My personal experience in PHARMA industry

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Deep understanding of the pharmaceutical industry

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My personal experience in PHARMA industry

  1. 1. Strategic competitive edge Walid Saafan 16th Dec., 2009
  2. 2. Strategic competencies The Unmet Needs Technology Business Technology Business Interpersonal Interpersonal2 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan
  3. 3. Main strategic support areas • Budget /LEs, StratPlan / Business R. Strategy • Strategic initiatives, BD&L. • IMS ESR (EG/KSA) Marketing • Brand team member/ A&P tracking/ RA/ ROI • TSG (EG/KSA)/ FF structure/ sizing (EG/KSA) FFE • ABCD, special incentives • 3rd party/ In-market sales TAR achievement Company sales • Month coverage/ Year-To-Go assumptions Market research • Syndicated/ ad-hoc (EG/KSA)3 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan
  4. 4. Improve Market Understanding Exploit IMS knowledge  Market Analysis Report,  IMS ESR  Comers to the market (CTM) – ‘Best Practice’,  What was introduced to the market?.  Market elements of growth (MEGR) ‘Best Practice’  Clear market/ competitor growth drivers, market potentiality.  Territorial sales report (TSR)  Easy analysis of territorial defined markets.  Market analysis report (MAR)  Answers to all market myths and more.4 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan
  5. 5. Strategic initiatives End-2-End  ABCD chess incentive scheme – ‘Best Practice’,  Align CPO objectives with FF targets.  Target segmentation grid (TSG) – ‘Best Practice’,  Effective calls with less resources.  Integrated performance dashboards,  Assess FF productivity through integrated dashboards including CRM, IMS & company sales.  Dashboard  Relate all the defined data.  Tailored according to business needs - Demo.  Out of the box  IMS consolidated audits, sales data mining.5 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan
  6. 6. THANK YOU6 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan

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