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SFEEurope 2011 WEBFeb
SFEEurope 2011 WEBFeb
650 + attendees
Save €300
when you register
before Feb 11th
9th Annual
Cecile Quaedackers
VP/General Manager
Global Client Group
American Express GCC
Ken Jones
COO Europe
Astellas
Andre Groenewegen
VP & General Manager
UCB
Michael Zaiac
VP Global Medical Affairs
Adolescent/Adult Vaccines
GSK
SILVER SPONSOR:
Open now to get a breakdown of all our speakers, an in-depth agenda and insight on who you’ll meet!
New markets, new
opportunities & a
new sales force?
This is your invitation to join leading minds in sales and World Class Speakers Include:
marketing on March 29-31 in Dusseldorf- yes, Dusseldorf!
Cecile Quaedackers Charl Van Zyl
Following feedback from last year’s delegates and our Vice President/General Manager Global VP & GM
research, we will be moving the event to Germany, with an Client Group Baush and Lomb
American Express GCC
excellent venue and the location is easy to get to. Plus, we Charlotte Sibley
have a few tricks up our sleeves to make this the most Ken Jones Senior Vice President
entertaining SFE yet! COO Europe Shire
Astellas
William Anderson
We are proud to announce a few changes: Dr. Miri Halperin Wernli Creative Director
Vice President, Deputy Head Global The Team Works
• Our keynote day will include speakers from other regulated Clinical Development Global Head
industries who focus on customer centricity success Business & Science Affairs Armin Pearn
stories with key learnings for pharma Actelion Pharmaceuticals Marketing Director
Dentsply
• There will be workshops specifically targeted to solution Hans Hoogkamer
providers & consultants Life Cycle Leader & Head of Portfolio Oliver Taraud
Planning Operations Informatics Director
• Our keynote day will be fully interactive- with a polling Actelion Pharmaceuticals ltd IPSEN
system for every presentation. You will be able to ask the
Andre Groenwegen Daniel Ghozzi
questions anonymously you are too scared to ask! Vice President and General Manager Managing Director CIS
• We will be changing our format to include new tracks. This UCB UCB Pharma Russia
year we are breaking the event down in to 9 tracks- making
Michael Zaiac Carlos Martínez
it bigger & more specialised than ever before. VP Global Medical Affairs Director Sales Excellence, Business
Adolescent/Adult Vaccines Improvement Group
GSK Johnson & Johnson
Turn to page 4,5 & 6 for more information on these sessions,
and all presentations. We’d be delighted to hear your thoughts Ifti Ahmed Oliver Mitchell
on the programme. Head of Sales Academy Global Sales Head of Customer Excellence
Excellence Abbott
Merck Serono SA
We hope to see you there. Tyrone Edwards
Rob Dickerson Senior Vice President (ret.)
Asia Pacific Sales Director Merck
Last year’s event was an undisputed success. With nearly 600 Warner Chilcott
Fabrizio Checchia
attendees despite the volcanic ash cloud (96% saying that they Dirk Otto Head of Gynecology Unit
would recommend this conference to a friend), it was one of International Marketing Team Head Angelini
our biggest events ever. Here’s what some of your peers have Bayer
Allan Mackintosh
said about the event: Terrell Sweat PMAP Performance Coach
Senior Director - Commercial Grunenthal UK
Excellence US
Actelion Liz Murray
“Excellent event! Particularly enjoyed the cross-cultural Head of Customer Effectiveness,
diversity of thought--intellectually stimulating!” Mohammed Khater Primary Care Business Unit (Europe,
Commercial Excellence Manager Canada, Australia, NZ)
Terrell Sweat, Senior Director Commercial Effectiveness, Bayer Schering Pharma AG Pfizer Ltd
Day Evening
Practical Workshops
Run by the leading minds in pharma
• New for this year workshops specifically tailored for solution providers and
consultants
Day Two • Mature Markets: Discover how KAM, regionalisation and the upskilling of Networking Party followed by
your organisation’s people will play a part in future models delegate dinner
• KAM: Examine the suite of available KAM models and test their suitability (by invitation only)
• Training & Development: Motivate and Stimulate: Create a culture of
learning
• Sales Tools: Drive multi-channel integration through the use of technology
and analytics
Practical Workshops
See www.sfeeurope.com to secure your space and check out the latest
updates
Day Three • Digital Selling: How can your sales force embarce and benefit from digital End of conference
selling? Leave with take-home solutions to
• Market Access & Product Launch: Drive product uptake & gain a put in to place on Monday!
competitive position during the launch phase
• Speciality Selling: Insights on the position of the specialty market - what
new opportunities exist?
• Emerging Markets: Driving In-Call Effectiveness: What we’ve Learned from
100,000 Sales Assessments
For the full speaker line-up and the most up to date agenda visit:
www.sfeeurope.com
Keynote
March 29
Key learnings and best practices from CASE STUDY Collaboration is key: structure your sales PANEL SESSION
beyond outside Pharma and marketing team to deliver an
• Achieve the ultimate: “Trusted advisor” status and win/win effective value selling model
partnerships • How do organizations create unique value for their most
• Create buy - in from your company and your customers - how to strategic B2B customers?
take them on your journey • Value-based selling: strategies and enablers for successful
• A few practical steps: Remuneration philosophy, account key account management
plans & how to build stakeholders at different levels • How can pharma manufacturers generate win/wins for
• Identify the need for KAM & make it part of the DNA of your their key customers?
company Charl Van Zyl
Cecile Quaedackers VP & GM
Vice President/General Manager Baush and Lomb
Global Client Group
American Express Michael Zaiac
VP Global Medical Affairs,
Adolescent/Adult Vaccines
The new era of healthcare: How to create effective
GSK
partnerships to drive your business forward
• Ways how to incorporate the customer perspective into your SFE Charlotte Sibley
strategies to engage more effectively with your key clients Senior Vice President
• Who are your main decision markers- learn how to Shire
identify & work with them
• Work with a variety of KOLs to develop a long term
revenue strategy Daniel Ghozzi
Managing Director CIS
Ken Jones UCB Pharma Russia
COO Europe
Astellas
The next big thing: can personalised medicine re-energise
your sales strategy?
Innovative lifecycle and portfolio
CASE STUDY • How to communicate from the top down to get engagement from
management strategies: Create value for
all parties to collaborate and work cohesively to speed up pipeline
patients and pharma
improvements
• Lifecycle and portfolio management: How do they really create • Create an integrated system which blends marketing, sales and
value? R&D seamlessly - as well as continually evolve with the constant
• Understand why science is an important driver of addition of new customers over the next few years
corporate strategy and hear what it means for your day to • Pinpoint the best time to involve sales & marketing for
day life optimum results in getting a product to market
• How can innovation in science and corporate strategy be
Michael Zaiac
linked?
VP Global Medical Affairs
Dr. Miri Halperin Wernli Adolescent/Adult Vaccines
Vice President, Deputy Head Global GSK
Clinical Development Global Head
Business & Science Affairs
Actelion Pharmaceuticals
Hans Hoogkamer
Lifecycle Leader & Head of
Portfolio Planning
Actelion Pharmaceuticals Ltd
The new selling CASE STUDY CSOs and beyond..How can third
Track 1 : Sell in Mature Markets
environment- what parties enhance your strategy?
does this mean for you and your • Hear how a contract sales organisation
Spotlight on the UK: Commissioning Sales Rep? can increase your flexibility, find new
Devolution and the English GP • Work with a variety of healthcare talent and make savings on your head
Consortia's implications for pharma stakeholders to determine a long-term count cost
• Understand the impact of ‘the most purchasing strategy • Do CSO reps learn faster and work harder
radical reorganisation of healthcare since • Determine the new selling skills you need or are they unmotivated and
its inception’ – how do these changes with the rise of the increasingly educated uncommitted?
affect your market? patient • What are the critical do’s and don’ts in the
• What are the opportunities and • Selling is becoming more evidence current era when outsourcing a sales
challenges to pharma? The scale of based- explore what this trend means for force
change covers all activity from the your rep? • Hear how different companies outsource
corporate to the field employee • With less face-to-face interaction time - & what they choose to outsource- patient
• What impact will the changes have on enhance what you can do in front of data or reps?
pricing, procurement and budgets, value customers. How do you use other media Leading pharma representative TBC
added programmes, material and sources to build on your message?
messages, customers and key account Oliver Mitchell, Head of Customer Learn how the right
management , medicines management, CASE STUDY
Excellence, Abbott metrics can enhance
formularies and guideline adherence program effectiveness
David Thorne Gain a competitive advantage: which • Learn about innovations in geographic
Project Director sales model will work for you? customisation & tailoring - how to track
NHS & Chief Executive of a large GP and diagnose trends to enhance market
• Discover how KAM, regionalisation and
Consortia response to your promotions
the upskilling of your organisation’s
people will play a part in future models • Everyone is talking about Sales Force
How can you innovate and understand the impact these will Automation but how do we measure the
CASE STUDY
and move forward in have direction, quality and quantity?
this high pressure environment? • Do huge territories mean lost • Proven strategies to enable you to
Lessons learned from the device opportunities? Learn how to manage your measure productivity that will provide
space territory to create a flexible deployment of valuable feedback on your investment
• How does the sales force bring innovation the sales force Oliver Taraud, Operations Informatics
to the patient? • Global vs Local Framework: Hear the Director, Ipsen
• When should we focus on innovation? strengths and weaknesses to discover
which balance is right for your company
Who should be innovating – is it
something we can regulate? Examine the Charlotte Sibley, Senior Vice President,
“Well done and well
pros and cons
• Create a culture of innovation within the
Shire organized”
company. Should it trickle from the top
down? Charlotte Sibley, VP
Armin Pearn, Marketing Director, Dentsply Shire
How does eMarketing fit in to the Explore the rapid evolution of social
Track 2: Digital Selling
marketing mix? media – we are all nervous
• Hear how to get buy-in from above to • Analyse different social media tools such
Explore all channels- CASE STUDY produce your eMarketing programmes as facebook and twitter to learn which
Understand the • Learn how to incorporate eMarketing in balance is best for your brand
potential power of digital selling and to your marketing strategy to get the most • Combine social media with your sales
how it could work for you out of this essential channel mix to make your brand more appealing
• Discover the added value of digital selling • How do you structure the change from and increase online sales whilst
to both your business and for the traditional media to a social media increasing stakeholders trust and
customer strategy? credibility
• Key examples of engaging the customer Jesus Cardenes, Commercial Operations • Learn how to demonstrate the ROI for
via online methods Manager, Shire these programmes
• How to cook an online strategy mix that Leading pharma speaker TBC
works for you
Mark Peterson, CRD Center Manager,
Boehringer Ingelheim Danmark A/S
• Take into account localisation, market • How to integrate channels and manage
Track 4: Sales Tools & CRM shares & your sales team to form your the response from customers for a
sales territories tailor-made approach to each individual
Learn how to take advantage of Data, Olivier Aurin, Responsable Intelligence customer
Segmentation and Targeting and Economique, Ethicon Endo-Surgery, • How to align processes to make sure all
understand why it is crucial in the Johnson & Johnson departments are aware
current climate of a decreasing sales Leading speaker from Big Pharma TBC
force and changing regulation Closed Loop CASE STUDY
• How do you operationalise segmentation Marketing in a Commercial
CASE STUDY
studies on a portfolio level? Should you do multi-channel environment Effectiveness: Move
it across multiple countries? • Transform your Sales Force and drive from the traditional selling model to
• Develop a targeting approach based on multi-channel integration through the multidisciplinary teams- case study
your customer to ensure you visit the use of technology and analytics • Forget traditional Sales Force
right customer with the right frequency • Maximise the impact of your sales force Effectiveness processes and move
• How to optimise market research data to with customized tools and material that towards commercial effectiveness
maximise your results delivers real value to customer interaction • Create a multidisciplinary team to
Roberto Pino, CRM Team Leader, Eli Lilly • Learn key success factors for the effective increase targeting, alignment &
implementation of CLM engagement
Optimize your sales Tomasz Kosinski, IT Demand Manager, • Hear what CRM tools will support this
CASE STUDY
territories : A Johnson & GlaxoSmithKline new model
Johnson case study • 18 months on - Hear the first set of results!
• Choose your data source wisely & learn Use CRM to improve customer Ignacio Martínez Castellanos ,
how an internal tracking system can save interactions and create brand CommercialExcellence Iberia, Grunenthal
your reps time in the field advocates Pharma SA
• Learn to consolidate your data in • How multichannel CRM gives
preparation for optimization practitioners choice while catering to
their inability to get everything they need
to know about a therapy from a single
interaction
• The case for KAM and the key challenges for Pharma in 2011
• A Diagrammatic definition of KAM & debating its key components ACCOUNT CONTACT
PLANS STRATEGY
• What is working and not working in Pharma
• Gaining and keeping commitment from your management team
ACCOUNT CUSTOMER OPPORTUNITY
POTENTIAL KNOWLEDGE DEVELOPMENT
Advancing KAM in Pharma - p.m. session
• Account Manager Competencies SURVEYS
MEASURE COACH CONTACT
&
• Improving the ‘Quality of Engagement’ with Healthcare professionals THE TEAM THE TEAM
FEEDBACK
MGMT
For the full speaker line-up and the most up to date agenda visit:
www.sfeeurope.com
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Terms & Conditions All prices displayed are exclusive of VAT unless otherwise stated but, VAT will be charged, where applicable, at
Places are transferable without any charge. Cancellations before February 20th 2011 incur an administrative the prevailing rate on the invoice date and the relevant details will appear on the invoice. FC Business
charge of 25%. If you cancel your registration after February 20th 2011 we will be obliged to charge you the full Intelligence takes every care to ensure that prices quoted are correct at time of publishing however; bookings
fee. Please note - you must notify eyeforpharma in writing of a cancellation, or we will be obliged to charge you will only be accepted if there is no material error in the price advertised on the website. Please read the complete
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For the full speaker line-up and the most up to date agenda visit:
www.sfeeurope.com
Researched and organised by Bigger and better than ever.
650 + attendees
Save €300
when you register
before Feb 11th
9th Annual
Cecile Quaedackers
6 months of research with sales & marketing managers & VP/General Manager Global Client
directors from the top 20 pharma companies like Pfizer, Group
American Express GCC
Genzyme and AstraZeneca have ensured we know exactly
what YOU need to know when it comes to increasing your
Ken Jones
effectiveness and hitting those targets COO Europe
Astellas
We have confirmed the NHS to discuss new government
policy & joint working Dr. Miri Halperin Wernli
VP, Deputy Head Global Clinical
Best practice case studies from other regulated industries Development Global Head
Business & Science Affairs
such as American Express & Medtronic - What key takeaways Actelion Pharmaceuticals
can we learn from them?
Andre Groenwegen
An interactive forum- our keynote day will be fully VP & General Manager
UCB
interactive with a live polling system plus 20 workshops to
choose from
Michael Zaiac
A tightly-focused agenda - 9 focused tracks dealing with the VP Global Medical Affairs
Adolescent/Adult Vaccines
biggest issues in sales excellence GSK
“Never fails to deliver” “SFE by eyeforpharma is still “A great place for expanding
the benchmark” relationships”
Ian Talmage, Senior VP, Bayer Joerg Sulner, GM, Heel Rune Pilegaard, Analyst, Sanofi Aventis
Open now to get a breakdown of all our speakers, an in-depth agenda and insight on who you’ll meet!