Overview

Program

Jump to: Day 1 | Day 2

Conference day 1 \| March 1st
9:00	Chairman’s address Ayman Mokhtar, Business Unit Director, sanofi aventis
Session 1: SFE Strategic overview
9:10	It’s not what you sell, it’s what you stand for Discover why every extraordinary business is driven by purpose and the role of the growing generics market Examine how to build an organization that makes a difference in the Pharma industry Ensure you are bringing your purpose to life in the marketplace and not getting side tracked Mohammad Refaat Khattab, Group Business Director, Delta Pharma (Egypt)
9:40	Translating marketing (including market access strategy into Sales Force implementation The changing face of the customer – an exploration of the shift from prescribers to payors as the most influential customer. Reasons why and what can be done about it Translating Market Access strategy into sales force Activity – how SFE can be improved if the reps understood more about communicating value to the right customer Sales force effectiveness - How sales forces can influence payor opinion Marcus Deans, Former European Head of CNS, Eisai
10:10	Techniques to increase Sales and Sales Force Efficiency Outlook to MENA region as an emerging market Methods and techniques to improve sales and sales force efficiency with case studies Ascertaining of other elements that we could avail of in the market place Levent Yildiz, Pharmaceutical Professional (Former GSK MENA)

10:40	Coffee Break
Session 2: Metrics & Data Management
11:10	Understand your market and measure performance Discover the unusual business of Middle Africa and ways to impact on the market Find out how to develop your Field Force’s strengths by successfully overcoming challenges Encourage opportunities within your team and learn how to work towards them Understand how you can effectively measure your teams performance Ahmed Abou Khatwa, Country Manager, Novo Nordisk (Nigeria)
11:40	The importance of customer data in commercial effectiveness Discover how to source good quality data Find out how to identify the quality before it is too late and you have based your sales strategy on them Hear about the role of customer data in a life science industry key processes with examples Thibaut De Lataillade, Global Vice President, Cegedim Dendrite

Session 3: Key Account Management

12:10

Key Account Management: Define KAM and understand what it can do for your business

Understand KAM methodology and identify how different models can work for different businesses
Hear about the implementation stages and process to set up KAM for long term success of the team
Discover what kind of KAM model works in the MENA region and how to drive the mind set shift in your company

Phil Rush, Country Head & General Manager, Novartis (Saudi Arabia)

12:40

Key Account Management: Finally used by the Pharma industry – but is it too late?

Discover why Pharma was so late in adopting KAM and find out how KAM changes your business
Identify the right customer for KAM. It doesn’t suit all.
Case study: KAM for hospitals. Hear a successful step by step implementation process

Fotis Zekios, Hospital Account Manager, Novartis (Greece)

1:10

Lunch

2:30

Key Account Management: Excellence is a habit, not an act

Where is the industry on the change curve?
How do we know?
How can we accelerate the speed of change?

Andy Crotty, Director, OTD

Session 4: Training and development
3:00	A novel approach: Intial training program for new Reps Leverage various tools and technology to enhance learning quality. Empower learners to make learning a productive and enjoyable experience Find out why reps are ready & effective in shorter time. Get your reps using business alignment and cost effective strategies Hear how to stretch the learning path into an advanced learning application & selling excellence Mohamed Abdellatif, Business Learning Manager - Sales operations MENA, Pfizer (Egypt)
3:30	Coffee Break
4:00	HR practice performance management Use practice performance management as a powerful tool to increase your Sales Force performance Tips and tricks for coaching people to continuously reach top performance levels Find out how Roche implement training programs and analyze their successful results Vasilis Tziaros, Key Account Manager, Customer Strategy & Business Planning Roche (Greece)
4:30	Internal communication: The mirror image of SF performance Make sure you don’t underestimate the importance of good internal communication Indentify the common problems in internal communication and learn how to avoid them Hear best practice on for an internal communication strategy Bassem Fadl Zaidan, Public Relations and Market Access Manager, GSK (Saudi Arabia)
5:00	The customer’s perspective on Pharma – KAM, partnership working & healthcare budgets Hear how to transform your business culture from being product focused to customer-facing to deliver not just products but added value services to new and existing stakeholders and customers Understand how to assess your company’s reputation and image through the eyes of your customers, payers and patients How is the increasing influence of Payers and Drug/Prescribing Formularies impacting the traditional sales model New examples of joint partnerships with healthcare providers to improve patient access to expensive treatments Omar Ali, Formulary Development Pharmacist for Surrey & Sussex NHS Trust (UK)
End of day 1

Jump to: Day 1 | Day 2 | Back to top

Conference day 2 \| March 2nd
9:00	Chairman’s address Anissa Boghdady, Middle East Regional Manager, Cegedim Dendrite
Session 5: Stakeholder management & Customer centric approach
9:10	Reps on demand Find out what your customer wants and make sure you deliver when needed in order to make a difference Discover how close loop marketing has evolved and get practical tips on how to apply it for your brand Move to the digital age: use the tools and technologies to reach out to the right people Ayman Mokhtar, Business Unit Director, sanofi-aventis (Egypt)
9:50	Marketing and the SFE Continuum How marketing can contribute in SFE evolution over time. Right content, Right time and Right channels Name of the game is RELEVANCE rather than Frequency -A multichannel approach to customer interaction Increasing customer engagement through e-Channels - Preparing for the future Ehab Youssef, Marketing Director MENA, Lilly (Egypt)

Session 6: Tools & Technologies
10:30	Coffee Break
11:00	What are successful sales professionals doing differently? The new recipe Business as usual? How to avoid the negative impact on top line sales by identifying the right timing and market place Best practice advise on how to motivate and engage first line managers effectively to boost your sales Nada Ramzy, Business Units Director, Janssen Cilag (Egypt)
11:40	Applied Sales-Force Sizing: Practical Guidelines Matrix segmentation and targeting made easy Learn the workload calculations for optimal performance, from estimation to final decision. Validate the sizing decisions using financial metrics like ROI and P/L. Mothafar Ismaiel, CRM Manager at Gulf Pharmaceutical Industry, JULPHAR (UAE)
12:10	Lunch
1:30	Communication to/via Field Force in crisis time How to assure your Field Force? Why is this crucial? Find out how your Field Force can be a major player in this crisis and help you boost your sales Manage your Field Force’s expectations during the crisis to ensure engagement and loyalty Wael El Zanaty, Communications Director, sanofi-aventis (Saudi Arabia)
2:10	Customer centric approach Hear what customer centric approach really is all about and how to implement it within your team Understand why customer centric approach is the answer for growth A 3 - step customer centric approach to accelerating organic growth Dr. Gamal Al Qassas, Marketing/ Trade marketing manager, sanofi-aventis (Gulf & Yemen)
2:40	Roundtable discussions on: Key Account Management: Identify what has worked in your region and how to optimize the model Digital Age: Discuss the newest eManagement methods and how to move into eCRM Human Resources: What distinguishes the good from the bad sales reps
3:15	Chairman's closing remarks
3:30	End of conference

Jump to: Day 1 | Day 2 | Back to top

For a more detailed timed program and all the latest developments, download the brochure here.

Global Sponsors

Gold Sponsors