Pharma Sales Force MENA 2010


Published on

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

Published in: Business, News & Politics
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Pharma Sales Force MENA 2010

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