PMSA Annual Conference
Apr. 26, 2009-Apr. 29, 2009The Westin Gaslamp Quarter
San Diego, CA
www.pmsa.net/index.php?option=com_content&view=article&id=23&Itemid=100015
Description:
Managed Markets Sales Force Design and Using Analog Research to Shape a Brand
Garry O'Grady, Senior Vice President, Sales, and Michael Turner, Vice President, Brand Management Practice, present sessions on the key aspects of designing account management sales forces that operate in the managed markets, and leveraging more comprehensive analog research to inform commercialization strategies for both sales and brand management personnel.
Abstract:
Managed Markets Sales Force Design
Garry O’Grady, Senior Vice President, Sales, Campbell Alliance
In this increasingly challenging environment, optimal deployment of account management resources and effective management of managed markets accounts are critical. This session will examine the key aspects of designing account management sales forces that operate in the managed markets, including
· Understanding and interpreting managed markets data sets
· Segmenting, valuing, and prioritizing managed markets accounts
· Understanding factors that drive account workload
· Aligning account management and traditional sales force efforts around pull-through
· Evaluating emerging accounts and identifying opportunities
· Aligning account managers geographically and developing incentive plans
Using Analog Research to Shape a Brand
Michael Turner, Vice President, Brand Management Practice, Campbell Alliance
This session will provide a case study of analog research, grounded in a study recently conducted in conjunction with a leading pharmaceutical company, to examine how manufacturers are leveraging more comprehensive analog research to inform commercialization strategies for their brands for both sales and brand management personnel. This session will also discuss the key aspects of conducting more comprehensive analog research, including
· Defining and prioritizing criteria for selecting the most relevant analogs
· Identifying and selecting analog brands based on their ability to meet set criteria
· Conducting primary research to assess differentiation and provider, patient, and payer strategies
· Identifying unique strategies defined by the situation or created by the manufacturer
· Evaluating payer strategies regarding contracting, pricing and patient influence
· Consolidating findings into a quantitative framework to help inform commercialization strategies
Feature Articles
Sales Force of the Future: Driving Effective Sales Training in the Era of the Fading Blockbuster - SPBT's FOCUS Magazine
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
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Campbell Alliance will exhibit at this event. Please visit us at booth # 5240. Also at the event, the Business Development Practice will be participating in partnering meetings in the Business Forum.
Campbell Alliance will exhibit at this event. Please visit us at booth # 5240. Also at the event, the Business Development Practice will be participating in partnering meetings in the Business Forum.
BayBio Therapeutic Area Series - Biosimilars, Second Generation Biologics and Generics
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Emily Hua, Vice President, Brand Management Practice, will moderate a panel discussion on first-to-market strategies and key lessons learned.
Emily Hua, Vice President, Brand Management Practice, will moderate a panel discussion on first-to-market strategies and key lessons learned.
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Kevin Barnett, Senior Vice President and Head of the Managed Markets Practice, Campbell Alliance and the Pharmaceutical Institute will participate in a panel discussion on health care reform and the potential implications for the life science industry.
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George Schmidt, Senior Vice President, and John Bye, Vice President ,Sales Practice, will lead workshops on staying strategic in today's environment, driving sales force effectiveness and building sustainable training programs.
George Schmidt, Senior Vice President, and John Bye, Vice President ,Sales Practice, will lead workshops on staying strategic in today's environment, driving sales force effectiveness and building sustainable training programs.
HDMA Business Partner's Exchange
Campbell Alliance's Trade and Distribution Practice will exhibit at this event. Please visit us at booth #420.
Campbell Alliance's Trade and Distribution Practice will exhibit at this event. Please visit us at booth #420.
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Darius Naigamwalla, Senior Vice President and Global Practice Area Lead, and Tom Luginbill, Vice President, Brand Management Practice, lead a workshop on best practices for commercial planning and the requirements at each stage of the development process.
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Keith Morris, Practice Executive, will present a session on successful communication strategies for effective execution of post-approval studies.
Keith Morris, Practice Executive, will present a session on successful communication strategies for effective execution of post-approval studies.
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Joe Dillon, Senior Practice Executive, Campbell Alliance, will lead a discussion on maximizing the value of product candidates and technologies through a structured deal approach.
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Kevin Barnett, Senior Vice President and Practice Area Lead, Managed Markets Practice will serve as chairman for the conference, as well as present a session on how to avoid common mistakes when contracting with payers.
CBI Portfolio Evaluation and Strategic Investment Decision-Making Conference
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Barrett Rankin, Practice Executive, Business Development Practice, will present a session on linking portfolio management with business development.
CBI West Coast Summit on Medical Device and Pharmaceutical Commercialization and Product Launches
Executives from our Brand Management and Managed Markets Practice will have leadership roles at this event.
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Kevin Barnett, Senior Vice President and Practice Area Lead, Managed Markets Practice, will present a session on developing and communicating a payer value proposition.
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Campbell Alliance's Managed Markets Practice will exhibit at this event.
Campbell Alliance's Managed Markets Practice will exhibit at this event.
HDMA 2009 Annual Leadership Forum
Campbell Alliance's Trade and Distribution Practice will exhibit at this event.
Campbell Alliance's Trade and Distribution Practice will exhibit at this event.
LES 2009 Annual Meeting
Executives from our Business Development Practice will moderate two panel discussions at this event.
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Leaders from the Brand Management Practice will present a pre-conference workshop on strategies and best practices for managing the logistics of launch, while leaders from the Managed Markets Practice will present a health policy outlook for 2010.
CBI's Trade and Channel Management Conference
Tony Lanzone, Vice President and head of the Trade and Distribution Practice at Campbell Alliance, will serve as conference chairman, while Jay Jauregui, also of the Trade and Distribution Practice, will present on developing a specialty distribution strategy.
Tony Lanzone, Vice President and head of the Trade and Distribution Practice at Campbell Alliance, will serve as conference chairman, while Jay Jauregui, also of the Trade and Distribution Practice, will present on developing a specialty distribution strategy.
CBI's Managed Care Marketing Strategies
Keith Kelly, Senior Practice Executive, Managed Markets Practice, will present a session on developing a managed care marketing strategy
Keith Kelly, Senior Practice Executive, Managed Markets Practice, will present a session on developing a managed care marketing strategy
2009 HBA Leadership Conference
Campbell Alliance is a sponsor of this event and executives within the Brand Management and Clinical Development Practices will attend.
Campbell Alliance is a sponsor of this event and executives within the Brand Management and Clinical Development Practices will attend.
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Mike Menta, Senior Practice Executive, Clinical Development Practice, will moderate a session on both opportunities and challenges of conducting clinical trials abroad.
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Lujing Wang, Vice President, Managed Markets Practice, will present a session on evidence-based medicine in an evolving landscape for global market access.
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