi Furukado
Senior Corporate Officer, Head of Sales & Marketing Division, Prescription Pharmaceuticals
Santen Pharmaceutical CO., LTD

Section 3: Utilization of Essential Information for Sales Promotion

How to Determine the Best Combination of Online and Offline (Traditional) Spend for your Brands

How to select and justify your expenditure in both e-marketing or e-sales compared with normal methods and how to combine these initiatives effectively. How to swiftly collect data on 10,000+ doctors and use this data for better sales operations.

Naoya Takuma
President & Chief Executive Officer
Carenet Inc.

How to Get Better Numbers: Forecasting as an Essential Business Process

How to improve forecasting: Why an integrated process and rigorous documentation of past forecasts can help generate higher forecasting accuracy and consistent and committed use of forecast numbers across the organization. Insights from an experienced practitioner.

Stefan Manth
Senior Vice President, Senior Medical Officer, Head of Medical Strategy & Science Unit
Chugai Pharmaceutical Co., LTD.

Section 4: Effect of M&A on Sales Strategy

Challenges for Integrated Companies to Tackle for SFE Promotion: Progress Reports and New Challenges

At the last meeting, the presenter reported on measures for filling the gaps between First-Line Managers (FLMs) and MRs recognitions and actions. In this session, the lecturer will present progress reports and new challenges will be presented.

Yoshinobu Takahashi
General Manager, Sales Strategy Department, Sales Division
Kowa Pharmaceutical Company Ltd.

Panel Discussion

How sales and marketing departments can work and communicate more effectively

• Why is it necessary to integrate sales and marketing? What are the major strategic advantages?
• How sales persons can help to improve marketing communication
• How is it possible for marketers to know that the sales team understands key messages in their marketing strategies?? What gets in the way of conveying such messages to Sales?
• Should Marketers take responsibility for miscommunications or is it a First Line Manager (FLM) or MR responsibility?

Panellist: Masato Takahashi, Manager, Immunology & Allergy,Product Marketing, Astellas Pharhma Inc.
*Sales branch chiefs and product managers of pharmaceutical companies will also participate in this discussion.