Conference Day Two

Tuesday October 4, 2011

7:15 Registration and Networking Breakfast

Registration and Networking Breakfast

8:00 Opening Remarks By the Conference Chair

Richard Whitehead, COO, CSL Software

Opening Remarks By the Conference Chair

Richard Whitehead

COO, CSL Software

Richard is Chief Operating officer of CSL Software Solutions Inc. (the US arm of CSL), and one of the founders and owners of CSL Global. CSL are the acknowledged experts in electronic pharma coaching, and also have pharma customized solutions for key account management and incentive compensation. He is known as a thought leader on the topic of field force coaching, and speaker at man [read more]

8:15 Speed Networking Activity

Get to know your fellow attendees!

8:30 Keynote Panel Discussion: Rethink Your Commercial Models—Enhancing Sales and Marketing Operationsfor Improved Business Outcomes

Pamela Buford, Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.
Fred Lord, Director, Novartis Oncology Field Effectiveness, Novartis Oncology

Many factors are contributing to a shift in the pharmaceutical commercial model. Health care reform has created a greater focus on health outcomes and cost effectiveness research. Providers and payers are more closely linked with the rise of hospital systems and Accountable Care Organizations. How can your sales and marketing teams continue to provide value? This session looks at:

Trends in key account management strategies
How to utilize cross-functional teams to maximize presence with key accounts
Examples of new customer-centric sales models that deliver valuable information and relevant services to stakeholders
How to do more with less resources and less time in front of a physician
The benefits of a group practice strategy
Considerations for specialty pharma—which models are working?

Pamela Buford

Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Pamela A. Buford Director, Urology Marketing Astellas Pharmaceutical Ms. Buford is an accomplished business professional with proven proficiencies in marketing, strategy and employee development over a career that spans 17 years in domestic and international brand management, e-business and consumer marketing. She has demonstrated strong business acumen, marketing fundamentals, and consumer insigh [read more]

Fred Lord

Director, Novartis Oncology Field Effectiveness, Novartis Oncology

9:00 Challenging Assumptions: Rethinking Your Customer-Facing Strategy

Steve Corby, Vice President, Market Research and Analytics, Campbell Alliance

The healthcare industry and the stakeholders within it are constantly evolving. Those pharmaceutical and biotech manufacturers that are able to evolve ahead of the overall industry will be well positioned to succeed in the market, while those that fall behind or make the wrong decisions may have a hard go of it. One area that manufacturers must change is the way they think about and design customer-facing roles. The old assumptions that drive a company’s coverage, frequency, and deployment decisions have become stale and inappropriate to use as blanket assumptions to drive informed decision making. This session will discuss and challenge some of the major assumptions used by manufacturers to design their customer-facing roles. Specifically, participants will leave the session with an understanding of how to think about:

Market coverage in terms of market concentration, how far to reach within the market, and how to account for the impact of non-prescriber influencers on customer segments
The appropriate frequency to use with customer segments, taking into consideration different customer needs, time per call, and local-level variables
The design and deployment of customer-facing roles, with a specific look at having one point-of-contact vs. multiple specialized roles, and the importance of relationships on performance
Implications for customer-facing roles moving forward

10406_006_Steve Corby - Campbell Alliance

Steve Corby

Vice President, Market Research and Analytics, Campbell Alliance

Steve Corby is a Vice President in Campbell Alliance’s Market Research practice which provides custom physician, patient & payer market research & analytic services as well as several syndicated audits unique to the industry. In his client facing role he has provided many clients innovative market research, analytic and strategic consulting solutions to their busine [read more]

9:35 The Business Case For CBIM Implementation

Stephen Malam, IT Manager, Infonis International
Alfredo Nissim, President, Infonis International

Founded in 1987, INFONIS INTERNATIONAL is a multinational development of CRM and BI solutions to support commercial and marketing areas, from strategy to operations, within the Pharmaceutical industry. Creator of the CBIM concept (CRM+BI), INFONIS product suite Elite CBIM Powersales Edition is the first true online/offline solution that combines all transactional CRM functionalities for salesforce automation and efficiency management, with a unique analytical perspective thanks to the integration of the leading BI tool QlikView™, to support decision making. Additionally, a Mapping module with all healthcare structure layers showing geolocated KPIs for activity rescheduling, routing, reporting and dashboarding on-the-fly, as well as a module for Incentive self-calculation based on both qualitative and quantitative Objectives allowing user’s forecasting, represent high added-value optional integrations. Of course, Elite CBIM Powersales Edition runs from the cloud as a SaaS on various platforms, from desktops to tablets and smartphones, using Windows, Android or iPhone/iPad OS. For more information, visit us at www.infonis.com

Stephen Malam

IT Manager, Infonis International

Alfredo Nissim

President, Infonis International

10:05 Networking and Refreshment Break

Networking and Refreshment Break

10:45 Reducing Commercial Development Risk When Facing Clinical and Regulatory Uncertainty

Barrett McGrath, VP, Commercial Development, Intermune, Inc.

For emerging companies having development-stage assets, commercial development investment can be a critical and difficult decision. Building commercial infrastructure is expensive, time-consuming, and extremely risky. If a key asset fails in Phase III or worse, at FDA approval – much of the investment could be for naught, forcing the reduction of human and other resources. These investment risks can be mitigated through the use of strategic outsourcing of key elements of the commercial infrastructure. The challenge lies in deciding what to outsource, and what and when to build in-house. This presentation will outline a framework that emerging companies can use to guide them through this critical decision-making process.

Barrett McGrath

VP, Commercial Development, Intermune, Inc.

Barrett S. McGrath is Vice President, Commercial Development at Intermune, an emerging biotechnology company based in Brisbane, CA. At Intermune, Barrett led the commercial development effort for Intermune’s lead compound, pirfenidone, which Intermune was prepared to launch in the US in May 2010, prior to receiving a Complete Response from the FDA. With an EMA approval of Esbriet ( [read more]

11:15 Keynote Case Study

Vyom Bhuta, Director, Life Science Business Consulting, Cognizant
Tom Jirele, Principal & Digital Center of Excellence Lead, Cognizant Enterprise Analytics Practice, Cognizant

Cognizant (NASDAQ: CTSH) is a leading provider of information technology, consulting, and business process outsourcing services, dedicated to helping the world's leading companies build stronger businesses. Headquartered in Teaneck, New Jersey (U.S.), Cognizant combines a passion for client satisfaction, technology innovation, deep industry and business process expertise, and a global, collaborative workforce that embodies the future of work. With over 50 delivery centers worldwide and approximately 111,000 employees as of March 31, 2011, Cognizant is a member of the NASDAQ-100, the S&P 500, the Forbes Global 2000, and the Fortune 500 and is ranked among the top-performing and fastest growing companies in the world. Visit us online at www.cognizant.com for more information.

Vyom Bhuta

Director, Life Science Business Consulting, Cognizant

Vyom Bhuta, Director - Life Sciences Business Consulting. Vyom leads Cognizant’s Life Sciences Business consulting group with a focus on commercial pharma (sales & marketing). Vyom has over 14 years of combined industry and management consulting experience providing business transformation, commercial operations, technology services to Life Sciences companies in North America and A [read more]

Tom Jirele

Principal & Digital Center of Excellence Lead, Cognizant Enterprise Analytics Practice, Cognizant

Tom Jirele, Principal & Digital Center of Excellence Lead, Cognizant Enterprise Analytics PracticeTom is based in Bridgewater, NJ, USA and has been with Cognizant Enterprise Analytics Practice for 4 years. He has a strong analytical background in methodology and marketing analytics. He has been involved in the design and evaluation of marketing tactics using personal and non-person [read more]

11:55 VIP Think Tank and Luncheon Workshop- No One Knows The Challenges You Face Better Than Your Peers

Mike Capaldi, Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi
Eleanor Chye, Executive Director, AT&T Mobility Product, mHealth & Pharma, AT&T
Barrett McGrath, VP, Commercial Development, Intermune, Inc.

As the head of a sales or marketing team, your job is complex and constantly evolving. Find out how other industry leaders are handling some of your most pressing issues with in-depth tactical benchmarking

BUT YOU’RE NOT ALONE!

Join your VP level peers at the PharmaForce VP Think Tank. Gain honest feedback, debate strategic ideas and share high level insights in an intimate, closed door forum for 75 minutes. Take advantage of this rare opportunity to learn how your counterparts are increasing commercial profitability through innovative sales and marketing strategies. This is an invitation only session. If you wish to participate or would like to nominate your VP-level sales or marketing colleague, please contact Kristin Paulick, Program Director at kristin.paulick@wbresearch.com Hosted by: AT&T

Mike Capaldi

Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

Mike Capaldi is Associate Vice President, North American Corporate Social Responsibility & Institutional Relations for Sanofi-aventis US. Mike is based in the Bridgewater, NJ U.S. headquarters and is in his 15^th year with the organization.He is responsible for establishing relationships within the Healthcare community to advance platforms such as Care Coordination and Pr [read more]

Eleanor Chye

Executive Director, AT&T Mobility Product, mHealth & Pharma, AT&T

Eleanor Chye leads AT&T’s product team to conceptualize and bring to market our suite of enterprise offerings in the mobility healthcare and pharmaceutical space. Her mHealth and Pharma product team develops solutions that draw on best-of-breed mobile connectivities, applications and wireless devices to improve healthcare outcomes and reduce the costs of care. Solutions are being d [read more]

Barrett McGrath

VP, Commercial Development, Intermune, Inc.

11:55 Interactive Roundtable Discussion Groups

Michael Leonetti, Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.
Joe Martinez, RPh, PDE, PPC, HEOR Liaison, Northeast, Optimer Pharmaceuticals
John P. Oroho, Esq., Principal, Porzio, Bromberg & Newman, P.C.
Aaron Ricker, Perceptor, Sales Operations, Sanofi

After a busy morning of active listening, keynotes and networking, take control of your own event experience. Don’t be shy! Ask questions (or answer them!) of other conference attendees who are dealing with the same challenges as you. After 30 minutes, when the bell rings, move on to your second table for a repeat performance with a fresh topic!

In the last 10-15 minutes, each roundtable facilitator will share the 3 take-aways from each discussion.

Benefits:

Network with industry peers with very similar challenges, interests and responsibilities
Take a deep dive into a niche topic in an intimate and informal setting moderated by a subject matter expert
Don’t miss out on any discussions or learnings by staying for the roundtable wrap ups at the end of the sessions
Bonus - Leave PharmaForce with 10 key take-aways you can put into action as soon as you return to the office

Topics:

1. Integrating a CSO strategy into sales operations

2. The impact of FDA regulations on product marketing and approvals

3.Going mobile

4. Achieve Sales and Marketing Alignment for Improved Promotional Performance

5. New Strategies for partnering and proving the value proposition to managed care

Michael Leonetti

Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

Mike is an accomplished Pharmaceutical Executive with 25 years of successful experience in a variety of key leadership capacities. He has demonstrated diverse leadership skills while developing highly visible Pharmaceutical alliances resulting in multi-billion-dollar partnerships. In his current position, Mike is Executive Director, Contract Sales Forces, where Mike leads multiple primary care con [read more]

Joe Martinez, RPh, PDE, PPC

HEOR Liaison, Northeast, Optimer Pharmaceuticals

Joe is in Health Economic and Outcomes Research, HEOR Liaison - Northeast, Managed Markets for Optimer Pharmaceuticals. He provides health outcomes and clinical support to Managed Markets Clients, Medicaid and Medicare Part-D clients. Joe is also very active within the comparative effectiveness arena. Prior to joining Optimer, Joe was the Senior Managed Care Liaison for Amylin Pharmaceuticals for [read more]

John P. Oroho, Esq.

Principal, Porzio, Bromberg & Newman, P.C.

John Patrick Oroho is a principal of Porzio, Bromberg & Newman, P.C. His practice is concentrated in the area of federal and state regulatory compliance with respect to the Prescription Drug Marketing Act ("PDMA"), anti-kickback, false claims, patient inducement, and Medicare and Medicaid fraud and abuse. Mr. Oroho is the Executive Vice President of Porzio Pharmaceutical Services, [read more]

Aaron Ricker

Perceptor, Sales Operations, Sanofi

Aaron has been in the pharmaceutical industry for the past six years and served as an officer in the military prior to this. His career with sanofi aventis began in field sales, where he worked in various capacities, before entering his current role in Closed Loop Marketing. He is also currently pursuing his MBA through the University of North Carolina-Chapel Hill.

Private Luncheon for VP Think Tank AttendeesLuncheon for speakers and attendees

12:35 Private Luncheon for VP Think Tank Attendees

Private Luncheon for VP Think Tank Attendees

Hosted by AT&T

Concurrent track sessions begin, feel free to alternate between tracks to customize your experience

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

1:35 Chairperson’s Opening Address

Track A: Multi-Channel Marketing

Philippe Barzin, Chanel Strategy and Marketing Director, Janssen

Chairperson’s Opening Address

Philippe Barzin

Chanel Strategy and Marketing Director, Janssen

1:35 Chairperson’s Opening Address

Track B: Sales Force Innovation

Eric Kimble, VP, Sales and Marketing, Cubist Pharmaceuticals

Chairperson’s Opening Address

Eric Kimble

VP, Sales and Marketing, Cubist Pharmaceuticals

Eric Kimble is currently the Vice President of Sales and Marketing for Cubist Pharmaceuticals, a biopharma company based in Lexington, Massachusetts focused on acute care medications in the hospital and outpatient settings. He has worked at Cubist for the last 7 years in both Sales and Marketing Leadership roles. Prior to Cubist, Eric had several marketing, marketing research, and sales roles at B [read more]

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

1:40 Regulatory Update—How Are Current PromotionalGuidelines Impacting Product Marketing Approvals

Track A: Multi-Channel Marketing

Review current issues, actions, regulations and laws effecting the promotion of prescription drugs. Review enforcement trends over the last year specific to:

Fair/balance requirements
Product labeling
Off-label promotion
Social media and internet marketing

Find out how to continue to create successful promotional material while avoiding warning letters and other penalties.

1:40 It’s Nearly 2012…Are you Prepared for the Physician Sunshine Act?

Track B: Sales Force Innovation

Diane Hilligoss, Consultant, Physician Aggregate Spend Team, Eli Lilly & Company
John P. Oroho, Esq., Principal, Porzio, Bromberg & Newman, P.C.

Starting in 2012, pharmaceutical manufacturers will be required to produce a yearly report of the aggregate compensation given to a health care provider over a cumulative value of $100. This will allow for more transparency between manufacturers and HCPs, but also means a huge compliance burden for pharma and biotech. Discuss:

Best practices for preparing your data and ensuring compliance from your vendors and partners (CME providers, etc)
New methods for maintaining the HCP dialogue and relationship
The overlap between the Sunshine Act and state by state rules and regulations
Thoughts around additional disclosure requirements for the future and how to prepare

Ahmad Chaudhri
Director, Business Analytics
Allergan (invited)

Diane Hilligoss

Consultant, Physician Aggregate Spend Team, Eli Lilly & Company

Diane Hilligoss serves on the Physician Aggregate Spend Team at Eli Lilly and Company. Her primary responsibility is for the Data Analyst team that focuses on monitoring data and business processes to assess completeness and accuracy of reported data. In addition, Diane also serves as a liaison to the business areas managing HCP travel and group meetings. In 2004, Diane graduated with a BS in Mana [read more]

John P. Oroho, Esq.

Principal, Porzio, Bromberg & Newman, P.C.

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

2:10 Panel Discussion: Multi Channel Marketing and Sales for Increased Commercial Effectiveness

Track A: Multi-Channel Marketing

Philippe Barzin, Chanel Strategy and Marketing Director, Janssen
Pamela Buford, Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.
Kara Zubey, Director, Customer Centric Marketing, Endo Pharmaceuticals

With new technologies coming into play, all customers are multi channel customers. How can you determine the right channel mix for your customer? How can you analyze the impact of your messaging across channels? This discussion will look at how to:

Achieve the ideal channel mix for the lifecycle, market segment and product
Measure performance across channels
How to most efficiently integrate CLM with CRM
Optimize as you go and spend more on what works

Philippe Barzin

Chanel Strategy and Marketing Director, Janssen

Pamela Buford

Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Kara Zubey

Director, Customer Centric Marketing, Endo Pharmaceuticals

Kara has 14+ years of pharmaceutical experience where she has served multiple roles in brand marketing, global strategic marketing, clinical, and market research. Her experience includes brand extensions and product launches, KOL engagement, and scientific strategy. In her current role, Kara is Director of Customer Centric Marketing at Endo pharmaceuticals. She received her bachelors of science in [read more]

2:10 Driving Commercial Effectiveness through Collaborative Analytics

Track B: Sales Force Innovation

David Menzies, Vice President, Global Technology Services, ASI Business Solutions, Inc.

For more than 20 years, ASI Business Solutions, Inc. has been pioneering and delivering the finest sales force automation, collaborative analytics, business intelligence and PDRP systems available to address the unique needs of the pharmaceutical industry. Our knowledge, experience and devotion have kept our customers loyal and ahead of their competition with innovation such as ASI’s iPharmaToday™ pharmaceutical analytics for the iPad and iPhone. Whether you are a small, mid-sized or large company, with ASI you can experience the rewards of using solutions that work the way you want them to, when you need them to. For more information on all of our solutions for today’s pharmaceutical industry, please visit us online at www.asi-solutions.com.

David Menzies

Vice President, Global Technology Services, ASI Business Solutions, Inc.

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

2:40 Metrics Update: How to Measure and Convey the ROI of Your Promotional Efforts

Track A: Multi-Channel Marketing

Michael Rowe, Director, Global Strategic Marketing, Glaucoma, Allergan

With multiple marketing channels, how can you measure the success of individual as well as combined promotional efforts? Looking ahead to 2012, which channels will be more valuable than in the past?

This session will examine the tools and skills needed to measure and convey ROI and examples of innovative campaigns that deliver measurable returns.

Michael Rowe

Director, Global Strategic Marketing, Glaucoma, Allergan

Michael Rowe is a 20 plus year veteran of the pharmaceutical industry, having held leadership roles in U.S. and Global marketing at Allergan, Bayer and Pfizer. Leading up to these positions, Michael was a Director of Market Research and Director of Outcomes Research. A past speaker at a number of industry and academic conferences, Michael believes that Marketing is both a science and art and the b [read more]

2:40 Panel Discussion: Is the iPad the Next Sales Force Game Changer? A Look at How Technology is Improving SFE

Track B: Sales Force Innovation

Elby Nash, Principal, Cognizant Business Consulting, Life Sciences, Cognizant
Gregory Pyszczymuka, Product Manager, Endo Pharmaceuticals

The sales force has traditionally been slow in adopting new technology. However, with the introduction of products like the iPad and the increasing number of physicians using smart phones, the industry is deciding to invest more in detailing technology. This session will examine

The impact of new technology on physician-rep relationships
The pros and cons of tablets and their impact on detailing moving forward
Trends in mobile and the benefits smart phone adoption among reps and physicians
The role of social media in the detailing equation—when to use it, when to avoid it
The advantages of virtual selling through the use of video and web based tools

Moderated by: Cognizant

Elby Nash

Principal, Cognizant Business Consulting, Life Sciences, Cognizant

Dr. Elby Nash has been a senior management consultant, executive and entrepreneur for over 35 years, working with senior executives at global life sciences clients to architect and implement organization transformation programs focused on enterprise innovation and mobile solutions. Most recently, Dr. Nash has led the development and deployment of mobile solutions for patient self-management of chr [read more]

Gregory Pyszczymuka

Product Manager, Endo Pharmaceuticals

Greg has 8+ years of industry experience where he has served in multiple roles of increasing responsibility in sales, sales training, managed markets and marketing.　 He has held the positions of Sales Representative, Sales Training Manager, Specialty District Sales Manager, and Product Manager.　In his current marketing role, Greg played the role of commercial lead for deploying iPads and creating [read more]

3:15 Networking and Refreshment Break

Networking and Refreshment Break

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

3:50 Panel Discussion: Social Media and Professional Marketing…What’s Really Working?

Track A: Multi-Channel Marketing

Mike Capaldi, Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi
John Mack, AKA "Pharmaguy", Pharma Marketing Pundit & Critic, Blogger & Publisher, Pharma Marketing News
John Vieira, Director, Marketing Operations, Daiichi Sankyo Inc

Engaging with your stakeholders on social media can be extremely challenging in such a heavily regulated industry. Hear best practices from companies who are utilizing tools like Facebook, Twitter, and online communities as a part of their branded and unbranded marketing initiatives.

Examine trends and challenges in social media marketing for HCPs
Examples of innovative initiatives that worked well over the past year
Ideas for how to best integrate social media into your overall promotional plan
Understand which markets are more conducive to social media strategies
How to engage appropriately on online physician communities
Re-energize your branded and unbranded websites with dynamic content to keep HCPs coming back
Measuring the ROI of your social media efforts

Mike Capaldi

Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

John Mack

AKA "Pharmaguy", Pharma Marketing Pundit & Critic, Blogger & Publisher, Pharma Marketing News

Pharmaguy (@pharmaguy) – also known as John Mack – is the Publisher and Editor of Pharma Marketing News, an independent monthly electronic newsletter focused on issues of importance to pharmaceutical marketing executives. Pharmaguy is also an accomplished blogger. In January 2005, he created Pharma Marketing Blog (www.pharmamarketingblog.com), which focuses on commentary about topical pharm [read more]

John Vieira

Director, Marketing Operations, Daiichi Sankyo Inc

3:50 Panel Discussion: Develop a Competency Model for the Rep of the Future

Track B: Sales Force Innovation

Eric Kimble, VP, Sales and Marketing, Cubist Pharmaceuticals
Tim Ryan, Exective Director Prescription Medicine & Development, Boehringer Ingelheim Pharmaceuticals Inc.

Oddly enough, the rep of the future will draw on skill sets that prevailed many years ago in the industry. Before sales reps had strong business and selling backgrounds, they had clinical backgrounds and were often pharmacists. The rep of the future must combine these two attributes and take a more consultative approach to detailing. This session will look at the types of selling skills, product knowledge and business acumen required to succeed in today’s changing healthcare environment.

Eric Kimble

VP, Sales and Marketing, Cubist Pharmaceuticals

Tim Ryan

Exective Director Prescription Medicine & Development, Boehringer Ingelheim Pharmaceuticals Inc.

Tim Ryan is currently responsible for leading the Prescription Medicines Training & Development function at Boehringer Ingelheim. Sales, Marketing, and Managed Markets are the primary customers of this function with secondary support of training for other functions such as Business Analytics, Commercial Operations, etc. Prior to this current role, he has 15+ years of Pharma experie [read more]

Track A: Multi-Channel MarketingTrack B: Sales Force Innovation

4:30 Cross Channel Solutions – Internal Alignment is the Key to Success?

Track A: Multi-Channel Marketing

Tim J. Johnson, Senior Director, US Field Effectiveness, Pfizer, Inc
David Ryan, Senior Director, Team Lead, Multi Channel Planning, Pfizer Inc

The marketing mix continues to fragment. One clear area of change is the usage of a combination of both personal and non personal approaches for the same brand and customer. Do these changes bring increased decision making complexity and a greater need for internal coordination or does the desire for an aligned customer approach as well as top and bottom line growth break old habits?

Tim J. Johnson

Senior Director, US Field Effectiveness, Pfizer, Inc

Tim Johnson is currently Senior Director US Field Effectiveness at Pfizer. He has over 25 years Pharmaceutical experience, the majority of his career invested in the Sales and Marketing arenas. Tim is currently responsible for leading a team whose primary goal is to drive the successful implementation, planning and coordination of multiple contract sales teams across multiple business units. Toget [read more]

David Ryan

Senior Director, Team Lead, Multi Channel Planning, Pfizer Inc

David’s efforts with Pfizer are focused on improving the discipline behind insights-driven marketing decisions for Healthcare Professional Marketing initiatives. With the help of a team of experienced HCP Marketing and Sales professionals deployed across business units, David is intent on being actively engaged to produce stronger, more integrated Multi-Channel strategies, plans and tactics. In ad [read more]

4:30 Best Practices For Selecting And Integrating A CSO Into Your Promotional Strategy

Track B: Sales Force Innovation

Michael Leonetti, Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

Using a contract sales organization can be an efficient and effective way to supplement your internal sales force. This session will look at how and when to integrate a CSO into your promotional strategy. Assess the benefits of contracting (increased flexibility and efficiency) and how to avoid the potential pitfalls.

Michael Leonetti

Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

5:00 Main Conference Day One Concludes, Join Us for the PharmaForce Cocktail Reception Sponsored By Netezza

After a busy day of solution-focused sessions, relax with fellow speakers and attendees. Take advantage of the opportunity to network and share ideas off-line.






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Conference Day Two

Tuesday October 4, 2011

Richard Whitehead COO, CSL Software

Pamela Buford Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Fred Lord Director, Novartis Oncology Field Effectiveness, Novartis Oncology

Steve Corby Vice President, Market Research and Analytics, Campbell Alliance

Stephen Malam IT Manager, Infonis International

Alfredo Nissim President, Infonis International

Barrett McGrath VP, Commercial Development, Intermune, Inc.

Vyom Bhuta Director, Life Science Business Consulting, Cognizant

Tom Jirele Principal & Digital Center of Excellence Lead, Cognizant Enterprise Analytics Practice, Cognizant

BUT YOU’RE NOT ALONE!

Mike Capaldi Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

Eleanor Chye Executive Director, AT&T Mobility Product, mHealth & Pharma, AT&T

Barrett McGrath VP, Commercial Development, Intermune, Inc.

Benefits:

Topics:

1. Integrating a CSO strategy into sales operations

2. The impact of FDA regulations on product marketing and approvals

3.Going mobile

4. Achieve Sales and Marketing Alignment for Improved Promotional Performance

5. New Strategies for partnering and proving the value proposition to managed care

Michael Leonetti Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

Joe Martinez, RPh, PDE, PPC HEOR Liaison, Northeast, Optimer Pharmaceuticals

John P. Oroho, Esq. Principal, Porzio, Bromberg & Newman, P.C.

Aaron Ricker Perceptor, Sales Operations, Sanofi

Hosted by AT&T

Philippe Barzin Chanel Strategy and Marketing Director, Janssen

Eric Kimble VP, Sales and Marketing, Cubist Pharmaceuticals

Diane Hilligoss Consultant, Physician Aggregate Spend Team, Eli Lilly & Company

John P. Oroho, Esq. Principal, Porzio, Bromberg & Newman, P.C.

Philippe Barzin Chanel Strategy and Marketing Director, Janssen

Pamela Buford Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Kara Zubey Director, Customer Centric Marketing, Endo Pharmaceuticals

David Menzies Vice President, Global Technology Services, ASI Business Solutions, Inc.

Michael Rowe Director, Global Strategic Marketing, Glaucoma, Allergan

Moderated by: Cognizant

Elby Nash Principal, Cognizant Business Consulting, Life Sciences, Cognizant

Gregory Pyszczymuka Product Manager, Endo Pharmaceuticals

Mike Capaldi Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

John Mack AKA "Pharmaguy", Pharma Marketing Pundit & Critic, Blogger & Publisher, Pharma Marketing News

John Vieira Director, Marketing Operations, Daiichi Sankyo Inc

Eric Kimble VP, Sales and Marketing, Cubist Pharmaceuticals

Tim Ryan Exective Director Prescription Medicine & Development, Boehringer Ingelheim Pharmaceuticals Inc.

Tim J. Johnson Senior Director, US Field Effectiveness, Pfizer, Inc

David Ryan Senior Director, Team Lead, Multi Channel Planning, Pfizer Inc

Michael Leonetti Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

Richard Whitehead

COO, CSL Software

Pamela Buford

Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Fred Lord

Director, Novartis Oncology Field Effectiveness, Novartis Oncology

Steve Corby

Vice President, Market Research and Analytics, Campbell Alliance

Stephen Malam

IT Manager, Infonis International

Alfredo Nissim

President, Infonis International

Barrett McGrath

VP, Commercial Development, Intermune, Inc.

Vyom Bhuta

Director, Life Science Business Consulting, Cognizant

Tom Jirele

Principal & Digital Center of Excellence Lead, Cognizant Enterprise Analytics Practice, Cognizant

Mike Capaldi

Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

Eleanor Chye

Executive Director, AT&T Mobility Product, mHealth & Pharma, AT&T

Barrett McGrath

VP, Commercial Development, Intermune, Inc.

Michael Leonetti

Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.

Joe Martinez, RPh, PDE, PPC

HEOR Liaison, Northeast, Optimer Pharmaceuticals

John P. Oroho, Esq.

Principal, Porzio, Bromberg & Newman, P.C.

Aaron Ricker

Perceptor, Sales Operations, Sanofi

Philippe Barzin

Chanel Strategy and Marketing Director, Janssen

Eric Kimble

VP, Sales and Marketing, Cubist Pharmaceuticals

Diane Hilligoss

Consultant, Physician Aggregate Spend Team, Eli Lilly & Company

John P. Oroho, Esq.

Principal, Porzio, Bromberg & Newman, P.C.

Philippe Barzin

Chanel Strategy and Marketing Director, Janssen

Pamela Buford

Director, US Urology Franchise & Leader US Consumer Marketing Center of Exc, Astellas Pharma US, Inc.

Kara Zubey

Director, Customer Centric Marketing, Endo Pharmaceuticals

David Menzies

Vice President, Global Technology Services, ASI Business Solutions, Inc.

Michael Rowe

Director, Global Strategic Marketing, Glaucoma, Allergan

Elby Nash

Principal, Cognizant Business Consulting, Life Sciences, Cognizant

Gregory Pyszczymuka

Product Manager, Endo Pharmaceuticals

Mike Capaldi

Vice President, North American Corporate Social Responsibility & Institutional Relations, Sanofi

John Mack

AKA "Pharmaguy", Pharma Marketing Pundit & Critic, Blogger & Publisher, Pharma Marketing News

John Vieira

Director, Marketing Operations, Daiichi Sankyo Inc

Eric Kimble

VP, Sales and Marketing, Cubist Pharmaceuticals

Tim Ryan

Exective Director Prescription Medicine & Development, Boehringer Ingelheim Pharmaceuticals Inc.

Tim J. Johnson

Senior Director, US Field Effectiveness, Pfizer, Inc

David Ryan

Senior Director, Team Lead, Multi Channel Planning, Pfizer Inc

Michael Leonetti

Executive Director, Contract Sales, Boehringer Ingelheim Pharmaceuticals Inc.