Workshop A 8:00 am -10:00 am
Developing Innovative, Cost-Effective Training Programs to Engage  Sales Professionals 

Workshop B 10:15am – 12:15pm
Ensuring Equity When Developing an Effective Incentive Compensation Strategy

Workshop C 10:15am – 12:15pm
Analyzing Latest Data Management Models and Delivering Actionable Recommendations to the Sales Team

Workshop D 12:30 pm – 2:30 pm
Evaluating the Re-Sizing and Re-Structuring To Improve Physician Access and Improve Sales Force Effectiveness

Workshop E  2:45 pm – 4:45 pm
Physician Panel

7:30 Breakfast and Registration

8:30 Welcoming Remarks

8:35 Chairperson’s Opening Address

8:45 KEYNOTE PRESENTATION
Anticipating the Change: Evolving the Sales Model for Growing Value

David Ridenour, Vice President, Western Zone Sales, Wyeth Pharmaceuticals

9:20 Key Account Management: Utilizing Your CRM System to Support the Changing Structure of the Pharmaceutical Sales Organizations

Subhash Vaid, Vice President, Global Product Management, Cegedim Dendrite
Neeraj Singhal, Senior Director, Product Management and Strategy, Cegedim Dendrite

Includes Open Q&A with Clients:
Donna Lenning, Senior Manager, IT, Solvay Pharmaceuticals Inc.
Janice Benicky, Principal Analyst, CRM, Solvay Pharmaceuticals Inc.

9:55 Networking Refreshment Break

10:25 KEYNOTE PANEL DISCUSSION:
What should the New Pharma Business Model Look Like

Panelists include:

Sylvia McBrinn, Head US, Vernalis
Clinton Lewis, President, US Operations, Animal Health Group, Pfizer Inc. (Former SVP, Sales, Neuroscience Group, Former VP & General Manager for Anti-Infective and HIV Group, Pfizer Inc.)
Gary Stapleton, Vice President, Pharmaceutical Sales, Bausch & Lomb

11:00 Analyzing New Strategies for Effective Physician Access & Coverage

Mark Gleason, Senior Vice President, Corporate Development, Aptilon Corporation

Includes Open Q&A with Topic Expert:
Jeremy Jaggi, Director, Sensipar Marketing, Strategy & Segments, Nephrology Business Unit, Amgen

11:35 VP THINK TANK

Led by Ron Wickline, Former VP, Sales, Endo Pharmaceuticals

11:35 ROUNDTABLE DISCUSSIONS

• Sales Model Development
• Incentive Compensation
• Data Management
• Training

Vladimir Velednitsky, Dir, Vendor Management Analytics, Pfizer, Inc.

12:30 Luncheon for Speakers and Attendees

Sales Ops/Sales Structure

Examining the Most Popular Sales Aids

1:20 Track Chairperson’s Address

1:20 Track Chairperson’s Address

1:30 Value-Based Selling in the Pharmaceutical Industry -- A Model Whose Time Has (Finally) Come?

Angela Bakker Lee, Principal, ZS Associates

1:30 SFA tool

Jennifer Cerny,  Senior Regional Business Manager, CDept Consumer Health Care, Boehringer Ingelheim GmbH

2:05 PANEL DISCUSSION:
Considering Systematic v. Flexible Compensation to Best Adjust to the Changing Market Dynamics

Mike Pusateri, Senior Director, Nephrology Sales, Watson Pharmaceuticals

Rick Henson, Vice President, Sales, Vernalis

2:05 PANEL DISCUSSION:
Linking Predictive Analytics to Optimizations through Sales and Marketing

Panelists include:
Patrick Homer, Global Life Sciences Sales and Marketing Practice Principal, SAS Institute
Vyom Bhuta, Director Business Analysis & Decision Support, Otsuka America Pharmaceutical, Inc.       
Hans Nagl, Senior Manager, Global Business Insights and Commercial Operations, Shire Pharmaceuticals
Vladimir Velednitsky, Dir, Vendor Management Analytics, Pfizer, Inc.

2:45 Networking Refreshment Break

3:10 Developing Your Regional Director to Ensure Accountability

Carol Wells, Senior Director, Commercial Training & Development, Genentech, Inc.

3:10 Integrating Multi-Cultural Marketing to Appeal to the Growing Hispanic Customer Segment

Liliana A Gil, Worldwide Director of Marketing Services and Hispanic Marketing Strategy Lead, Johnson & Johnson

3:45 Balancing Compliance and Effectiveness in the Field

Speaker TBD

3:45 Examining the ROI of Closed Loop Marketing: Hype v. Return

Paul Stickler, Senior Director, Sales, Ovation Pharmaceuticals

4:20 PANEL DISCUSSION:
Incorporating Sales, Marketing, and Training to Drive Effectiveness in the Field

Moderator:
Garry O'Grady, SVP & Head, Sales Practice, Campbell Alliance

Panelists include:
Bruce Braughton, Associate Vice President, Allergy Marketing, Sanofi-Aventis
Ken Harris, Senior Director, Sales Leadership Development, Shire Pharmaceuticals

5:00 Chairperson’s Closing Remarks

5:15 Be Efficient! Have Your After-Work Cocktails and Network through Rush Hour at Pharma Force

6:15 End of Day One

8:30 Chairperson’s Re-Cap of Day One and Opening Address

8:45 KEYNOTE PRESENTATION:
Examining New Sources of Revenue for the Sales Professional of the Future: New Selling Methods Aimed at New Locations

Don Hribek, Vice President, Sales, Endocrinology, EMD Serono, Inc.

9:20 KEYNOTE PANEL DISCUSSION:
Incorporating Your Expense Tracking Strategy into a Competitive Sales Model

Panelists include:
Steve Vincze, Vice President, Ethics & Compliance, Privacy Officer, TAP Pharmaceuticals
Olivier Delannoy, Vice President, Sales Infertility Business Unit, Ferring Pharma

9:55 Networking Refreshment Break

10:25 Keynote Presentation:

11:05 Preparing for a Cost-Effective Product Launch: Applying Blockbuster Large Pharma Strategies to Small Start Up

Jerry McLaughlin, Vice President, Commercial Operations, NuPathe
Formerly Marketing Manager for Vioxx® at Merck, Inc. during pre-launch and launch in the US
Formerly Group Marketing Director, Pain Products at Endo Pharmaceuticals (Lidoderm®, Opana®, and Percocet®)

11:40 Luncheon for Speakers and Attendees

Primary Care

Specialty

12:30 Track Chairperson’s Address

12:30 Track Chairperson’s Address

12:40 PANEL DISCUSSION: Modernizing the Sales Model through a Customer Centric Approach to Improve Physician Access 

John Sjovall, Senior Director, Sales Training and Development, Daiichi Sankyo, Inc.

12:40 PANEL DISCUSSION:
Examining Case Studies of Co-Promotions to Leverage Resources and Maximize the Efficiency of Each Rep

Paige Billings, Director, Sales Operations and Training, Oncology, OSI Pharmaceuticals
David Acheson, National Sales Director, Specialty Division, MEDA Pharmaceuticals

1:15 Improving the Efficiency of Each Rep by Working Closely with Field Managers

Dennis Merlo, Vice President, Sales Operations and Training, Purdue Pharma, L.P.

1:15 Maintaining High Sales Force Morale and Uninterrupted Sales Success During Mergers and Acquisitions

Mike Howe, National Sales Director, Respiratory/Pediatric Business Unit, UCB

1:50 Preparing a Launch Product under
Medicare Part D

Mike Ziskin, Senior Director, Public Payer Policy Strategy & Marketing, Centocor Inc

1:50 Utilizing New Technologies to Improve the Efficiency of Your Sales and Marketing Efforts

Jeremy Jaggi, Director, Sensipar Marketing, Strategy & Segments, Nephrology Business Unit, Amgen Inc.

2:25 Chairperson’s Closing Remarks

2:30 End of Conference
Just In Time to Beat Rush Hour Traffic