8:30 Breakfast and Registration Breakfast and Registration

9:05 Chairperson's Opening Address Richard Whitehead, Chief Operating Officer, CSL Software Solutions Inc. Chairperson's Opening Address Richard Whitehead Chief Operating Officer, CSL Software Solutions Inc. Richard is C.O.O of CSL Software solutions Inc. the Pharmaceutical and Animal Health Sales Force Excellence and Analytics specialist software vendor. He is also Global VP of Sales and Marketing for CSL worldwide and one of the co-owners of the Global company.Richard has extensive experience in SFE and Incentive Compensation methodology through many ground breaking Pharma software implementations, [read more]

9:20 KEYNOTE: Shaping A Better Future By Managing Healthcare Change Bob Merold, General Manager, Symphony Metreo Pharma Hal Petrimoulx, Executive Director Of Information Management And Development, Merck (RET) The pace of change will only accelerate with numerous pending healthcare reforms. Change is something you can shape and adapt to create competitive advantage, or it simply happens to you (mostly to your disadvantage). Today, companies are struggling to keep up with current changes; upgrading a company's ability to change is essential to succeeding in the New Healthcare World. This presentation focuses on key leverage points for companies looking to succeed. Don't ride with Thelma and Louise: looking beyond the Quarterly Number Get more out of field sales with less: competing on analytics Managed Care: wrestling with the new 800-pound gorilla IT: making your systems part of the solution Bob will be presenting with a pharma client. Please visit www.pharmaforceus.comfor updates. Bob Merold General Manager, Symphony Metreo Pharma Bob Merold is General Manager of the Pharmaceutical Division, bringing almost two decades of experience in information management and technology serving the global pharmaceutical industry. As a senior executive at IMS Health in the 1990’s, Bob develop and led to market leadership the most widely used information service in the industry, the Xponent suite of products, in both America and Europe. Ov [read more] Hal Petrimoulx Executive Director Of Information Management And Development, Merck (RET)

9:55 KEYNOTE: Building An Effective, Integrated Alternative Sales Channel – Strategic Options And Market Experience Mark Gleason, Senior Vice President, Corporate Development, Aptilon Declining physician access and cost pressures are forcing a rethinking of the traditional pharma sales and marketing model. As physician population trends and regulatory pressures are eliminating many of the traditional options, the search for the new “Sales Force of the Future” models are essential for short-term and long-term success. Mark explores the sales force model of the future in this Keynote discussion. Needs assessment for expanding coverage and access for targeted physicians Physician behaviors that are opening new access and interaction channels Understanding the implications for sales force structure and function to achieve an effective “Sales Force of the Future” Mark Gleason Senior Vice President, Corporate Development, Aptilon Mark Gleason is Senior Vice President of Corporate Development for Aptilon, a pioneer in alternative sales channels connecting reps and physicians live over the internet. Mr. Gleason was a principal of HyGro Group, Inc. a strategic growth consultancy pioneering new strategies and services in eMarketing and physician engagement. He has worked with Bristol-Myers Squibb, Johnson & Johnson, Pharma [read more]

10:30 Networking Refreshment Break Networking Refreshment Break

11:15 KEYNOTE: Increasing The Success Of Your Sales Team Through Customer-Centric Account Management Approaches Scott Carmer, Vice President Sales and Marketing, Rituxan Immunology, Genentech As the head of sales and marketing for Rituxan, Scott focuses on specialized customer-centric selling environments. In this keynote session, he delves into internal alignment to maximize the effectiveness of your sales force. Receive a greater ROI on your sales force efforts using customer-focused selling strategies after leaving this presentation: Determine the capabilities needed to develop an account management capability on a cultural level with in your organization Execute effectively- how do you align people to work in a matrix environment versus a direct report environment in terms of culture, capabilities and execution? Verify the skills needed to work cross-functionally at the customer-level Integrate consultive selling processes into a potential hard line organizational structure and get buy-in from senior management to execute on these processes from the top level down Scott Carmer Vice President Sales and Marketing, Rituxan Immunology, Genentech Mr. Carmer began his career in 1989 as a Respiratory Sales Representative for Glaxo, and spent the next 12 years with the company in a variety of roles that spanned the Sales, Marketing, Managed Care, Finance and European Business Development functions.In 2001, Scott joined Amgen as a Marketing Director in its Anemia Business Unit with responsibility for Aranesp in Nephrology. In his final assignm [read more]

11:50 KEYNOTE: Panel Discussion: Sifting Through Today's Environment Of Mergers And Acquisitions To Prepare Your Team For Potential Change Sam Rasty, Director, Strategic Marketing, Commercial Strategy and Portfolio Planning, Endo Pharmaceuticals Inc. Winston Chen, VP Strategy and Business Development, Kalido Given the increasing number of mega-mergers and acquisitions, companies are looking to maintain employee morale and workforce motivation. This panel explains how to navigate through the transition period internally, as well as understand the thinking behind a potential merger and/or acquisition. Move through this process efficiently at the end of this keynote session. Understand the current climate of mergers and acquisitions How do companies make the decision to merge or acquire companies? What structures of deals make sense given the current environment? Put together effective transition/integration teams Identify internal communications plans Keep teams motivated throughout the transition process Sam Rasty Director, Strategic Marketing, Commercial Strategy and Portfolio Planning, Endo Pharmaceuticals Inc. Sam Rasty is Director of Strategic Marketing at Endo Pharmaceuticals, a specialty pharmaceutical company with a strategic focus in pain management, urology, endocrinology and genitourinary oncology. His responsibilities include strategic identification of new in-license opportunities and product/franchise growth strategies across multiple therapeutic areas. In addition, he leads the effort to prov [read more] Winston Chen VP Strategy and Business Development, Kalido Winston Chen serves as Vice President, Strategy and Business Development, responsible for formulating long-term direction for Kalido's business strategy and product offerings, as well as developing key partnerships with technology, content and global services companies. Winston previously served as group vice president of professional services at Kalido with responsibility for consulting and train [read more]

12:25 Luncheon for Speakers and Attendees Luncheon for Speakers and Attendees

1:25 Chairperson's Address Patrick Brundage, Practice Leader, Analytics, marketRx, a Cognizant Company Chairperson's Address Patrick Brundage Practice Leader, Analytics, marketRx, a Cognizant Company Patrick Brundage is the Practice Leader for Life Sciences Analytics with marketRx, a Cognizant Company (www.marketrx.com and www.cognizant.com). Mr. Brundage manages a 300+ person consulting team spread across 10 offices in the US, Europe and Asia-Pacific. These teams are responsible for consultation and delivery of mar [read more]

1:35 Panel Discussion: Evaluating Alternative Sales Models For Increased Physician Access And Product Penetration Jim Trunick, Sr. Director, Corporate Training and Development, Allergan Cal Austin, Team Leader, Sales Information Solutions & Operations, Pfizer Klaus Langhoff-Roos, Director Field Force Effectiveness, Novo Nordisk Moderator - Bob Gabruk, Vice President, Professional Services, marketRX, a Cognizant Company With the barriers to physician access increasing year over year, panelists from large and specialty pharma converge to discuss the advantages and disadvantages of alternative sales models using technologies and data analysis best practices. Return to the office with solutions that are sustainable long-term for your sales model. Gain an understanding of effective sales models at the launch stage versus the end of patent life. Increase your product penetration no matter the level of access restriction. Create an optimal sales force Identify the cost-effective way to reach physicians today In the face of downsizing, how can you keep new product pipelines afloat when faced with smaller sales forces? Should you integrate available technologies into your sales strategy? Which technologies? Discover if your solutions are sustainable long-term Evaluate where your sales model fits in terms of product lifecycle 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] Cal Austin Team Leader, Sales Information Solutions & Operations, Pfizer Cal Austin has been with Pfizer for 20 years, beginning as a representative in North Carolina. Since moving to New York, he has been involved with every aspect of sales operations and technology training. Currently he is managing the roll-out of a new SFA to the US sales force using a combination of virtual learning and classroom training. Klaus Langhoff-Roos Director Field Force Effectiveness, Novo Nordisk Moderator - Bob Gabruk Vice President, Professional Services, marketRX, a Cognizant Company

2:10 Closed Loop Marketing In A Multi-Channel Environment Marc Valdiviezo, Director Marketing Excellence, Sanofi-Aventis In order to maximize your sales strategy, reps need to be trained and armed with a range of resources at their disposal. Providing analytic insight into the optimal use of these resources saves your organization valuable budget and time. Marc unveils the closed loop marketing approach used at Sanofi-Aventis, maximizing physician response and your return on investment with multi-channel contact strategies. Develop internal structures and allocating resources around multi-channel contact strategies Provide promotion sensitive guided resource allocation and going beyond closed loop marketing Automate your processes to simplify rep interactions with physicians Create micro-segments based upon meaningful content to optimize rep and physician interactions Work with regulatory teams and agencies to develop new models using content that can be tailored Evolve the traditional tablet PC models to fully closed-loop marketing models Evolve closed loop marketing to include multi-channel contact strategies Save valuable budget from incremental channels using multi-channel contact strategies Marc Valdiviezo Director Marketing Excellence, Sanofi-Aventis Marc Valdiviezo – Director Marketing Excellence at Sanofi-Aventis US. Marc has held numerous positions sales, brand marketing positions in the US and in global marketing spanning a wide range of therapeutic specialty and primary care markets. He is currently responsible for marketing excellence at sanofi-aventis in the US, driving efficiency and effectiveness initiatives and marketing innovation, [read more]

2:45 Afternoon Networking Refreshment Break Afternoon Networking Refreshment Break

3:25 Commercial Transformation: Adapting Sales Models And Restructuring Field Forces Locally For Optimal ROI Klaus Langhoff-Roos, Director Field Force Effectiveness, Novo Nordisk Regionalization is the foundation of a results-driven sales force model. As companies reallocate budget and modify their sales approach, moving from a nationalized structure to a regional model will sustain long-term profitability. Klaus underscores sales force effectiveness at Novo Nordisk, at the regional level to maximize customer relationships and resource deployment. Move away from the traditional one size fits all commercial model to develop long-term strategic relationships with your customers Adjust your strategy to influence prescribing at the pharma formulary level instead of the prescriber level Redeploy your resources around a focus on payer and regional levels as a support for your sales strategies Train regional management to understand and capitalize on their P&L responsibilities Enforce adaptation to the new sales model throughout the entire organization to guarantee buy-in from senior leadership to the rep level Klaus Langhoff-Roos Director Field Force Effectiveness, Novo Nordisk

4:00 M&A And Strategic Licensing To Grow A Product Portfolio Sam Rasty, Director, Strategic Marketing, Commercial Strategy and Portfolio Planning, Endo Pharmaceuticals Inc. What are the opportunities and challenges in growing a product portfolio through organic growth vs. M&A? What M&A trends have we witnessed in the recent financial crisis and what predictions are offered for the future of the industry? Sam discusses the current M&A environment, from a specialty perspective, and delves into strategies to take advantage of the current situation through portfolio growth and partnership development. A strategy from a specialty pharma perspective Convergence of technologies in healthcare Challenges to growth and what it takes to succeed Sam Rasty Director, Strategic Marketing, Commercial Strategy and Portfolio Planning, Endo Pharmaceuticals Inc. Sam Rasty is Director of Strategic Marketing at Endo Pharmaceuticals, a specialty pharmaceutical company with a strategic focus in pain management, urology, endocrinology and genitourinary oncology. His responsibilities include strategic identification of new in-license opportunities and product/franchise growth strategies across multiple therapeutic areas. In addition, he leads the effort to prov [read more]

4:35 End of Conference Just In Time to Beat Rush Hour Traffic!