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Pharma Sales Force MENA 2010


Pharma Sales Force MENA 2010 will give you the opportunity to hear from global and regional experts, sharing useable techniques, strategies like Key Account Management (KAM) and Customer Relationship …

Pharma Sales Force MENA 2010 will give you the opportunity to hear from global and regional experts, sharing useable techniques, strategies like Key Account Management (KAM) and Customer Relationship management (CRM) and technologies to considerably increase the success rate of your sales force.

For more information, visit www.pharmasalesforceme.com

Published in Business , News & Politics
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  • 1. Increasing the performance of your sales force through innovative implementation of tools and strategies specific to the MENA region International conference: 29 - 30 November 2010 Boo Interactive workshops: 28 November & 01 December 2010 pay k and 4 N befor Grand Millennium Dubai, UAE and ovem e sa ber US ve up $25 to 0! Outstanding insight into the MENA pharma sales and marketing sector from: Dr. Amin Al Amiri, Dr. Hisham El-Ezaby, Ayman Mokhtar, Maha Melham, Executive Director for MD, MSc, AMP, Business Unit Director, Head of SFE, Medical Practices and Sales Director, Sanofi-aventis GlaxoSmithKline Licenses, AstraZeneca Gulf United Arab Emirates Ministry of Health Mohamed Sheta, Marketing Manager - Workshops: Panadol Portfolio - Middle East & Near East, GlaxoSmithKline ✔ Evaluating the MENA business as an emerging market and harnessing techniques to optimise Gamal Al-Qassas, Marketing and Trade Marketing your market access Manager, Sanofi-aventis Levent Yildiz, Area Market Access Manager to Dr. Sanjiv Malik, Executive Director - Hospitals & Middle East & North Africa, GlaxoSmithKline Consultancy, DM Healthcare Eslam Shalaby, Gulf Manager Diabetes Care, ✔ SWOT workshop - Pharma training & Becton Dickinson development challenges in the MENA region Mohamed Fathy, Sales Manager, Merck Serono Rami Sobhi, Sales Training Manager, Rami Sobhi, Sales Training Manager, GlaxoSmithKline, Egypt GlaxoSmithKline, Egypt For more information or to register Tel: +971 4 364 2975 Fax: +971 4 363 1938 Email: enquiry@iqpc.ae www.pharmasalesforceme.com Associate sponsor: Media partners: Researched and developed by:
  • 2. Essential interactive workshops Sunday 28 November 2010 & Wednesday 01 December 2010 IQPC’s workshops are unique opportunities to spend valuable time with industry experts. These interactive sessions are extended to ensure that you will get to the heart of the conference’s most critical issues and uncover practical solutions you can apply in your own company Pre-conference workshop Post-conference workshop Sunday 28 November 2010 Wednesday 01 December 2010 08:45 - 09:00 Registration 08:45 - 9:00 Registration 09:00 - 16:00 Evaluating the MENA business as an emerging 09:00 - 16: 00 SWOT workshop - Pharma training & market and harnessing techniques to optimise development challenges in the MENA region your market access This workshop gives participants an insight into the importance of This workshop will look at the data from other markets and a well trained sales force and identifies the challenges that must be benchmark this against the MENA market as it continues to grow overcome within the MENA region to see continuous improvement. aggressively. You will be given the tools to maximise your brand access and drive your sales force performance. Identifying the pharma industry’s challenges in the region and their impact on training: Outlook for MENA business as an emerging market Covering: • Competition between multinational pharma companies Benchmarking: • Local companies and local brands • Alliances and merge’s and their effect on the market • General economic indicators (MENA vs. world) to see overall • Regulatory challenges MENA economic progress • Target audience and customers’ challenges • GDP per capita vs. MENA average (for each country) • Quality and quantity of sales people in the market in different periods of time e.g. 2005 vs. 2010 to gauge progression Developing your company tactics and strategies and the • Drug expenditure per capita vs. MENA average (for each impact on training: country) in different periods of time e.g. 2005 vs. 2010 to see Covering: countries’ performance on drug expenditure • What does training mean to your company? • Identifying the access issues for countries in the MENA market • Who do your sales trainers report to and why? • Optimising market access in the MENA market • What is training from your managers’ perspectives? • What is the role of training in your organisation? Levent Yildiz, Area Market Access Manager to Middle East & North • How many hours do MRO’s, first line sales managers and Africa senior managers spend in training within your organsiation? GlaxoSmithKline • Do you think you have enough training? How much? • How much do companies spend on training within correlation to other functions and how does this compare to other companies? Discovering training dilemmas: Covering: • In-house and outsource training • Are there enough trainers? • Training tools and modules • Training ROI • Induction and orientation for sales training challenges • Does training factor in recruitment and why? • Relation and correlation of the sales training department and other departments in your organisation • Involvement of sales training in the career path Rami Sobhi, Sales Training Manager GlaxoSmithKline, Egypt IQPC provides business executives around the world with tailored practical conferences, large scale events, topical seminars and in-house training programmes, keeping them up-to-date with industry trends, technological developments and the regulatory landscape. IQPC’s large scale conferences are market leading “must attend” events for their respective industries. IQPC produces more than 1,700 events annually around the world, and continues to grow. Founded in 1973, IQPC now has offices in major cities across six continents including: Bengaluru, Berlin, Dubai, London, New York, Sao Paulo, Singapore, Stockholm, Sydney, and Toronto. IQPC leverages a global research base of best practices to produce an unrivalled portfolio of conferences. www.iqpc.ae For more information or to register - Tel: +971 4 364 2975
  • 3. Conference day 1 Monday 29 November 2010 08:00 Registration and coffee Evolving your sales model 09:00 Opening remarks from the Chair 11:40 Shifting Sales Models: Becoming a customer-oriented Ayman Mokhtar, Business Unit Director sales organisation Sanofi-aventis 4 Designing a customer centric model 4 Evolving your sales operations to cope with Regional and global market trends and dynamic shifts predicted developments within Pharma Sales 4 Identifying different sales channels and creating a flexible Force (PSF) operations approach to deal with changing market conditions 4 Mapping the trend towards increasing the size of the 09:10 Assessing recent regulatory changes and the effect on field force in local markets to build relationships with the Pharma Sales landscape in the region prescribers and purchasing entities 4 Examining the key regulatory updates that will impact Rami Sobhi, Sales Training Manager PSF and explaining how these help the sustainable GlaxoSmithKline growth of the region’s healthcare market 4 Addressing the price control policy and understanding 12:20 Networking lunch how and why it is set 4 Identifying international pharmaceutical trends and 13:30 Redefining the sales model and adding direct value to response by MOH the physician 4 Supporting the need for strict surveillance programmes 4 Delivering more value to physicians and playing a across the region, ensuring adherence to regulation significant role in helping physicians with their day-to- Dr. Amin Al Amiri, Executive Director for Medical Practices day responsibilities and Licenses 4 Recognising if there is a role for sales representatives to improve Ministry of Health, United Arab Emirates patient adherence and reduce prescription abandonment 4 Identifying proper roles for sales forces to assist 09:50 Considering global market trends and innovative physicians in helping patients fill their initial prescription strategies that will help the MENA region grow as an and continue with their regime emerging market 4 Providing additional value to physicians with your new 4 Considering movements in other established and sales model emerging global markets and adapting this to the MENA region 14:10 Leveraging a closed loop marketing campaign to 4 Understanding differences in culture when selling within increase sales the MENA region 4 Adapting your campaign to continuosly target the 4 Developing pricing in different countries across customer directly the region 4 Driving sales through closed loop marketing, improving Case study: 4 Evaluating global market trends to help forecast for the representative and physician relationship next year 4 Tracking and monitoring results and using this data to Levent Yildiz, Area Market Access Manager to Middle East your advantage & North Africa 4 Identifying challenges in closed loop marketing within GlaxoSmithKline the MENA region Mohamed Sheta, Marketing Manager - Panadol Portfolio 10:30 Networking break - Middle East & Near East GlaxoSmithKline 11.00 Identifying market changes relating to health insurance and the impact on future sales predictions 14:40 Networking break 4 Identifying why there has been an increase in policy focused reforms to curb expenditure and encourage 15:10 Successfully implementing a Key Account Management private sector participation in healthcare delivery (KAM) sales model into your organisation 4 Discussing the importance of local generic 4 Establishing how moving to a KAM model increases manufacturing sales and ROI 4 Acknowledging the need to clarify regulation on 4 Pinpointing strategies to ensure successful deployment produce registration 4 Uncovering the most effective ways to co-ordinate your 4 Evaluating the effect of introduced cooperative key accounts health insurance 4 Understanding how KAM will work for your product and Khaled Fasih, Chairman Deputy for Marketing & Business why it will add value to your sales process and Development your customers Holdi Pharma 4 Changing the sales process by implementing KAM 4 Analysing the organisational impact of KAM Gamal Al-Qassas, Marketing and Trade Marketing Manager Sanofi-aventis 15:50 Closing remarks from the Chair 16:00 End of day one Fax: +971 4 363 1938
  • 4. Conference day 2 Tuesday 30 November 2010 08:30 Registration and coffee 3. How have recent regulatory changes effected your sales strategy? 09:00 Opening remarks from the Chair Khaled Fasih, Chairman Deputy for Marketing & Ayman Mokhtar, Business Unit Director Business Development Sanofi-aventis Holdi Pharma Customer Relationship Management (CRM) 4. Evaluating all options: Should you outsource parts of your CRM, your entire CRM or custom build it? implementation Mohamed Fathy, Sales Manager Merck Serono 09:10 Maximising the benefit of your CRM system 4 Understanding the regulations on CRM set by the 12.30 Lunch government and how they affect your ability to roll out the ideal strategy 13:30 Identifying innovative targeting and segmentation 4 Identifying how you target clients differently in strategies to streamline your sales force performance different positions: Managed care prescribers, general 4 Effectively profiling your customer base to target the practitioners and specialists markets that represent the best chances for 4 Devising plans to ensure your strategy adds value to sales success your customers in order to maximise sales 4 Analysing your database to select the most useful data 4 Examining different CRM systems and their positives for your product and negatives: Using the core functionalities of your 4 Pinpointing successful targeting strategies to refine your CRM to assist in your sales strategy data and achieve winning deals Dr. Sanjiv Malik, Executive Director - Hospitals Ayman Mokhtar, Business Unit Director & Consultancy Sanofi-aventis DM Healthcare 14:10 A novel approach: Initial training programs for 09:50 Adopting CRM as a business strategy and managing new representatives “focus change” 4 Leveraging various tools and technologies to enhance 4 Utilising CRM as a crucial tool and business strategy to learning quality in your sales force increase sales 4 Empowering representatives to make learning a 4 Understanding the challenges within change productive and enjoyable experience management implementation 4 Developing your representatives skills and performance 4 Implementing a continuous change management using business alignment and cost-effective strategies process into your organisation as well as managing and 4 Mapping the learning path into an advanced learning monitoring its success application and selling excellence Maha Melham, Head of SFE Mohamed Abdellatif, Business Learning Manager – Sales GlaxoSmithKline Operations MENA Pfizer (Egypt) 10:30 Networking break 14:50 Networking break 11:00 Identifying how to effectively measure and manage your sales force activity using innovative technology 15:20 Training and equipping representatives with a high level 4 Analysing e-management techniques and how it of medical acumen to meet the demands of the new improves SF effectiveness skills required in the changing pharma landscape 4 Alleviating the guess work in your sales force 4 Increasing representatives science and clinical acumen management technique though effective training 4 Discussing the importance of measuring KPIs from both 4 Competing in the market with clinical acumen versus input and output points of view more traditional sales approaches 4 Utilising a pharmaceutical dashboard to monitor 4 Ensuring representatives are comfortable with statistics performance and align targets and reward schemes and trial design Dr. Hisham El-Ezaby, MD, MSc, AMP, Sales Director 4 Training representatives to understand business AstraZeneca Gulf acumen around specific brands when the bottom line for physicians is impacted by the number of 11:40 Choose your table of discussion and walk away with prescriptions they write great suggestions and experiences from your peers Mohamed Nabil Al-Nayeb, Key Account Manager / These informal discussions will provide an opportunity to Regional Trainer exchange ideas related specifically to job functions and Merck Serono, Bahrain interests. The discussion groups are moderated by global 16:00 Installing leadership into your pharma sales force Roundtable discussions: and regional pharma sales force experts: 4 Developing leadership talent within your organisation 1. How to implement change management into your 4 Analysing internal hiring vs. external recruitment organisation without negatively effecting considering the transient nature of the region immediate profits 4 Building management programs to drive motivation and Dream Samir, Marketing Director excellence throughout your team Merck Serono 4 Designing targeted training programs to sustain continuous development 2. What technologies can be used to improve efficiency? Eslam Shalaby, Gulf Manager Diabetes Care Mothafar A Ismaiel, CRM Manager Becton Dickinson Julphar 16:40 Closing remarks from the Chair 16:50 End of summit Email: enquiry@iqpc.ae
  • 5. The Pharma Sales Force MENA 2010 will bring together leading pharmaceutical sales and marketing experts from the region to Associate sponsor: demonstrate strategies to evolve your sales force to maximise its ROI in Founded in 1969 by Jean-Claude Labrune this dynamic pharmaceutical landscape. and established as the world’s leading CRM provider for the healthcare sector, The market is becoming more diverse with increased competition, Cegedim develops exclusive databases generic manufacturing, new private and public sector partnerships, and high value-added software solutions. Equipped with the largest and regulations and a changing buying culture, raising new challenges and most efficient R&D unit dedicated to this highly specific sector, Cegedim strategies that need to be identified. provides the large, medium and small pharmaceutical companies with vital support for successful Customer Relationship Management (CRM), Pharma Sales Force MENA 2010 will give you the opportunity to hear strong sales and marketing effectiveness. Cegedim’s CRM applications from global and regional experts, sharing useable techniques, strategies and platform, enhanced by the Group’s strategic databases, provide like Key Account Management (KAM) and Customer Relationship sales, marketing and medical departments with a clearer picture of their Management (CRM) and technologies to considerably increase the market and targets, in order to optimize their strategies and return on success rate of your sales force. investment. Additional Information can be found on our website http://www.cegedim.com/rm Benefits of attending include: • Ensuring compliance and following set regulations within the region Media partners: • Exploring trends in local generic manufacturing and their impact on Bharat Book Bureau, leading market research future sales predictions information aggregator provides market research • Understanding and adapting sales models to support the change in reports, company profiles, country reports, the global and regional pharma market conferences & seminars, newsletters and online • Building and managing your sales force considering territory databases for the past twenty two years to corporate, segmentation, sales targets, and physician relationship handling consulting firms, academic institutions, government • Utilising management strategies and innovative technology to departments, agencies etc., globally, including India. Our market maximise and track the effectiveness of your sales force and research reports help global companies to know different markets measuring the ROI before starting business / expanding in different countries across the world. We handle number of market research reports including Who will you network with at Pharma Sales automotive, pharmaceutical and healthcare, banking , finance, retail, Force MENA 2010? telecommunication, shipping, FMCG,Insurance, Law etc Sectors: You may kindly browse through the Research Index, to search for market reports pertaining to the sector of your choice. For any • Pharmaceuticals • Hospitals assistance, we are just a phone-call, fax or mail away; our customer • Clinics • Pharmacies service team will be pleased to assist you. For the complete list of • Health Authorities • Medical Devices market reports we handle, you may kindly visit http://www.bharatbook. com/general/researchindex.asp Job titles: Medical News Today is the largest • Head of Sales / Regional Head of Sales MENA / Middle East independent medical and health news • Marketing Director / Regional Marketing Director MENA / Middle site on the web - with over 2,000,000 East unique monthly users it is ranked • Sales Force Effectiveness Manager number one for medical news on Google and Yahoo!. Medical News • Head of Key Account Management Today is used by Blue Chip pharmaceutical and health organizations, • Sales Training Manager advertising agencies, PR companies and vertical ad networks to • Head of Customer Relationship Management (CRM) deliver targeted disease/condition and general health campaigns. For • Business / Market Analysis more information contact peter@medicalnewstoday.com or visit www. • (New) Product Management / Product Strategy medicalnewstoday.com. • Corporate Marketing / Marketing Strategy • Portfolio Analysis / Planning PharmaVOICE magazine, reaching more • Country Managers than 20,500 life-sciences executives, is • Market Access the forum that allows business leaders to • IT Directors engage in a candid dialogue on the challenges and trends impacting • Head of Procurement the industry. PharmaVOICE, and its supporting VIEW publications, • Procurement Co-ordination provide readers with insightful and thought-provoking commentary in a • Manager of Finance and Administration multiple-perspective format through forums, topics, and articles covering • Chief of Pharmacy a range of issues from molecule through market. PharmaVOICE subscribers are also kept abreast of the latest trends and information through additional media resources, including WebLinx Interactive Sponsorship & exhibition opportunities: WebSeminars, Podcasts, Videocasts, White Papers, E-Surveys and e-Alerts. Additionally, PharmaVOICEMarketplace.com provides a Only at Pharma Sales Force MENA 2010 will the highest-level decision comprehensive directory of products, services, and solutions for the makers attend in one place at one time. They will evaluate products and life-sciences industry. services and will look to short-list potential suppliers. • Can you afford to miss out on this opportunity? Pharma IQ, a division of IQPC, is an • Do you have a product or service that our senior decision-makers international online community focusing on and influencers need? providing pharmaceutical and biotechnology professionals with knowledge, information We have a range of business development / marketing and sales and articles. We are dedicated to creating a learning environment for solutions that will be tailored to specifically deliver on your business sharing ideas, best practices and solutions within the pharmaceutical objectives. For more details, call +971 4 364 2975 or email and biotech community. sponsorship@iqpc.ae www.pharmasalesforceme.com
  • 6. International conference: 29-30 November 2010 5 WAYS TO REGISTER Interactive workshops: On Line www.pharmasalesforceme.com 28 November & Fax +971 4 363 1938 01 December 2010 Email enquiry@iqpc.ae Grand Millennium Dubai, UAE Phone +971 4 364 2975 Post IQPC Dubai FZ LLC PO Box 502397 REGISTRATION FORM Dubai, UAE Event Code: IAE 19330.001 Please complete in BLOCK CAPITALS as information is used to produce delegate badges. TEAM DISCOUNTS Please photocopy for multiple bookings. Team discounts available on request. Call +971 4 364 2975 Please do not remove this label even if it is not addressed to you. for more information. Your Priority Registration Code is printed on the top of the label below. Please quote it when registering: VENUE & ACCOMMODATION GRAND MILLENNIUM DUBAI Sheikh Zayed Road, Al Barsha, P.O. Box 212422, Dubai, United Arab Emirates Tel: +971 4 429 9999 Ext. 8303 Fax: +971 4 422 5643 Email: Raquel.Abalos@grandmill-dubai.com Online: www.grandmill-dubai.com Hotel and travel costs are not included in the registration fee. For assistance in your travel and accommodation requirements, please refer to details below: Room Reservation Special / corporate rate for room accommodation is available in the hotel. You may contact the hotel directly as per the details above quoting IQPC Middle East or the name of the conference. Flight Reservation Book and pay before 09 September and save US $750 Contact Anuj Sachdev or Charo Marie at SNTTA Travel & Tours LLC Dubai. * Discounts cannot be combined. * Payment prior to Summit is mandatory for attendance. Email iqpc@snttadubai.com * Discounts are not valid if payment is received after closing date. * Check for special group discount for registration of 3 or more. Tel + 971 4 2829000 Fax + 971 4 2829988 Conference package Before Standard prices www.sntta.com 04 November 2010 Please book at the earliest for your convenience. Conference only US $2,375 US $2,499 (Save US $124) CONFERENCE DOCUMENTATION Silver package US $3,702 US $3,897 If you cannot make the dates you can still access all of the presentations (Conference + 1 workshop day) (Save US $195) delivered throughout the conference days for just US $450, post event. Contact us on +971 4 364 2975 for further details. Gold package US $4,765 US $5,015 (Conference + 2 workshop days) (Save US $250) IQPC FZ LLC’s Standard Terms and Conditions PAYMENT REGISTRATION FORM • Payment is due in full at the time of registration and includes lunches, refreshments and detailed conference materials. Please photocopy for additional delegates and/or delegate with different addresses • Your registration will not be confirmed until payment is received and may be subject DELEGATE 1 Mr o Mrs o Ms o Dr o Other o to cancellation. First name __________________________________ Surname ____________________________________ • If a booking is received 10 working days before the conference a credit card number will be required to confirm your place, likewise if full payment has not been received Email ______________________________________ Telephone __________________________________ before the conference date. Job Title ____________________________________ Department __________________________________ DISCOUNTS • All ‘Early Bird’ Discounts require payment at time of registration and before the cut-off Organisation ________________________________ Nature of business _____________________________ date in order to receive any discount. Address ________________________________________________________________________________ • Any other discounts offered by IQPC (including team discounts) must also require payment at the time of registration. ______________________________ Postcode _______________ Country ____________________________ • All discount offers cannot be combined with any other offer. Telephone __________________________________ Fax ________________________________________ CANCELLATION, POSTPONEMENT AND SUBSTITUTION POLICY • You may substitute delegates at any time by providing reasonable advance notice to Name of Department Head _________________________________________________________________ IQPC. • For any cancellations received in writing not less than eight (8) days prior Name of Training Manager __________________________________________________________________ to the conference, you will receive a 90% credit to be used at another IQPC conference which must occur within one year from the date of issuance of such credit. An administration fee of 10% of the contract fee will be retained by IQPC Signature ______________________________________________ Date ___________________________ for all permitted cancellations. No credit will be issued for any cancellations I agree to IQPC’s payment terms occurring within seven (7) days (inclusive) of the conference. If you have not received an acknowledgement before the conference, please call us to confirm your booking. • In the event that IQPC cancels an event for any reason, you will receive a credit for 100% of the contract fee paid. You may use this credit for another IQPC event PAYMENT METHODS to be mutually agreed with IQPC, which must occur within one year from the date of cancellation. We also accept payment by the following methods: • In the event that IQPC postpones an event for any reason and the delegate is unable o By Credit Card: or unwilling to attend on the rescheduled date, you will receive a credit for 100% of the contract fee paid. You may use this credit for another IQPC event to be mutually Please debit my credit card: o Visa o Mastercard o American Express agreed with IQPC, which must occur within one year from the date of postponement. Card No c c c c c c c c c c c c c c c c • Except as specified above, no credits will be issued for cancellations. There are no refunds given under any circumstances. Valid from c c c c Expiry date c c c c Issue number • IQPC is not responsible for any loss or damage as a result of a substitution, alteration Cardholder’s name ____________________________________ Signature _______________________ or cancellation/postponement of an event. IQPC shall assume no liability whatsoever in the event this conference is cancelled, rescheduled or postponed due to a fortuitous Card billing address (if different from Co.address) ____________________________________________ event, Act of God, unforeseen occurrence or any other event that renders performance ___________________________________________________________________________________ of this conference impracticable, illegal or impossible. For purposes of this clause, a fortuitous event shall include, but not be limited to: war, fire, labor strike, extreme Country _______________________________________________ Postcode _____________________ weather or other emergency. o By Direct Transfer: Please quote MM 19330.001 with remittance advice PROGRAMME CHANGES • Please note that speakers and topics were confirmed at the time of publishing; IQPC Bank Details: Account name: INTL QUALITY & PROD CEN FZ LLC however, circumstances beyond the control of the organisers may necessitate Account No.: 020-879714-100 Swift Code: BBME AEAD substitutions, alterations or cancellations of the speakers and/or topics. As such, HSBC Bank Middle East Limited, Bur Dubai Branch, P.O. Box: 66, Dubai, UAE. IQPC reserves the right to alter or modify the advertised speakers and/or topics if All Bank charges to be borne by the payer. Please ensure that IQPC receives the full invoiced amount. necessary. Any substitutions or alterations will be updated on our web page as soon Please tick the appropriate box if you would like to pay by one of these methods and our customer services team will contact you as possible. directly to finalise the payment. YOUR DETAILS • Please email our database manager at enquiry@iqpc.ae and inform him/her of any incorrect details which will be amended accordingly. PAYMENT TERMS Payment is due upon receipt of invoice. Bookings received within 10 working days of the conference require a credit card number to confirm your place. Payment prior to the event is mandatory for attendance. All bookings gaining the early bird discount must be paid before the early bird date, otherwise the full rate will be applied and charged. In these instances payment of the full amount will be required before entry to the event.