WBR's PharmaForce
Oct. 5, 2009-Oct. 7, 2009Hilton Philadelphia City Avenue
Philadelphia, PA
www.wbresearch.com/pharmaforceusa/
Description:
Sales Force Restructuring and Transformation To Save Valuable Budget
Howard Brock, Senior Practice Executive, Sales Practice, will participate in a panel discussion on restructuring and transformation with Pfizer and Purdue Pharma. He will also participate in a panel discussion on training to optimize sales calls with Sanofi-Aventis, Astellas, Wyeth, and Bausch & Lomb.
Abstract:
Sales Force Restructuring and Transformation To Save Valuable Budget
Panelists:
Howard Brock, Senior Practice Executive, Sales Practice, Campbell Alliance
Panelists:
Howard Brock, Senior Practice Executive, Sales Practice, Campbell Alliance
Karl A Braun, Vice President of Sales, Specialty Biologics, Pfizer Inc.
Jerry McLaughlin, Vice President, Commercial Operations, NuPathe
Tom Kukla, Sr. Dir. Field Management Development, Purdue Pharma
As companies face diminished resources, sales models are undergoing dramatic shifts to sustain profitability levels. Understand the tools to maximize revenue from your sales force and promotional models, no matter the product lifecycle stage. Heads of national and regional sales at Merck, Pfizer and Stiefel forces outline the benefits of alternative sales model structuring in this keynote panel discussion:
As companies face diminished resources, sales models are undergoing dramatic shifts to sustain profitability levels. Understand the tools to maximize revenue from your sales force and promotional models, no matter the product lifecycle stage. Heads of national and regional sales at Merck, Pfizer and Stiefel forces outline the benefits of alternative sales model structuring in this keynote panel discussion:
· Identify the optimal size for your sales force for maximum product uptake and resource management: structuring your sales force, placing multiple reps within the same geography, sharing doctors, messages and brand within the same territory
· Support both specialty and primary care sales forces in your restructuring efforts
· Understand the balance between call frequency and presenting value to your customer to ensure product uptake
Rep Training And Talent Development To Optimize Sales Calls
Panelists:
Howard Brock, Senior Practice Executive, Sales Practice, Campbell Alliance
Mike Capaldi, Associate Vice President, Sales Training & Leadership Development, Sanofi-Aventis
Norbert Stone, National Senior Director of Sales & Marketing Training, Astellas Pharma
Keith Willis, Director Pharma/Vaccines Training, Wyeth Pharmaceuticals
Michelle Poole, Director of Training, Pharmaceutical Division, Bausch & Lomb
The core of an effective and successful sales team in today's economic climate is training and development. With significant changes in promotional structures and sales support, companies should be on the bleeding-edge of efficient training strategies, and create multiple opportunities for completion of the sale. During this session, training experts will walk through strategies to compete at the training level, and maximize the sales force:
· Building strategies into your training models to maximize rep selling strategies
· Develop a sales rep around a total office call to gain a competitive advantage
· Arm your reps with patient coverage information to save valuable time and capitalize on their time with physicians
· Ensure sales calls are focused on creating multiple opportunities for the completion of the sale
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....
Don't Miss
BIO International Convention
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
Webster Sun, Senior Practice Executive, Brand Management Practice, will moderate a panel discussion on the opportunities and challenges surrounding generic versions of many blockbuster biopharmaceutical products following their patent expiration.
Webster Sun, Senior Practice Executive, Brand Management Practice, will moderate a panel discussion on the opportunities and challenges surrounding generic versions of many blockbuster biopharmaceutical products following their patent expiration.
BayBio Therapeutic Area Series - First-to-Market: Bonus or Burden?
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.
NC Biosciences Organization Annual Meeting
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.
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.
SPBT Annual Conference
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.
CBI's Annual Forum on Early Stage Product Development and Commercialization Strategies for Bio/Pharmaceuticals
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.
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.
CBI's Registries and Post-Approvals Studies Congress
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.
Massachusetts Biotechnology Council (MBC) - Power Dating: What it takes to close a deal that preserves the strategic, operational and financial intents
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.
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.
ExL Pharmaceutical Pricing and Reimbursement Conference
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.
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
Barrett Rankin, Practice Executive, Business Development Practice, will present a session on linking portfolio management with business development.
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.
Executives from our Brand Management and Managed Markets Practice will have leadership roles at this event.
CBI Forum on Formulary and Reimbursement Strategies for Effective Product Planning
Kevin Barnett, Senior Vice President and Practice Area Lead, Managed Markets Practice, will present a session on developing and communicating a payer value proposition.
Kevin Barnett, Senior Vice President and Practice Area Lead, Managed Markets Practice, will present a session on developing and communicating a payer value proposition.
AMCP 2009 Educational Conference
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.
Executives from our Business Development Practice will moderate two panel discussions at this event.
CBI's Commercialization Strategies for Pharmaceutical Product Launches
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.
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.
EyeforPharma's Oncology USA 2010
Darius Naigamwalla, Senior Vice President and Global Practice Area Leader, Brand Management Practice, will present a session on systematically building commercial innovation into oncology launch plans. Also, Tony Lanzone, Vice President, Managed Markets Practice, will present a session on the evolving pricing, reimbursement, and access environment for oncology products.
Darius Naigamwalla, Senior Vice President and Global Practice Area Leader, Brand Management Practice, will present a session on systematically building commercial innovation into oncology launch plans. Also, Tony Lanzone, Vice President, Managed Markets Practice, will present a session on the evolving pricing, reimbursement, and access environment for oncology products.
CBI’s Annual Medical Science Liaison Skill Building and Management Summit
Gary Tyson, Senior Vice President, Clinical Development Practice, will present a session on leveraging effective SOPs to create a community of compliance and adherence.
Gary Tyson, Senior Vice President, Clinical Development Practice, will present a session on leveraging effective SOPs to create a community of compliance and adherence.
CBI's Annual Forum on Clinical Trial Management Systems
Gary Tyson, Senior Vice President, Clinical Development Practice, will present a session on the key learnings of CTMS implementation derived from the experiences of several organizations that have undergone implementation.
Gary Tyson, Senior Vice President, Clinical Development Practice, will present a session on the key learnings of CTMS implementation derived from the experiences of several organizations that have undergone implementation.
BIOCOM CEO Breakfast Series, Part 2
Three executives from our Business Development and Managed Markets Practices will present "Reimbursement: The New Investment Hurdle"
Three executives from our Business Development and Managed Markets Practices will present "Reimbursement: The New Investment Hurdle"
CBI’s Annual Forum on Oncology Commercialization Strategies
Darius Naigamwalla, Global Practice Area Leader, and Tom Luginbill, Vice President, both of the Brand Management Practice, will present a pre-conference workshop on strategies and best practices for strategically managing an oncology product launch. Also Tony Lanzone, Vice President in the Managed Markets Practice will moderate a payer panel discussion on the evolving pricing, reimbursement, and access environment for oncology products.
Darius Naigamwalla, Global Practice Area Leader, and Tom Luginbill, Vice President, both of the Brand Management Practice, will present a pre-conference workshop on strategies and best practices for strategically managing an oncology product launch. Also Tony Lanzone, Vice President in the Managed Markets Practice will moderate a payer panel discussion on the evolving pricing, reimbursement, and access environment for oncology products.
BayBio Therapeutic Area Series - Clinical Trials Abroad: Options for Smaller Companies with Limited Funds
Mike Menta, Senior Practice Executive, Clinical Development Practice, will moderate a session on both opportunities and challenges of conducting clinical trials abroad.
Mike Menta, Senior Practice Executive, Clinical Development Practice, will moderate a session on both opportunities and challenges of conducting clinical trials abroad.
CBI's Forum on Global Pricing and Market Access Strategies
Lujing Wang, Vice President, Managed Markets Practice, will present a session on evidence-based medicine in an evolving landscape for global market access.
Lujing Wang, Vice President, Managed Markets Practice, will present a session on evidence-based medicine in an evolving landscape for global market access.
Council for Entrepreneurial Development (CED)’s Biotech Forum: Dealmaker's Intentions Survey
Gautam Aggarwal, Senior Practice Executive in our Business Development Practice, will present the results and observations from Campbell Alliance's 2010 Dealmakers' Intentions Survey and moderate a panel discussion with leading business development decision makers.
Gautam Aggarwal, Senior Practice Executive in our Business Development Practice, will present the results and observations from Campbell Alliance's 2010 Dealmakers' Intentions Survey and moderate a panel discussion with leading business development decision makers.
CHLA Winter Meeting 2010
Gautam Aggarwal, Senior Practice Executive, Business Development Practice, will present the results and observations from Campbell Alliance's Dealmaker's Intentions Survey.
Gautam Aggarwal, Senior Practice Executive, Business Development Practice, will present the results and observations from Campbell Alliance's Dealmaker's Intentions Survey.