Pharmaceutical Multi-Channel Sales Innovation Summit

Agenda

DAY ONE – Monday, September 24, 2012

8:00 AM

Pre-Conference Workshop Registration and Continental Breakfast

9:00 AM

Implement a Multi-Channel Strategy while Maintaining Compliance

Robert Nauman
Principal
BioPharma Advisors

10:30 AM

30-Minute Networking and Refreshment Break

12:00 PM

Lunch for Workshop Attendees

12:00 PM

Conference Registration

1:00 PM

Chairperson’s Welcome and Opening Remarks

1:15 PM

Featured Presentation

Increase ROI and Improve Your Sales Strategy by Utilizing Multi-Channels

Kara Zubey
Senior Director Customer Centric Marketing
Endo Pharmaceuticals

2:00 PM

Improve Sales Outcomes through Aligning Sales Teams, Doctors, Distributors, and Business Partners to Ensure a Patient-Centric Mind Set

Cesar Camacho
Country Manager Central America, Caribbean and South America
LEO Pharma

2:45 PM

Afternoon Networking & Refreshment Break

3:15 PM

Panel Discussion: The Evolution of Pharmaceutical Sales and Strategies to Integrate Emerging Technology

Panelists:

Gary Stair
VP Business Development
Procall Solutions

Amit Pherwani
Manager, Direct Marketing
Bristol-Myers Squibb

Brett Fleshman
Director of Marketing
Cornerstone Therapeutics

Jeff Pelaccio, MBA
Associate Director of the Customer Intelligence Agency (CIA)
Boehringer Ingelheim Vetmedica Inc.

4:00 PM

Utilize New Tools for Coupon and Sampling Optimization and Improve Field Distribution

Andrew Watson
Commercial Insights and Strategy
Shire Pharmaceuticals

4:45 PM

Incorporate Customer Preferences when Employing Different Selling Strategies

Brian Doughty
Vice President of Commercial Operations
Cardiovascular Systems, Inc

5:30 PM

Close of Day One

 

DAY TWO – Tuesday, September 25, 2012

8:00 AM

Continental Breakfast

9:00 AM

Chairpersons’ Day Two Opening Remarks

9:15 AM

Strategies for Developing an Effective Inside Sales Force

Brett Fleshman
Director of Marketing
Cornerstone Therapeutics

10:00 AM

Enhance the Digital Channel and Incorporate Emerging iPad Technology To Support the Sales Force

Matt Barry
Assistant Director, HCP Multichannel Marketing
Astellas Pharma, US

10:45 AM

Morning Networking & Refreshment Break

11:15 AM

So You’re Interested in Building a New Inside Sales Team or Scaling an Existing Team. What Are the Next Steps?

David M. Hauben
International Leader, Contact Center Strategy & Execution
Merck & Co., Inc.

12:00 PM

Utilize CRM and Analytical/Human Intelligence to Under- stand the Power of Customer Segmentation

Jeff Pelaccio, MBA
Associate Director of the Customer Intelligence Agency (CIA)
Boehringer Ingelheim Vetmedica Inc.

12:45 PM

Luncheon

1:45 PM

Implement Digital Systems to Ensure Compliance

Michael Rowbotham
Director Channel Management,
Pfizer Pharmaceuticals

2:30 PM

Closing Panel: Working with Vendors and Outsourcing to Supplement Multi-Channel Sales

Panelists:

Cesar Camacho
Country Manager Central America, Caribbean and South America
LEO Pharma

Michael Rowbotham
Director Channel Management
Pfizer Pharmaceuticals

3:15 PM

Conference Concludes