Pharmaceutical Conference on Sales Force Effectiveness in the Middle East
A two Day Conference 2008 for the Pharmaceutical Sector
– November 11-12, 2008 – JW Marriott, Dubai –
The strategic sales forum held in the Middle East will give an answer to the most captious topics of today. Making the pharma strategic sales forum, the most important Pharmaceutical Conference held in the Middle East.
At the conference, only the best speakers, the utmost brilliant masterminds, surprisingly sharp strategies and much more will be brought to your attention at the Pharmaceutical Conference.
Sales & Marketing Excellence: Enlighten your mind with the most powerful methods to reach your customer through effective market alignment and targeting strategies;
Market Management: Learn how to create long-term successful management and sales training programs that will enable your sales teams to engage with your customers throughout the region;
Sales Force Development: Identify the gaps in the skills of your representatives, required to boost performance and get them more motivated and responsive to change within the market;
Data Management & Systems: Find the right technology for your company and learn best practices in managing your data to enhance your SFE strategies;
Customer Relationship Building: Develop a customer-focused strategy and deliver consistently increased sales across your territories.
This is your invitation to join the Pharmaceutical Conference in Dubai on the 11th & 12th of November 2008.
The Sales Force Effectiveness Middle East Conference 2008 will show you how to choose, implement and deliver the most effective sales platform for your business. It will show you how to optimise your sales teams, maximise the customer impact and increase revenues.
Through months of in-depth research the Pharmaceutical Conference has got a very innovative and information rich programme based on what the industry wants. It will help you take the right steps to exploit and develop a whole range of marketing opportunities offered to you by today’s sales strategies and capabilities suited to the Middle East.
This is your only chance of the year to be enlightened by some of the most distinguished international and regional speakers and thought leaders in SFE. All of whom are eager to share with you a wealth of knowledge and expertise through exclusive case studies, cutting edge research findings and market intelligence in order to communicate more effectively with the increasingly demanding customer-base.
The unmatchable track record is built on our proven ability to help you make better strategic decisions to drive your business forward and stay ahead of the curve. All this culminates in an outstanding event which will be sold out within no time. Make sure your competitor does not get your seat! -Book your place today!
1. The Speakers
The Pharmaceutical Conference brings together world leading pharmaceutical experts in SFE and thought leaders from outside of the pharmaceutical world to give advice on how to advance your SFE strategies.
2. No Sales Pitches
The SFE Conference is an independent event. Every single presentation will go through a rigorous review process in advance to ensure consistent high quality presentations that provide you with relevant information that you can implement into your strategies.
3. Relevant, Focussed Sessions
Through months of research the 2008 event will deliver a exquisite, leading event which will answer your sales challenges including specialised sessions on Sales & Marketing Integration, Data Management, SFE Training & Development, Physician Relationships and many more.
4. Unrivalled Networking
No other event in the Middle East can provide you with 2 days of business focussed networking with some of the most influential pharmaceutical sales people.
5. Exclusive Real-World Case Studies
Learn through a proven formulary of SFE examples which will take you on a tour of the best practice techniques that no other event can deliver with such knowledgeable insights and answers to key sales challenges you can come face to face with.
SFE Middle East at a glance…
Take a look at our fresh innovative new format designed to maximize your learning and networking time at the conference.
Monday November 10
-Pre-Conference Data Management Workshop;
-An afternoon session is dedicated to learn the most effective ways of handling and managing your data and the best practice for successfully implementing it.
DAY 1 – November 11th
The brand new SFE Middle East 2008 Conference will focus on the most effective ways to develop and build a quality focussed sales force within a rapidly changing regional and industry environment.
The event is for sales executives, product managers, emerging markets specialists, business intelligence, business strategy, marketing, marketing research, training and learning, pricing and re-imbursement professionals.
SALES & MARKETING SESSION
Where does SFE fit into the sales & marketing model of the Middle East?
ïLearn how to successfully implement more quality focused sales force to deliver a more customer-centric approach;
ïUnderstand how to effectively target and segment your market by aligning your marketing and sales strategies by region;
ïGain effective results by integrating sales and marketing through your portfolio to stand out from international and generic competition.
Tahir Hussein Global Group Brand Manager, Spimaco Pharmaceuticals
ïUnderstand the impact of media on sales force and why your company needs sales force in DTC projects;
ïDiscover how leading companies are managing PR and media in the region and using this to their advantage to increase awareness and branding of their products;
ïUnderstand what your customer wants to hear and develop an effective process to communicate this message to your representatives.
Wael El Zanaty, Director of Communications, sanofi-aventis
MARKET MANAGEMENT SESSION
How to make effective sales decisions with limited data and information throughout the region?
ïExamine the opportunities and best investment options for sales and marketing operations in the Middle East;
ïStrategies for coping with a lack of market research data – including commissioning internal research, use of better customer insight with your sales teams, developing your internal structure for better capture of information – and when to use gut instinct!
ïMake your money work for you – recognize the limited scope of possible investment and get the best returns for your spend;
ïHow to make quick decisions across the region – focussing on the similarities rather than the differences between countries.
Amr Fahmy, Director of Marketing, AstraZeneca Saudi Arabia
Standardized solutions vs. tailor-made models – how to reach out to your customers in a fragmented region?
– How you can lengthen product lifecycles through more effective management & sales training that can increase the quality and performance of your sales teams;
– Understand the latest global trends and learn how you can effectively tailor these messages to communicate with your target market;
– Learn how you can better integrate and co-ordinate communication between the regions and HQ through a structured management system to deliver an effective and transparent operation;
– Discover what works best between stand-alone solutions or tailored solutions to ensure your KPI’s are achievable.
Marta Wieldonek, Global Brand Director, Novartis
Market driven management: A new way of thinking about your sales strategies
> An in-depth look at how Sanofi-Aventis are developing their sales plan based on research and mapping of the Middle East Market and what benchmarks they use for effective implementation of the plan;
> Learn the different types of business orientation within the region and learn which is the right approach to take for your products in the region.
Ahmed Omar, Product Manager, Sanofi-Aventis
Territory alignment and sales force sizing: Discover the best tactics for the most effective use of your sales teams throughout the region
> Discover how your territories operate and what level of investment is needed to maximize your organisations return there;
> Learn how it is quality and not quantity of your sales teams which will make effective ROI in your territories.
Phil Rush, Country Head, Novartis Saudi Arabia
DAY 2 – November 12th
DATA MANAGEMENT & SYSTEMS SESSION
Develop and implement an effective CRM Strategy for the Middle East and Africa Region
ïAn overview of a proven regional CRM approach from a leading pharmaceutical company
ïThe importance of high quality data in successful CRM deployment
Anissa Boghdady, Regional Manager Middle East, Cegedim Dendrite Senior-level speaker from a Top 10 Pharmaceutical Company
Identify the best data systems for your organization to produce and manage a reliable data source
ïDiscover when and where should you get your market and sales data from;
ïLearn how to analyze your market needs and evaluate what parameters you need to successfully implement the best independent data providers;
ïLearn best practice in data management to ensure your database is updated and clean to save your representatives time out in the field;
ïUnderstand how an effective database is critical in expanding your organisations reach.
Mahmoud Hany Rizk, Governmental Affairs & Commercial Director, Merck Serono Middle East
SFE and technology – Discover how to improve your sales force through adopting the latest software and programs
ïDiscover what technology can be applied to your business needs and how your organisation needs to change in order to implement new technology which can drive your SFE strategies;
ïLearn how to train your Sales Force up to deliver better results and faster communication with these tools;
ïIdentify the areas for growth in technology such as CRM and how your organisation can develop these areas ahead of the competition;
ïUnderstand how these new tools can be a faster and more effective way to measure the market and your performance.
Ayman Mokhtar, Director of Marketing, sanofi-aventis
SALES FORCE DEVELOPMENT SESSION
Proven strategies to accelerate the effectiveness of first line managers
> Examine effective coaching and development strategies that will provide training up to management level, to encourage self-improvement and motivation throughout
ïHow to successfully develop your reps by using incentivising tactics and allowing 2-way communication to be fed through the organization;
ïHow the managerial roles should evolve for a new flexible approach to new pharma territories and how your company should prepare.
Masood Jaffrey, Associate VP, GSK
Sales force development – Strategies to make sure your representatives work consistently and effectively
> Understand the skill gaps in your sales force and learn how to build a program around it. Develope those skills to ensure continuity of skilled representatives in your organization;
> Learn how to develop a culture of continuous learning by giving representatives more responsibility and empowerment;
> Establish best practice for effective sales calls and meetings which will enable better reviews of performance for your representatives.
Waleed Sabet, Front Line Sales Manager, UAE, Novartis
CUSTOMER RELATIONSHIP SESSION
A general manager’s overview – Solvay’s sales approach to the Gulf Region
> Gain an insight into the Macro-Economics of the region and what it means for Pharmaceutical companies;
> Examine an external SWOT analysis of the region and how you can develop these areas;
> Learn the structure of the Healthcare system in the Gulf and what the best way is to identify your customers;
> Learn how Solvay have developed their sales strategies in response to this region.
Ahmed Khalaf, General Manager, Solvay
Performance management: How to find the right KPI’s for a customer focused sales force
> Understand what the critical challenges are facing the sales environment and learn what the right KPI’s are to put in place to build an effective sales model for the future;
> Discuss how to overcome the internal barriers to implementing new selling models and what you have to do to overcome them.
Jamil Akhter, General Manager, Global Pharma
A customer’s point of view – What you need to know about your company’s interactions
> Hear a customer explain the new approaches pharmaceuticals are taking in Western Europe to delivering added value to its customers and what take-home solutions you can learn from them;
> Understand the similarities between the UK and the Middle East Market and learn what your customers are thinking and how you can be the first to meet their demands now and in the future.
Omar Ali, Formulary Developer & Pharmacist, NHS
Fee per Delegate:
– Two Day Conference
– Full event recording
– Access to conference workshops $ 2100.00
– Pharma Middle East Report
– Access to special IMS Data Management Workshop
– Two Day Conference
– Full event recording $ 1600
– Access to conference workshops
– Two Day Conference
– Access to conference workshops$1400
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