Conference Day Two: Following The Evolution Of Pharma Marketing & Sales To Succeed In The Changing Healthcare Environment – Part 1

• Effective leadership is essential, so where and why is pharma lacking?

• Ensuring new leaders (as a result of quick downsizing or upsizing) are fully prepared

• Creating leadership consistency from the CEO to front-line managers, especially through organizational changes impacting pharma

• Uncovering the most impactful strategies for leadership effectiveness including emotional intelligence, situational leadership, succession planning, and more

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• Taking traditional continuous improvement skills and applying them to your sales force to operate better, faster, and more efficiently

• Examining different problem solving skills and root cause analysis that supports continuous improvement

• Outlining different paths sales executives can take to imbed a culture of continuous improvement within their sales force

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Studies prove that buyers are now 60% through their decision process before engaging with a sales person. So when does marketing end and sales begin? Or are they merging together to become not two distinct organizations, but a large, cohesive one? Learn how leading companies are taking advantage of marketing automation and social media platforms to drive revenue. And learn proven strategies around how your sales organization can take advantage of these modern marketing technologies to drive better results.

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• Integrating physician channel receptivity scores with communication processes to deliver an optimized strategy that includes the field sales force and alternative channels

• Exploring an integrated campaign design using four critical elements: data, insights, technology and channels

• Continuous optimization and execution of the right channel mix strategy

• Integration of a multichannel campaign with your sales force

• Bolstering campaign results at any point in your product’s commercial lifecycle

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• Identifying how pharma can work better with providers to make the healthcare system stronger

• In many instances pharma is seen as part of the problem, not part of the solution – how can we change this?

• Gaining a voice in the healthcare reform discussion, rather than losing it

• Breaking down silos by getting pharma, physicians, patients, technology, and policy to speak the same language

• Understanding how each group operates and their unique challenges to collaborate more effectively

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• Illustrating the depth and role of diverse interpersonal learning networks

• Discussing effective strategic thought leader planning and community activation

• Demonstrating the power of metrics, software and program visualization

• Reinforcing the value of dynamic targeting and continuous reevaluation

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1. Embedding A Continuous Improvement Skill Set Into Your Commercial Organization To Operate Better, Faster, And More Efficiently
Robert Rossilli, VP & Head of Sales, Diabetes, Sanofi

2. Exploring The Latest Preparation Strategies For A Successful Drug Launch
Dave Moore, Chief Commercial Officer, Cempra Pharmaceuticals

• Identifying effective commercialization strategies for both physicians and payers

• Carrying out market definition, brand positioning, messaging, and marketing development for your launch plan

• Determining the best methods for sales training and engagement for product launches

• Discussing how to acquire data and use data vendors most effectively for new drug launches

• Best practices for effective product lifecycle management

3. The Future Of Pharma Sales And Marketing with Oracle Sales & Marketing Cloud
Tim Kvanvig, Senior Director, Life Sciences, Oracle

4. How Intelligent Is Your Multi-Channel Strategy? Driving Prescriptions With Limited Budgets
Peter Dussias, Head of Integrated Channel Management Services, Quintiles

5. Harnessing The Power Of HCP Learning Networks To Achieve Accelerated Diffusion And Successful Product Commercialization
Robert E Groebel III, SVP Marketing, Rivermark

6. 2014 Social Media Best Practices for Effective Customer Engagement
Siva Nadarajah, GM, Social Media, IMS Health

7. Next Generation Mobile Sales
John Daly, Sr. Pricipal, IMS Health

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Honor and meet the esteemed PharmaForce 2014 Speaking Faculty. Enjoy food and beverages, make new connections, and continue conversations in an informal setting.