4th Annual Pharma Sales Force

Venue: Radison SAS

Location: Rome, Italy

Event Date/Time: Oct 09, 2007 End Date/Time: Oct 10, 2007
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Event Summary:

Are you able to reflect current market trends in your sales force strategy?

As the result of the dramatical changes in the highly competitive Pharma market, the sales leaders are forced to optimize their business models. General practitioners are no longer the only gatekeeper to get to the patient. As the trend is shifting towards secondary care market, there are a lot of questions on board.

Pharma companies are trying to invest into strategic partnerships with key decision makers. The main challenge is to track sales performance in specialty care sector and to communicate with healthcare professionals in hospitals and clinics. Designing the winning sales and marketing strategy for primary and secondary products is becoming a challenge. Managers are inventing new ways on sizing the sales team effectively, improving the field force and managing key accounts.

This event brings together the industry experts from top pharma companies to share their experience on how to maximize sales force effectiveness. Our speakers will present well-established methods of improving the prospect’s access with innovative tools. Take the chance to discuss the challenges and pitfalls of your business models with top experts in the interactive working sessions! Do not forget, being informed is the key impulse to move forward!

Key Speakers:

Don Hribek, Vice President Strategic Accounts, Endocrinology, USA, Serono
Pontus Wallén, International Project Leader, Sales Force Effectiveness, Belgium, AstraZeneca
Heiko Spaeth, Sales Director Hospital, Germany, Nycomed
Dr. Martin Kamleiter, European Product Manager, Epilepsy, UK, Eisai Europe Ltd.
Massimo Cappella, Sales & Marketing Director, Italy, ALTANA Pharma
Janne Pamsgaard, Head of e-Education, Denmark, Lundbeck
David De Vidi, Head of Sales Force Excellence, Business Planning & Services, Spain, Almirall

Key topics:

Preparing the sales team for the new product sales, case study from Novartis
Sales Perspective of managing critical success factors in a merger, case study from Nycomed
Keeping the sales force motivated – performance measurement & incentive compensation, case study from Almirall
Strategic account management and work with key decision makers, case study from Serono
Improving Physician Access with e-Detailing, case study from Lundbeck
Best practices in targeting and segmentation techniques, case study from ALTANA Pharma
Workshops on CRM Programs and using e-Business in Sales Force

Who should attend:

Vice Presidents, Head, Directors of Sales & Marketing, Sales Analysts, Sales Effectiveness, Business Unit Directors, Communication Directors, Product and Key Account Managers, Managers and Project leaders involved with e-Marketing, Commercial Operations, e-Promotion, Advertising, Field Force Management, CRM, Patient Compliance, Sales Training, Specialist Care, Primary Care, Hospital Operations, Market Support Services, General managers


Additional Information

More information: Bernadett Polgar, Marketing Manager Tel.: +421 257 272 131 Fax: +421 257 272 122 events@jacobfleming.com