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Speakers
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Paulash Mohsen
VP Multichannel Management
Pfizer
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Paulash Mohsen is the VP of Multi-Channel Management for Pfizer. He is responsible for strategy, marketing, and operations across alternative channels in the US. He joined Pfizer in 1997 in manufacturing. Prior to his current role, he was the VP of Strategy for the Primary Care business, working on projects across sales, marketing, contracting, policy, finance and other parts of the commercial and late-state development organizations.
In addition to his experience at Pfizer, Paulash worked as a consultant with McKinsey & Co, serving clients across the pharmaceutical industry. Paulash holds a B.S. in Chemical Engineering from Brown University, an MS in Engineering from MIT and an MBA from Harvard Business School. |
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Don Sawyer
VP Commercial Operations
AstraZeneca
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Don joined AstraZeneca in 2003 as Counselor to meet the legal needs of Managed Care Business Group, but from there moved into the business in various roles, all in support of Managed Markets.
Don held the role of Director, Managed Markets Contract Operations. In Contract Operations, Don led the department responsible for administration and payment of private payer rebate and charge back contracts. Moving forward, Don held the position of Contract Strategy Director for Nexium® with responsibility for the creation, negotiation and implementation of contract strategies associated with the Nexium® brand with respect to Commercial and Government customers. Don advanced into the role of Senior Director in Contract Strategy where he provided leadership to the development and launch of the Medicare Access Standard Contract Offer, and was responsible for negotiations across our commercial and Part D portfolio.
Don held the position of Area Sales Director in the SE Business Center prior to joining the USBC Managed Markets team as Executive Director, Managed Markets in May of 2007. On July 1, 2008, Don was promoted to Vice President, Managed Markets Sales and Strategy where he will continue to serve as an integral member of the Marketing and Sales Operations leadership team. Managed Markets is critically important to our business, with the payer as one of three key customers that is considered in brand strategy
October 2008 Don has accepted an invitation to serve on the Center of Value-Based Insurance Design (V-Bid) Advisory Board at the University of Michigan. This board is comprised of faculty at the University of Michigan and Harvard Medical Schools and includes thought leaders representing various sectors of the health care industry with diverse expertise and experience. Don’s role will provide expertise, insight and direction in the adoption of health insurance principles that balances cost and quality.
Don’s educational background includes a Bachelor of Arts degree in Economics from the University of Delaware. He also holds a Juris Doctorate from Widener University School of Law, Wilmington, Delaware. |
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Mike Capaldi
AVP Sales Training & Leadership Development
Sanofi-Aventis
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Mike Capaldi is Associate Vice President, Sales Training & Leadership Development for sanofi-aventis, the world’s third largest pharmaceutical company that offers innovative products in a number of therapeutic categories. Mike is based in the Bridgewater, NJ U.S. headquarters and is in his 13th year with the organization.
Responsible for the training and development of nearly 9,000 field and headquarter-based employees, has directed the implementation of all phases of training for groups including Sales Professionals, Sales Leadership, Field Medical, Account Management and Brand Management teams. Programs are heavily focused on continuous improvement initiatives and individual development leading to overall organization performance enhancement. In 2006, 2007 & 2009, sanofi-aventis was recognized by the American Society of Training & Development (ASTD) as one of industry’s ‘Best’ learning organizations. The company has also been recognized by T+D Magazine as a ‘Top 125’ among Fortune 500 companies for the past four years.
Involved in Training & Development for over 10 years, Mike is President of the Society of Pharmaceutical and Biotech Trainers and a member of ASTD. In 2007, he earned a Masters of Education in Corporate Training & Knowledge Management from Jones International University. |
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Barry Duke
Vice President Sales
Genzyme
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Barry Duke has spent 28+ years in sales and sales management in the pharmaceutical and biotech industries. He has worked as a general and hospital salesperson, district and regional manager, regional and national sales director, and is currently VP of Sales for US Biosurgery with Genzyme, Inc. During his tenure, he has touched most commercial segments of the healthcare business and has been involved in a variety of sales management challenges: new product launches, reviving old products, launching new sales organizations, integrating sales teams, etc. Commercial innovation and driving organizational accountability have been two areas of his focus in recent years. |
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Joe Coffey
Vice President Sales
Baxter
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Speaker bio coming soon... |
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Charlotte Sibley
Senior Vice President CBS Business Management
Shire
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Charlotte is currently Senior Vice President, Business Management for Shire Pharmaceuticals, with responsibility for cross-functional corporate initiatives. Previously at Shire, she headed leadership and organization development and before that, Global Business Research and Intelligence (market research, competitive intelligence, commercial assessment for new products, and strategic forecasting). She joined Shire in January 2005 from Millennium: The Takeda Oncology Company, where she was Vice President, Global Commercial Research and Health Outcomes. Previously, she was at Pharmacia Corporation (now Pfizer) as Vice President, Global Business Research.
She was named the Healthcare Businesswomen’s Association (HBA) 2008 Woman of the Year, recognizing leadership, business expertise and mentoring. She is an Adjunct Professor at Columbia University Graduate School of Business and serves on the Advisory Board for the St. Joseph’s University Pharmaceutical Executive MBA program. She is also on the Pharmaceutical Executive Editorial Advisory Board.
Charlotte has spent over 25 years in the healthcare industry, starting in market research at Pfizer. She worked for Johnson & Johnson, Bristol-Myers Squibb, and at Lipton in consumer market research. She also spent 3 years on Wall Street at Donaldson, Lufkin & Jenrette as a security analyst for the pharmaceutical industry.
She was the recipient of the 2001 R.R. Fordyce Award for contributions to marketing research. She is Past President of the HBA and a member of the HBA Advisory Board; she is Past President of the Pharmaceutical Business Research & Intelligence Group (PBIRG).
She holds an MBA in Finance and Marketing from the University of Chicago Booth Graduate School of Business and an AB in French and German from Middlebury College. She and her husband Leif Magnusson, an attorney, and their two cats live in Berwyn, PA. |
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Tony Fross
Senior Director WBB Business Excellence Group
Pfizer
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Mr. Fross has 15 years experience helping global corporations both to optimize their existing business processes, as well as to forge entirely new business paradigms.
He has spent the last 6 years at Pfizer Inc in a variety of roles, including serving as a key leader in the design and implementation of a radical organizational transformation the US Business Technology function from 2006-2009. From 2008-2009, Mr. Fross lead the strategy and innovation workstream for the US multichannel marketing program and in 2008, he facilitated the development of Pfizer Inc’s first global Sales Force Automation strategy.
In addition to his many other activities, Mr. Fross has traveled widely over the last three years for Pfizer Inc in Europe and Asia, designing and facilitating decision making processes for senior leadership teams.
Currently, Mr. Fross works globally in Pfizer’s commercial division in support of a wide range of continuous improvement initiatives. |
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Todd Lambert
Vice President Sales
Shire
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Todd started his pharmaceutical career as a territory rep in Brooklyn NY for Glaxo. He held a number of field based sales jobs in the metro New York City area under multiple alignments and divisions. Todd was the HIV/ONC district manager in NYC and launched Combivir, Ziagen and Agenerase into that market. Todd left Glaxo Wellcome in 1999 for an opportunity with Agouron Pharmaceuticals where he led the New York Region and was later promoted to the position of Director of Sales & Marketing Operations based out of San Diego. Todd left Agouron in 2003 to start up the sales organization for Neurocrine Biosciences. At Neurocrine, he built a 200 person specialty sales organization to sell indiplon – an investigational sleep agent. The product never received FDA approval and the sales force was disbanded in 2006. Todd joined Shire to head up the GIBU field force in October of 2006. Todd and his family (Karen and two boys – Jack and Scott) relocated from San Diego and now reside in Wayne PA. Todd graduated from Davidson College with a BA in Psychology. |
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Joe Malta
Vice President Sales & Marketing
Taro Pharmaceuticals
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Mr Malta’s pharmaceutical and bio tech career extends over 29 years and three organizations, Searle, Bayer, Taro Pharmaceuticals and across a multitude of disease states, business models, and organization size. I started in the industry as a territory sales representative and progressed through different roles of greater responsibility in sales, training, operations and marketing . I have over 11 years experience, heading country and or region commercialization functions with full profit & loss responsibility.
What motivates me is working with very talented people who greatly impact overall results, which I have been fortunate and grateful to experience and the "high" from confronting and overcoming challenges to meet and exceed expectations.
Worldwide Organization Awards: Quantum Leap-Financial Results and Process Improvement, Continuous Improvement- Direct To Consumer campaign, Continuous Improvement- Reward and Recognition, People Development- Sales Force Targeting Process, Leadership Award- Prevention of Generic Intrusion, Leadership Award- Sales Force Certification
Publications: Product Management Today, December 1999, Volume 10, “Maximizing Resources to Promote New Products.” |
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Tim Ryan
Executive Director Prescription Medicine & Development
Boehringer Ingelheim
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Tim Ryan is currently responsible for leading the Prescription Medicines Training & Development function at Boehringer Ingelheim. Sales, Marketing, and Managed Markets are the primary customers of this function with secondary support of training for other functions such as Business Analytics, Commercial Operations, etc. Prior to this current role, he has 15+ years of Phrama experience which include sales, a variety of Sales Training & Development roles during Boehringer’s sales force expansion, leading the Sales Operations function, and serving as a Regional Sales Director for the Mid-Atlantic.
Education includes BS from Indiana University’s Business school and an MBA from Butler University |
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Christine Barczak
East Area Vice President
GlaxoSmithKline
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Christine Barczak has thrived on change throughout her career in various roles across the consumer products, computer and healthcare industries. She has worked with International Business Machines, Procter & Gamble, Bayer HealthCare, and Schering-Plough. She is currently the Area Vice President of Oncology at GlaxoSmithKline. During her 18 year career in the healthcare, her passion has been growing people through talent development, sales force effectiveness, and diversity leadership initiatives. She has also held leadership roles in strategic planning and building new sales force models. She has a B.S.B.A. and M.B.A. from Marquette University in Milwaukee, Wisconsin. |
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Richard Skelly
Senior Director Commercial Evaluations
AstraZeneca
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Speaker bio coming soon... |
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Don Hribek
Senior Director of Strategic Accounts
EMD Serono
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Speaker bio coming soon... |
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Tracy Mills
Senior Director Sales Force Effectiveness
Endo Pharmaceuticals
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Speaker overview coming soon... |
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Tony Zecca
Senior Director Sales Strategy, Effectiveness & Innovation
AstraZeneca
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Speaker overview coming soon... |
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Marc Valdiviezo
Director Marketing Excellence
Sanofi-Aventis
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Marc has over 15 years of experience in the healthcare industry as an entrepreneur and in numerous positions in pharmaceutical sales and brand marketing positions in the US and in global marketing in Europe spanning a wide range of therapeutic specialty and primary care markets.
He is currently responsible for marketing excellence at sanofi-aventis in the US, driving efficiency and effectiveness initiatives and marketing innovation, specifically as it relates to Close Loop Marketing (CLM), Complementary Channel Marketing (CCM) and integrating the sales force in professional, multi-channel customer relationship management (CRM) approaches.
Marc earned a graduate degree in Economics in Germany with a focus on Finance and Marketing. |
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Edson Gemo
Senior Director Business Technology Sales Force Effectiveness Solution Center
Pfizer
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Speaker bio coming soon... |
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Steve Winawer
Senior Director, US Business Technology, Commercial Operations, Patient & Physician Marketing
Pfizer
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Speaker bio coming soon... |
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Carrie L. Maglich
Director, Sales Strategy and Effectiveness
AstraZeneca
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Carrie L. Maglich is the Sales Leader in the Adaptive Experiments Group that conducts experiments and pilots evaluating incremental change to improve AZ’s interactions with our customers. Adaptive Experiments has several programs including the kAiZen programs with Segmentation in the Boston Region, Adherence Messaging in the Pittsburgh Region and Brand Lead Focuses teams in the Southeast. .
The kAiZen Segmentation experiment provided insights and the launch of Customer Service Associates nationally, as well as a model in Boston that is being embedded into standard commercial operations. Carrie’s previous experience includes over 15 years in Managed Markets with Account Management of many of the top National Accounts including Medco, CVS/Caremark, Wellpoint, Cigna, Coventry and AARP. Carrie led the Medicare Team, which evaluated the introduction of the MMA legislation, and it’s impact on operational design and response by Government affairs, Policy and Managed Markets. Carrie led the Account Management Experiment in 2004 under Project LeapFrog, which led to the new Selling Model launched January 2007 and the CVAS team.
Prior to her Managed Markets experience, Carrie led the Commercial Targeting Program at Zeneca, was a Hospital Representative, Primary Care Representative and brings over 22 years of experience to her role. Carrie graduated from Furman University in Greenville, South Carolina and has been awarded three (3) Circle of Excellence Awards as well as two Leadership Excellence Awards distinguishing her focus on execution at AstraZeneca. Carrie resides in Northern Virginia with husband Michael and two (2) daughters Caitlin (13 yo) and Mollie (11 yo) and Havanese puppies Piper and Tillie.
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Tyrone Edwards
Adjunct Professor, Business Administration, Cheyney University of Pennsylvania, Senior Vice President,
Merck (ret.)
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Former Senior VP Sales and Operations of Merck & Co, one of the worlds leading life sciences companies, until 2008. Under his leadership Merck introduced; six new products, a new commercial model, six sigma methodology against sales processes and deployed many industry leading innovations for customer engagement.
He has been named Who’s Who in America, Black Achiever's from the Harlem YMCA, and Commonwealth of Pennsylvania Humanitarian Award. In 2007 he was honored to deliver the Commencement Address for Howard University School of Allied Health.
Currently, Tyrone is a professor of marketing at Cheyney University Pennsylvania. He is on the board of Directors for Philadelphia Writing Project and ACE A3. He recently completed board appointments with Telerx Corporation and ASHP Foundation.
Tyrone is a graduate of North Carolina A&T State University. He has completed executive education training at Northwestern University, Southern Methodist University, Harvard University and the American Management Association. He is certified in change management, six sigma and sap methodologies. He is a member of the Society of Professional Consultants.
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Jim Clements
Associate Director of Talent Management
Shire
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Jim Clements is currently the Associate Director of Talent Management for Shire Pharmaceuticals. Jim is responsible for the design, development, and implementation of developmental programs focusing on Shire's US Specialty Pharma division. Jim has over 16 years of industry experience with a focus on pharmaceutical and biotech start up organizations. Jim's career has focused on sales, sales management, training and development, managed care, and marketing roles with Parke-Davis, Takeda, Adolor, and now Shire Pharmaceuticals. |
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