Breakfast and workshop registrations

Sales and marketing leaders need to have a clear understanding of how well their sales force compares to key competitors and how effectively their sales reps are able to meet customer needs.  Customer Value Metrics provide critical insights and actionable recommendations to benchmark and improve sales force performance by answering the following questions:

• What rep behaviors build strong customer relationships and deliver the greatest value to physicians?
• How does your sales force compare to key competitors on the rep behaviors that matter most?
• What actions should you take to improve sales force performance?

The Changing pharmaceutical environment necessitates New Incentive Compensation metrics, and the increased use of non-sales based metrics, as well as Customer Value Metrics and Message Management.

• Focus on the use of other metrics besides $s / TRx / NRx volumes - Patient level data and new to Brand prescribing
• Increase the use of team metrics for account-based selling - Management by objectives

Stephen M Fox Steve Fox has a strong background in pharmaceutical commercials operations. He has worked for three of the largest global pharmaceutical companies, two of the largest service providers to the industry and three of the world's largest consulting firms. He has a unique mix of a medical research background plus broad business experience and technical knowledge.

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.

This workshop will focus on effectively managing Incentive Compensation plans through a merger of two companies with very different incentive cultures. Using a case study to stimulate discussion, this workshop will be covering effective roster management, measuring behaviors as a plan component, harmonizing different plans, managing the transition from competitors to colleagues, using an innovative array of plans and management tools. Come to this workshop to discuss, and receive immediate answers.

• Change is here to stay - how can we make it easy?
• Easing the pain of change

Richard Whitehead Richard is Global VP of Sales and Marketing for CSL - market leaders in Business analytics and SFE solutions for the pharma industry. Since 2006 Richard has focused on and run CSL’s US operation, CSL Software Solutions Inc. based in Burlington VT. Richard has a wealth of experience in SFE and Incnetive Compensation methodology and implementation, is a thought leader on the subject, and has presented at many industry conferences around the world. Richard has been with CSL since 1997, when he [ read more ...]

Ellen Wurster Ellen Wurster  has over 13 years experience in all areas of Commercial Operations with Intervet/Schering Plough Animal Health.  Her key areas of responsibilities include: Business Analytics, data management,  Incentive Plan design and management, quota setting, territory alignment.  Her team also provides commercial marketing program management.   During her tenure, the company has experienced 2 mergers with a 3rd pending.  These experiences provided unique opportunities to understand and [ read more ...]

Pre-Lunch Refreshment Break

Acclimate new mature candidates to your environment and capitalize upon a breadth of workforce experience within your organization

• Ensure mature candidates become productive and engaged individuals within the organization through adaptive training methods
• Put practices in place to protect your mature workforce from a potential downsizing to retain talent within your organization

Understand dramatic changes in rep promotional models due to new state guidelines and increased government restrictions around traditional rep sales models

• Work with partners to develop and implement digital applications via laptop, blackberry and iPhone to support rep promotional strategies
• Understand and avoid potential legal ramifications of these technologies in pharma and develop compliant strategies
• Deliver doctor alerts and product details via iPhone, blackberry or laptop
• Develop a global technology approach to capitalize on their use across all product categories and regions

For more information on workshop C, D and E hosts, please visit www.pharmaforceus.com.

Conclusion of Day

No session description available.