Main Conference Day One

How To Develop A Customer-Centric, Compliant Sales And Marketing Model

Expand All [+]

Tuesday, Oct 6th, 2009

7:30 Breakfast and Registration

Breakfast and Registration

8:30 Welcoming Remarks

Welcoming Remarks

8:35 Chairperson's Opening Address

Rich Micali, Senior Vice President, Sales Services, PDI

Chairperson's Opening Address

Rich Micali

Senior Vice President, Sales Services, PDI

Rich has 25-years pharmaceutical sales and marketing management experience with Bristol-Myers Squibb where he began his career as a sales representative and progressed to positions of increasing responsibilities in Sales, Marketing, and Managed Markets. Most recently, he was Vice President, Oncology Sales where he successfully launched Erbitux™ and was responsible for leading the sales team, sales [read more]

8:50 KEYNOTE: Panel Discussion: Navigating In Today's Economy And Adapting Sales Models For Long-Term Growth

Clinton Lewis Jr, President, US Operations, Animal Health Group, Pfizer
Charlotte E. Sibley, Senior Vice President, CBS Business Management, Shire Pharmaceuticals
John Moran, Global Leader, Commercial Optimization Center of Excellence, IMS Management Consulting

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

President, US Operations, Animal Health Group, Pfizer

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. O [read more]

Charlotte E. Sibley

Senior Vice President, CBS Business Management, Shire Pharmaceuticals

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. Previousl [read more]

John Moran

Global Leader, Commercial Optimization Center of Excellence, IMS Management Consulting

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 cus [read more]

9:25 KEYNOTE: A Revolution In Physician Targeting

Patrick Homer, Life Sciences Practice Principal, SAS

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

Life Sciences Practice Principal, SAS

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 di [read more]

10.00 Networking Refreshment Break

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!

10:45 KEYNOTE: Panel Discussion: CRM Deployment Models - SaaS vs. Licensed Option - You Have A Choice

Tom Wolfe, SVP/CIO, Osi Pharmaceuticals
Neeraj Singhal, Senior Director Product Management and Strategy, Cegedim Dendrite
Jeffery Scott, VP Information Technology, Ferndale Laboratories
Siva Nadarajah, Sr. Director Sales Engineering, Cegedim Dendrite

Recently there has been a lot of focus in the media and discussion around CRM deployment models and the advantages of deploying a SaaS model given global economic conditions and increased pressure on Life Sciences sales organizations to find different, more efficient ways to promote their products. A panel of Industry experts and Cegedim Dendrite leadership will provide a balanced view as they make their cases and discuss the pros and cons for each model. Audience Q&A will follow.

How do we define SaaS
Level-setting the meaning of true SaaS and is it a working model for the Life Sciences?
Why are some Life Sciences Companies choosing a SaaS model after years of licensing and customization of their CRM system?
What is the business case for licensing software?
What is the business case for SaaS? What are the pros and cons for each model?

Moderator: Siva Nadarajah

Tom Wolfe

SVP/CIO, Osi Pharmaceuticals

Tom Wolfe is Senior Vice President and CIO for OSI Pharmaceuticals. In this role he is responsible for managing OSI’s Information Technology operations and to assure the development and implementation of technology innovation and enterprise-wide strategies and architectures to realize competitive advantage, improve business efficiency, and enhance customer value. Prior to coming to OSI, Tom was Vi [read more]

Neeraj Singhal

Senior Director Product Management and Strategy, Cegedim Dendrite

Neeraj Singhal is currently Senior Director, Product Management and Strategy at Cegedim Dendrite and is a subject matter expert on the Mobile Intelligence CRM solutions suite for the Americas.

In that role, Mr. Singhal is responsible for providing product direction and commercialization of new relea [read more]

Jeffery Scott

VP Information Technology, Ferndale Laboratories

Jeffery Scott is the Vice President of Information Technology for Ferndale Laboratories, Inc. and is responsible for developing and executing strategic IT initiatives in support of Ferndale’s corporate vision and the goals of its various business units. He has over Twenty years of experience in the pharmaceutical industry supporting all aspects of the business. Prior to joining Ferndale, Mr. Scott [read more]

Siva Nadarajah

Sr. Director Sales Engineering, Cegedim Dendrite

11:20 KEYNOTE: Panel Discussion: Sales Force Restructuring And Transformation To Save Valuable Budget

Karl A Braun, Vice President of Sales, Specialty Biologics, Pfizer Inc.
Howard Brock, Senior Practice Executive, Sales Practice, Campbell Alliance
Jerry McLaughlin, Vice President, Commercial Operations, NuPathe
Tom Kukla, Sr. Director 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:

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

Karl A Braun

Vice President of Sales, Specialty Biologics, Pfizer Inc.

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 credi [read more]

Howard Brock

Senior Practice Executive, Sales Practice, Campbell Alliance

Howard Brock brings over seven years of experience in the management consulting environment to Campbell Alliance’s Sales Practice. As a Senior Practice Executive, Mr. Brock has helped a number of pharmaceutical companies achieve better commercial effectiveness through projects in sales force effectiveness, training, and organizational design. Prior to joining Campbell Alliance, Mr. Brock served in [read more]

Jerry McLaughlin

Vice President, Commercial Operations, NuPathe

Tom Kukla

Sr. Director Field Management Development, Purdue Pharma

11:55 - Invitation Only VP Think Tank & PharmaForce 2009 Roundtable Discussions - No one knows the challenges you face better than your peers

Jeremy Jaggi, Executive Director of Sales, West Region, Nephrology Business Unit, Amgen
W. Scott Evangelista, Principal, Life Sciences, National Commercial Practice Leader, Deloitte
Meryl Allison, Director, Life Sciences Marketing Practice, Deloitte

CONCURRENT NETWORKING!! JOIN THE PHARMAFORCE 2009 ROUNDTABLE DISCUSSIONS OR THE VP THINK TANK HOSTED BY WOLTERS KLUWER. VP THINK TANK HOSTED BY WOLTERS KLUWER. 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: 1. Overview of market trends impacting pharmaceutical sales targeting. 2. Presentation of a new segmentation model concept that is designed to refine sales targeting using metrics that show what factors influence prescribing behavior and pharmacy Rx dispensing to patients at the individual prescriber level. This segmentation model can be deployed to better allocate sales resources, refine territories, and ensure segmented marketing messages are being delivered to the right prescriber. 3. Determination of how you would use this model within your company and summary of results from the group 4. Understanding of how this segmentation model concept could or would impact your go-to-market strategies. NOT A VP? 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. 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. Topic 1: Competitive Advantage through Transformational Analytics Led by W. Scott Evangelista, Principal, Life Sciences, National Commercial Practice Leader, Deloitte & Meryl Allison, Director, Life Sciences Marketing Practice, Deloitte. Life sciences companies are experimenting with a variety "new commercial models". One common theme is emerging: success will require organizations to embed robust advanced analytics into their commercial DNA. In this session, Deloitte Consulting will share its perspective on the keys to success and ways to achieve them. Topic 2: Alternative Sales Models Led by: Jeremy Jaggi, Executive Director of Sales, West Region, Nephrology Business Unit, Amgen Topic 3: Commercial Success For Your Pharma Sales ForceModerator TBD

10406_004_speaker_photo_jeremyjaggi_amgen

Jeremy Jaggi

Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

Jeremy Jaggi is responsible for the one to three year promotional-mix strategy as well as reimbursement and channels operations. Through his experiences in marketing analytics, sales management, sales force operations leadership and brand marketing he has a unique understanding of co-optation and synchronicity of large and small molecule co-promotion. He has been a change-agent for e-marketing and [read more]

W. Scott Evangelista

Principal, Life Sciences, National Commercial Practice Leader, Deloitte

Scott is a Principal in our Life Sciences Consulting Practice. Scott has more than 20 years of experience consulting exclusively to the life sciences industry and he leads our commercialization practice. Scott focuses on, and has worked for, numerous clients across a broad spectrum of commercial operations, providing strategic consulting, business development support, and management guidance. He h [read more]

Meryl Allison

Director, Life Sciences Marketing Practice, Deloitte

Meryl is a Director with Deloitte Consulting and co-leads our Life Sciences Marketing Practice. She specializes in strategy and operations with a particular expertise in brand & marketing effectiveness. As part of Deloitte’s Customer & Market team, Meryl helps clients build their sales and marketing capabilities to meet the new realities of the industry and to capitalize on new technologie [read more]

12:55 Luncheon for Speakers and Attendees

Luncheon for Speakers and Attendees

Track A - Sales Operations

No session description available.

1:55 Chairperson's Address

Jamie Wyatt, VP and General Manager of Healthcare and Life Sciences, Netezza

No session description available.

Jamie Wyatt

VP and General Manager of Healthcare and Life Sciences, Netezza

1:55 Chairperson's Address

Janet Quartarone, Vice President, and Director of Marketing, SIMULATIONS, Inc.

No session description available.

Janet Quartarone

Vice President, and Director of Marketing, SIMULATIONS, Inc.

Janet Quartarone has had twenty-five years of experience in client development and the development and presentation of unique sales and management training workshops and medical education events. With a special emphasis on Leadership Development and Core Skills Enhancement programs for every sales force and managerial level, Janet has worked on every aspect of SIMULATIONS, Inc.’s projects through [read more]

2:05 Panel Discussion: Determining The Optimal Mix Of Cost-Effective Promotional Models To Maximize Your Spend

Ramesh Krishnan Ph.D., Sr. Director, Marketing Science, Wyeth Pharmaceuticals
Hans Nagl, Director, Promotion Response Insight, Shire Pharmaceuticals
David Purdie, Associate Director of Market Analysis and Intelligence, Genentech
Chris LaPak, VP Pharma Solutions, Verix

With fewer reps and decreased marketing budgets, how can products still receive adequate sales support? Establishing a relationship with key decision makers, and developing an understanding of the influencers for prescribing is key. Our panelists deep dive into rep and non-rep promotional models that cultivate the relationship between the sales rep and physician, increasing the effectiveness of your sales force and allocating your budget around activities that generate the highest ROI.

Develop the most effective mix of non-rep and rep promotion models for your brands to increase profitability in the face of diminished sales forces
Determine promotional models that reflect the way that your doctors want to receive information today to drive sales force effectiveness
Understand the difference in sales strategy from the differences in specialty vs. mass markets
Maximize your spend levels around promotional models that generate the highest ROI

Ramesh Krishnan Ph.D.

Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Ramesh Krishnan is Director - Marketing Science at Wyeth Pharmaceuticals. He is responsible for the promotion-mix modeling that are critical inputs into brand and portfolio planning processes. Through his experience in both consulting and client organizations, he has a broad understanding of the business issues in the pharmaceutical industry, and is proficient in applying econometric and statistic [read more]

Hans Nagl

Director, Promotion Response Insight, Shire Pharmaceuticals

Hans Nagl currently holds the position of Director at Shire Ltd. located outside of Philadelphia, Pennsylvania in the United States of America. He is responsible for analytics around promotional resource optimization enabling financial tradeoff decisions between promotional channels on a global basis. He also provides input and experience to issues around Sales Force optimization, targeting and i [read more]

David Purdie

Associate Director of Market Analysis and Intelligence, Genentech

David Purdie is Associate Director of Marketing Science at Genentech, where he performs Sales Force targeting and segmentation, promotional response modeling, measures the effectiveness of advertising and promotion investments, generates sales response models for promotional channels, and provides recommendations on resource allocation for strategic and tactical plans. Prior to his current role, D [read more]

Chris LaPak

VP Pharma Solutions, Verix

2:05 Panel Discussion: Rep Training And Talent Development To Optimize Sales Calls

Norbert Stone, National Sr. Director of Sales & Marketing Training, Astellas Pharma
Mike Capaldi, Associate Vice President, Sales Training & Leadership Development, Sanofi-Aventis
Keith Willis, Director Pharma/Vaccines Training, Wyeth Pharmaceuticals
Michelle Poole, Director of Training, Pharmaceutical Division, Bausch & Lomb
Howard Brock, Senior Practice Executive, Sales Practice, Campbell Alliance

The core of an effective and successful sales model in today's economic climate is training and rep 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. Our training experts walk through strategies to compete at the training level, and maximize your sales forces for the pharma force of tomorrow:

Working with objection handling and building these strategies into your training 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 product opportunities vs. objection handling to create multiple opportunities for the completion of the sale

Norbert Stone

National Sr. Director of Sales & Marketing Training, Astellas Pharma

Norbert Stone is an experienced executive with over 25 year experience in the Pharmaceutical and Biotech Industry. He has held numerous roles in focused areas such as Senior Field Sales Leadership, Marketing, Strategic Planning, Leadership Development, Field Sales Training, Marketing Personnel Development and Software Consulting. Norbert has worked for industry leading companies such as Bristol-My [read more]

Mike Capaldi

Associate Vice President, Sales Training & Leadership Development, Sanofi-Aventis

Keith Willis

Director Pharma/Vaccines Training, Wyeth Pharmaceuticals

Keith has 17 years of experience in the pharmaceutical industry where he honed his sales management and sales training skills with companies like Ciba Geigy, Johnson and Johnson and Wyeth. Keith is currently the Director of Pharma/Vaccines Training for Wyeth Pharmaceuticals primarily responsible for Neuroscience and Vaccines Training. In his off time Keith is an active member of Doylestown Toastma [read more]

Michelle Poole

Director of Training, Pharmaceutical Division, Bausch & Lomb

Howard Brock

Senior Practice Executive, Sales Practice, Campbell Alliance

2:40 Making Differential Resourcing Work - The New Sales Operating Model For U.S. Pharmaceutical Organizations

Chris Wright, Managing Principal U.S. Pharmaceuticals, ZS Associates

Differential resourcing is a powerful new approach which enables the successful deployment of the sales organization in a customer-centric way. In this presentation, identify how to challenge conventional wisdom. Learn how changes in field sales force deployment leads to better sales outcomes, more rewarding sales careers and better customer relationships-while using decreased sales forces.

Discover how industry successes during the 1990's set in place a salesapproach which is unsustainable given today's market environment
Develop a new approach (differential resourcing) allowingorganizations to eliminate 10%-20% of sales force costs withoutnegatively impacting your top-line
Review case studies around this approach in the field under realoperational conditions
Understand changes required to transform your organization

Chris Wright

Managing Principal U.S. Pharmaceuticals, ZS Associates

Chris is the Managing Principal for ZS Associates’ U.S. Pharmaceuticals Practice. His experience is in an extensive range of sales and marketing issues in the pharmaceutical and health care industries. He has assisted client companies in sales force sizing, structuring, resource allocation, customer segmentation and valuation, targeting and call planning, channel design, organizational design, ter [read more]

2:40 Enhancing Sales Force Effectiveness Using The Netezza Data Warehouse Appliance

Mike Macey, Vice President, Netezza

Netezza is the global leader in data warehouse and analytic appliances that dramatically simplify high-performance analytics for business users across the extended enterprise, delivering significant competitive and operational advantage in today's information-intensive marketplaces. The Netezza family of appliances brings appliance simplicity to a broad range of complex data warehouse and analytic challenges. Customers who have realized the benefits of Netezza appliances include Ingenix, Marshfield Clinic, Blue Cross & Blue Shields of Massachusetts, Premier, Shire, United Health Group and Wolters Kluwer Health. Based in Marlborough, Mass., Netezza has offices in Washington, DC, the United Kingdom, Europe and the Asia Pacific region. For more information about Netezza, please visit www.netezza.com.

Mike Macey

Vice President, Netezza

3:15 Afternoon Networking Refreshment Break

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

4:00 Measuring The Impact Of Promotional Activities Through Enhanced Analytics and Modeling Strategies To Maximize Your ROI

Ramesh Krishnan Ph.D., Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Wyeth has been implementing relationship-based promotional models for the past 2-3 years. Analytics and measurement are central tenants to the success of their programs. Ramesh, Head of Marketing Science at Wyeth shares tactics to optimize your marketing budget, and simultaneously influence prescribing habits through predictive modeling.

Elevate your analytics to determine how promotional activities are impacting your business by measuring the ROI of different activities simultaneously versus independently
Gather analytic measurements of specific customers across different promotional activities
Begin with an identification of a particular person within a specific promotional activity
Identify whether you are connecting the same customer to multiple promotional activities
Move beyond basic modeling into advanced analytic programs through an investment in your CRM tools
Obtain dramatic cost savings long-term with initial investment in advanced analytics programs

Ramesh Krishnan Ph.D.

Sr. Director, Marketing Science, Wyeth Pharmaceuticals

4:00 Panel Discussion: Generating High Impact Marketing Promotions For Maximum ROI In An Environment Of Diminished Budgets And Decreased Sales Forces

Bruce Braughton, VP, Allergy Marketing, Sanofi-Aventis U.S.
John McCarthy, Vice President Commercial strategy and Operation, AstraZeneca
Jeremy Jaggi, Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

As marketing budgets reduce, how can you ensure your messages are resonating? What available technologies can support your marketing and sales programs? This panel discussion focuses on promotional models that directly impact your bottom line, and generate the highest ROI for brands in all lifecycle stages.

Ensure marketing messages continue in the midst of sales force size reductions
Create brand messaging for products early in their lifecycle to demonstrate their benefits as opposed to existing products
Use complimentary channels (i.e. e-promotions, e-detailing, direct mailing, co-op mailers, customer messaging prior to the point of care) to compliment and enhance traditional sales force efforts for increased revenue

Bruce Braughton

VP, Allergy Marketing, Sanofi-Aventis U.S.

Bruce Braughton is the Associate VP heading up the commercial efforts for the Alliance between UCB, Inc. & sanofi-aventis for the launch of XYZAL. He joined sanofi-aventis in September 1991 and has held several positions within the commercial organization including Sales Professional, Hospital Sales, Preceptor in Sales Training & Marketing, District Sales Manager, Sr. Manager of Critical C [read more]

John McCarthy

Vice President Commercial strategy and Operation, AstraZeneca

John leads the Commercial Strategy and Operations group at AstraZeneca’s US Business, delivering innovative commercial solutions while driving business performance. Within his responsibilities, John also takes very seriously developing the people who serve on the marketing and commercial operations teams within his organization. Previously, John has been successful in leading the commercial activi [read more]

Jeremy Jaggi

Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

4:35 The Truth, The Whole Truth, And Nothing But The Truth: Understanding Healthcare Laws And Their Impact On Pharmaceutical Compliance

Rore Middleton, Corporate Compliance Associate, Purdue Pharma

Get an overview of the key healthcare laws, regulations and guidances that affect pharmaceutical compliance, offered by compliance officers from Purdue Pharma. Understand how these laws impact your business and key policies and procedures you must consider. Brainstorm about effective training, communication and monitoring.

An overview of The Anti-Kickback Statute, The False Claims Act and The FDCA
Policies and procedures….putting laws into practice
Effective compliance training ... how to combat the Sandman
Monitoring your progress and success

Rore Middleton

Corporate Compliance Associate, Purdue Pharma

Rore joined the Corporate Compliance team at Purdue Pharma L.P. in January 2009. In her role, Rore monitors state and federal legislation, maintains compliance with state regulations, reviews institutional policies, as well as assists with monitoring efforts and training of the sales force. Rore spent five years with the law firms of Beirne, Maynard & Parsons, LLP and Gardere, Wynne, Sewell &a [read more]

4:35 Implementing Leadership Development Programs In Your Organization

Sidney Mallory, Associate Director, Management Development & Training, Wyeth

Many organizations in uncertain times search outwardly for answers on maintaining and growing stockholder value and customer quality. During this process often possible solutions may lie within the rank and file of the current organization. Explore strategies, tactics and the possibilities on inspiring your leadership team through leadership development.

Why Organizations Should Train Leaders, An Enduring Strategy
The Design: Things To Keep In Mind When Building The Leadership Development Platform
Key Considerations During The Execution Phase of The Leadership Development Program
Measuring Program Impact Through Performance

Sidney Mallory

Associate Director, Management Development & Training, Wyeth

His professional experience spans over two decades which includes 20 years in the pharmaceutical and biotechnology industry with both Johnson & Johnson and Wyeth Pharmaceuticals. He has honed his skills in sales, sales management, business operations and marketing.Sidney now serves as specialist in Sales Training and Development for Wyeth where he is responsible for the development and deliver [read more]

5:10 Improving Sales Organization's Effectiveness By Using A Pragmatic Approach To Analytics

Vladimir Velednitsky, Director Vendor Management Analytics, Pfizer

In order to stay competitive many sales organizations rely on the extensive use of analytics to improve the effectiveness of operations. Sometimes field managers are skeptical to follow analytical guidance when recommendations do not align with their personal experience. Who is correct? To make this determination, sales managers need to understand intrinsic limitations to the accuracy and usefulness of analytical studies caused by the state of technology and source data accuracy. Once the limitations are assessed, it is important to design and implement an on-going performance evaluation program and monitor successes and failures of project implementations. Vladimir walks through the evaluation process and provides valuable insights to help sales managers optimize their sales performance.

Discovering how sales managers can rely on analytics to improve the effectiveness of their field force
Balancing a common sense approach with analytical vigor
Identifying the factors to define the practical usefulness of analytical recommendations
Recognizing potential limitations of analytical studies
Determining the optimal use of analytics in sales organization

10406_004_speaker_photo_vladimirvelednitsky

Vladimir Velednitsky

Director Vendor Management Analytics, Pfizer

Vladimir Velednitsky is a Director of Vendor Operations team at Pfizer. In this role he is focusing on increasing effectiveness of vendor utilization through data management and analytics. Over eight years with Pfizer Vladimir worked on improving managed care contracting performance and on optimizing prescriber targeting across multiple sales teams in support of major sales force restructuring ini [read more]

5:10 Sales Force Effectiveness: A Study In A Customer Focus Group Of Best Sales Practices

Jim Trunick, Sr. Director, Corporate Training and Development, Allergan

Many pharma executives make assumptions about the needs of their customers. Sales models, marketing messages and processes are created to support these assumptions. What do customers actually say to each other when the sale rep is not around? What do they observe about salespeople in their office, and what impact does that have on results and the customer relationship? In this eye-opening presentation, see videos of primary research highlighting what customers say and notice. Grasp exactly how important the cognitive recognition of value versus emotional connectivity to the product, rep, or company is to your customer.

Learn the process for conducting similar research within your own organization
Brainstorm ways to present findings to senior managers and as a mirror to sales teams for good and not-so-good behaviors
Determine areas within your own training that can be improved to generate greater customer relationship and results.

Jim Trunick

Sr. Director, Corporate Training and Development, Allergan

Jim oversees sales coaching & marketing management and leadership development for Allergan; a leader in eye care, dermatology, medical aesthetics, and Botox. Jim has over 25 year’s of healthcare industry experience with SmithKline and Allergan. Beginning in pharmaceutical sales, Jim has achieved numerous promotions through district management, product management, professional relations and U.S [read more]

5:45 PharmaForce 2009 Cocktail Reception

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.

7:00 End of Day One

End of Day One

Main Conference Day One

How To Develop A Customer-Centric, Compliant Sales And Marketing Model

Expand All [+]

Tuesday, Oct 6th, 2009

Rich Micali Senior Vice President, Sales Services, PDI

Clinton Lewis Jr President, US Operations, Animal Health Group, Pfizer

Charlotte E. Sibley Senior Vice President, CBS Business Management, Shire Pharmaceuticals

John Moran Global Leader, Commercial Optimization Center of Excellence, IMS Management Consulting

Patrick Homer Life Sciences Practice Principal, SAS

Tom Wolfe SVP/CIO, Osi Pharmaceuticals

Neeraj Singhal Senior Director Product Management and Strategy, Cegedim Dendrite

Jeffery Scott VP Information Technology, Ferndale Laboratories

Siva Nadarajah Sr. Director Sales Engineering, Cegedim Dendrite

Karl A Braun Vice President of Sales, Specialty Biologics, Pfizer Inc.

Howard Brock Senior Practice Executive, Sales Practice, Campbell Alliance

Jerry McLaughlin Vice President, Commercial Operations, NuPathe

Tom Kukla Sr. Director Field Management Development, Purdue Pharma

Jeremy Jaggi Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

W. Scott Evangelista Principal, Life Sciences, National Commercial Practice Leader, Deloitte

Meryl Allison Director, Life Sciences Marketing Practice, Deloitte

Jamie Wyatt VP and General Manager of Healthcare and Life Sciences, Netezza

Janet Quartarone Vice President, and Director of Marketing, SIMULATIONS, Inc.

Ramesh Krishnan Ph.D. Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Hans Nagl Director, Promotion Response Insight, Shire Pharmaceuticals

David Purdie Associate Director of Market Analysis and Intelligence, Genentech

Chris LaPak VP Pharma Solutions, Verix

Norbert Stone National Sr. Director of Sales & Marketing Training, Astellas Pharma

Mike Capaldi Associate Vice President, Sales Training & Leadership Development, Sanofi-Aventis

Keith Willis Director Pharma/Vaccines Training, Wyeth Pharmaceuticals

Michelle Poole Director of Training, Pharmaceutical Division, Bausch & Lomb

Howard Brock Senior Practice Executive, Sales Practice, Campbell Alliance

Chris Wright Managing Principal U.S. Pharmaceuticals, ZS Associates

Mike Macey Vice President, Netezza

Ramesh Krishnan Ph.D. Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Bruce Braughton VP, Allergy Marketing, Sanofi-Aventis U.S.

John McCarthy Vice President Commercial strategy and Operation, AstraZeneca

Jeremy Jaggi Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

Rore Middleton Corporate Compliance Associate, Purdue Pharma

Sidney Mallory Associate Director, Management Development & Training, Wyeth

Vladimir Velednitsky Director Vendor Management Analytics, Pfizer

Jim Trunick Sr. Director, Corporate Training and Development, Allergan

Rich Micali

Senior Vice President, Sales Services, PDI

Clinton Lewis Jr

President, US Operations, Animal Health Group, Pfizer

Charlotte E. Sibley

Senior Vice President, CBS Business Management, Shire Pharmaceuticals

John Moran

Global Leader, Commercial Optimization Center of Excellence, IMS Management Consulting

Patrick Homer

Life Sciences Practice Principal, SAS

Tom Wolfe

SVP/CIO, Osi Pharmaceuticals

Neeraj Singhal

Senior Director Product Management and Strategy, Cegedim Dendrite

Jeffery Scott

VP Information Technology, Ferndale Laboratories

Siva Nadarajah

Sr. Director Sales Engineering, Cegedim Dendrite

Karl A Braun

Vice President of Sales, Specialty Biologics, Pfizer Inc.

Howard Brock

Senior Practice Executive, Sales Practice, Campbell Alliance

Jerry McLaughlin

Vice President, Commercial Operations, NuPathe

Tom Kukla

Sr. Director Field Management Development, Purdue Pharma

Jeremy Jaggi

Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

W. Scott Evangelista

Principal, Life Sciences, National Commercial Practice Leader, Deloitte

Meryl Allison

Director, Life Sciences Marketing Practice, Deloitte

Jamie Wyatt

VP and General Manager of Healthcare and Life Sciences, Netezza

Janet Quartarone

Vice President, and Director of Marketing, SIMULATIONS, Inc.

Ramesh Krishnan Ph.D.

Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Hans Nagl

Director, Promotion Response Insight, Shire Pharmaceuticals

David Purdie

Associate Director of Market Analysis and Intelligence, Genentech

Chris LaPak

VP Pharma Solutions, Verix

Norbert Stone

National Sr. Director of Sales & Marketing Training, Astellas Pharma

Mike Capaldi

Associate Vice President, Sales Training & Leadership Development, Sanofi-Aventis

Keith Willis

Director Pharma/Vaccines Training, Wyeth Pharmaceuticals

Michelle Poole

Director of Training, Pharmaceutical Division, Bausch & Lomb

Howard Brock

Senior Practice Executive, Sales Practice, Campbell Alliance

Chris Wright

Managing Principal U.S. Pharmaceuticals, ZS Associates

Mike Macey

Vice President, Netezza

Ramesh Krishnan Ph.D.

Sr. Director, Marketing Science, Wyeth Pharmaceuticals

Bruce Braughton

VP, Allergy Marketing, Sanofi-Aventis U.S.

John McCarthy

Vice President Commercial strategy and Operation, AstraZeneca

Jeremy Jaggi

Executive Director of Sales, West Region, Nephrology Business Unit, Amgen

Rore Middleton

Corporate Compliance Associate, Purdue Pharma

Sidney Mallory

Associate Director, Management Development & Training, Wyeth

Vladimir Velednitsky

Director Vendor Management Analytics, Pfizer

Jim Trunick

Sr. Director, Corporate Training and Development, Allergan