Breakfast and Registration

Welcoming Remarks

Chairperson’s Opening Address

Large, midsize and specialty pharma companies are undergoing massive shifts in the way their businesses operate. Executives in all areas of pharma are facing a multitude of pressures including increased physician access restrictions, decreased marketing budgets, and state and government regulations. Evolve your business model and sustain profit margins for the future of pharma, with perspectives from Presidents and Heads of Business Management discussing these key issues:

• Identify different ways to reach physicians today given constriction in the industry, a mergers and acquisition environment and increased regulations
• Understand where the industry is heading and what new opportunities for profit still lie ahead
• Evaluate whether most non-traditional sales models are sustainable or simply reactions to the current economy

Clinton Lewis Jr Clint has worked in the pharmaceutical industry and at Pfizer, the world’s largest research-based pharmaceutical company for almost 20 years, and has held key positions of increasing responsibility in the areas of sales, training, sales management, marketing and general management. He is based at Pfizer’s world headquarters in New York City. Clint recently assumed the position of President, U.S. Operations, Pfizer Animal Health (PAH). In this role, Clint oversees the management of the livestock [ read more ...]

Charlotte E. Sibley Charlotte Sibley is Senior Vice President of Global Business Research and Intelligence for Shire Pharmaceuticals, with responsibility for market research, competitive intelligence, commercial assessment for new products and strategic forecasting. She joined Shire in January 2005 from Millennium Pharmaceuticals, 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.

John Moran John Moran is Global Leader for the Commercial Optimization Center of Excellence for IMS Health. He has more than 20 years of Rx, OTC, and consumer marketing and sales experience spanning a broad range of marketing and sales disciplines. Moran works with many of the world’s top pharma organizations, developing new commercial effectiveness models, with emphasis on strategies that enable greater customer focus and value.

Most pharmaceutical companies focus their sales and marketing activities on the top-decile prescribing physicians for a given therapeutic area, based on purchased data. Others are experimenting with newer data sets, such as managed care and patient-level data— and grappling with integration issues that make it difficult to gain a true 360-degree view of physicians and their prescribing practices. Others pay premium fees to outside consultancies to periodically crunch the numbers and generate physician target lists for them. All these strategies have their benefits, limitations and constraints, but in the halcyon days of blockbuster drugs, unchallenged patent protections and huge sales forces, it didn’t really matter. It matters now. It is the right time to make sales and marketing decisions based on deeper analytic insights—using predictive modeling—and, with accessible software, to bring those capabilities inhouse. Organizations that take control over their own physician targeting get more timely insights, targeting decisions aligned with business issues, and real competitive advantage.

• Review exclusive 2009 market research into physician targeting commissioned by SAS, conducted by Pharmaceutical Executive.
• Understand why predictive analytics are a game changer for pharma and how this can be applied to your combined CRM, sales, managed care and patient-level data to optimize physician targeting and create a distinct competitive advantage.
• Review pharma case studies that have demonstrated up to 26 percent lift in prescribing potential compared to conventional methods of physician targeting.

Patrick Homer Patrick Homer joined SAS as Life Sciences Sales and Marketing Practice Principal after nearly 20 years of experience in the commercial field of the pharmaceutical industry. At SAS, Homer is responsible for developing commercial strategy and introducing predictive analytics into the sales and marketing divisions of pharmaceutical organizations. Prior to joining SAS, he was a business development director at Innovex Limited, the commercial division of Quintiles, providing outsourced salesforce [ read more ...]

Not just a coffee break, but a time to dissect all of the information from the morning sessions, and evaluate the cutting-edge solutions in the Solutions Zone. Bring plenty of business cards!

Cegedim Dendrite & Pharma Client - Most pharmaceutical companies focus their sales and marketing activities on the top-decile prescribing physicians for a given therapeutic area, based on purchased data. Others are experimenting with newer data sets, such as managed care and patient-level data— and grappling with integration issues that make it difficult to gain a true 360-degree view of physicians and their prescribing practices. Others pay premium fees to outside consultancies to periodically crunch the numbers and generate physician target lists for them. All these strategies have their benefits, limitations and constraints, but in the halcyon days of blockbuster drugs, unchallenged patent protections and huge sales forces, it didn’t really matter. It matters now. It is the right time to make sales and marketing decisions based on deeper analytic insights—using predictive modeling—and, with accessible software, to bring those capabilities inhouse. Organizations that take control over their own physician targeting get more timely insights, targeting decisions aligned with business issues, and real competitive advantage.

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

Wayne Wilson

Karl A Braun Karl Braun has 25+ years’ experience in the biopharmaceutical and healthcare industries. He has started, integrated, consolidated, turned-around and optimized the performance of domestic and international business and technology organizations. In business management, IT, medical services, pre- and post-marketing, surveillance, regulatory affairs, pharmacy practice and academia, Karl has been credited with personal contributions to achieving impressive results including growth, modernization, [ read more ...]

George Schmidt As the head of Campbell Alliance’s Sales Practice, George Schmidt serves the sales and marketing needs of pharmaceutical clients covering a wide array of topics, such as sales force effectiveness, resource allocation, marketing strategy, and product positioning.  His understanding of project management and leadership stems from his experiences as a sales and marketing consultant and an officer in the US Army.  Mr. Schmidt earned an MBA from the Darden Business School at the University of [ read more ...]

CONCURRENT NETWORKING!! JOIN THE PHARMAFORCE 2009 ROUNDTABLE DISCUSSIONS Imagine how much value you can receive by participating in focused, small group discussion with your fellow pharma peers. This is your chance! Get the answers you came to PharmaForce for! This is your chance to drill down to the most critical challenges impacting your job. Select the most appropriate topic for your current challenges and enjoy an hour of senior-level relationshipbuilding and knowledge share. 11.55 PHARMAFORCE 2009 ROUNDTABLE DISCUSSIONS

• Topic 1: Using A Precise Approach To Engagement Of Key Decision Makers For An Optimal Return On Investment
• Topic 2: The Socialization Of Healthcare: Identifying Strategies To Grow In The Face Of Government Regulations
• Topic 3: Trends In Technology For Sales Forces
• Topic 4: Investigating Regionalized Customer-Centric Measurement Strategies That Align Sales And Marketing Efforts
• Topic 5: Structuring Your Sales Force To Increase Brand Performance And Maximize Resource Usage

Join the discussion with your VP peers! Get in-depth tactical benchmarking in areas ranging from strategy development to implementation by joining your VP level peers in an intimate, closed-door roundtable discussion, The VP Think Tank is BACK BY POPULAR DEMAND! Benefits to you include:

• Drill down to specific challenges with pharma executives of the same seniority level as you
• You won't be quoted: No members of the press will be allowed into this session
• Generate revenue from your strategies by benchmarking against your peers from large, midsize and specialty pharma
• Talk through your thorniest issues in a "no holds barred" and non-competitive environment

Leave with competitive intelligence to immediately impact your P&L.

Luncheon for Speakers and Attendees

Take this opportunity to grab a cup of coffee and meet with the many innovative vendors in the Solutions Zone.

Be Efficient! Have Your After-Work Cocktails and Network through Rush Hour at the Official PharmaForce Cocktail Reception After a day of solutions-focused sessions, relax with all of your fellow attendees. Make new contacts, forge relationships or simply unwind. Take advantage of the opportunity to speak to peers and speakers off-line and gain competitive business intelligence. Exchange business cards and leave with contacts from the most forward-thinking and innovative heads of sales and marketing in pharma today.

End of Day One