Gold Sponsor

Daniel Lindwall Vice President

Daniel Lindwall Vice President

Helen Sandilands Head, Senior Manager

Commercial Effectiveness and Execution Manager

Ahmed Fors Commercial Director Gulf

& KSA

Cline Genty Vice President Customer

Excellence

Moktar Diallo Director, Global Business

Intelligence

Sara Montero Lpez Business Unit Director

CRM PLATFORM AS A KEY ELEMENT: The CRM platform as a key ele-ment for Sales-Force Effectiveness focused on customers expectations

COMMERCIAL PLAN: Key elements involved in building and delivering a successful Commercial Plan

SALES APPROACH: Deeper insight into the rare disease business, which needs a special sales approach to be successful

SALES FORCE EFFECTIVNESS: The important elements in Sales Force Effectiveness and its structure

SALES COMMUNICATION: Learn new tools and challenges facing the sales communication

Ingo Wolf BU Head HAE

Extending the knowledge of Pharma SFE and Commercial horizon

Sales Sales Force Effectiveness Marketing Key Account Management Training, HR and Learning Product Management Brand Management Portfolio Management Commercial Effectiveness E-Marketers/IT/CRM Business Unit Directors Business Operations Customer Excellence Patient Solution Team

Members of board, C-level, Senior Vice Presidents, Vice Presidents, Di-rectors and Heads of departments from Pharma industry involved in:

EVENTDESIGNED FOR

www.sfesummit.com

15+ Experience Based Case Studies

10+ One to One Networking Hours

3 Interactive Group Discussions

2,5 Full Day withPresentations

Silver Sponsors Bronze Sponsor

Chairperson:Nancy HunterBrand Director, IMLYGIC

Amgen

Chairman:Wojciech Kuna Rx Division Director

Sanofi Aventis

Ritesh SharmaGM Latin and Central America, Ex Sr. Marketing Director EMEAAlign Technology BV

Helen SandilandsHead, Senior Manager Commercial Effectiveness and ExecutionBaxter

Ayman NoamanHead of Sales Force ExcellenceBiogen

Sumit MehtaManaging Director Cetas Healthcare

Mike AskewManaging Director Data Intelligence

Andrew JS ArmitageClient Partner DirectorData Intelligence

Allan MackintoshRegional Account Manager (Scotland & Northern Ireland)Grunenthal

Cline GentyVice President Customer ExcellenceJANSSEN - Johnson and Johnson

Sara Montero LpezBusiness Unit DirectorLundbeck

Ashish Gupta Senior Director AnalyticsNagarro

Dr. Purav GandhiDirector Consultancy Life Sciences

Nagarro

Michael QuannDirector Stategic AccountsQstream

Michael CristinoCommercial Effectiveness ManagerRecordati

Moktar DialloDirector, Global Business IntelligenceSanofi Aventis

Ingo Wolf BU Head HAEShire

Mike Bennet Divisional Sales Director (Diabetes)Takeda

Rati MenonManaging DirectorTATA Interactive Systems

Ahmed ForsCommercial Director Gulf & KSAVifor Pharma

Workshop A: Commercial Pharma in Virtual World 4 October 2016 (15:00-16:00)

Effective integration of social media in e-marketing The power of digitization: Big data and real-time relevant

data More available data, less duplication efforts - will trans-

parency become a key driver of innovation in the pharma sector?

How to integrate latest technology innovations into sales strategy?

Aiming to reach the segment of one, making each custom-er feel the message is customized and relevant to them

What are the most preferred and effective channels?

Content vs. Channels

How do you manage standing out in the vast world of the digital marketing?

Workshop B: Multi-channel marketing in the customer engagement and experience4 October 2016 (16:00-17:00)

PRE-CONFERENCE WORKSHOPS

CASE STUDIES PRESENTED BY

BOOKING LINE: Tel.: +421 221 025 324 / Fax: +421 252 444 225 www.sfesummit.com

DAY 1 Wednesday 5 October 2016

BOOKING LINE: Tel.: +421 221 025 324 / Fax: +421 252 444 225 www.sfesummit.com

08:20 Registration and Morning Coffee

08:50 Opening Remarks from the Chairperson

09:00 SPEED NETWORKING SESSION

Dont forget your business cards! GREAT 15 MINUTES ICE-BREAKING AND NETWORKING ACTIVITY to meetyour peers before we start.

09:15 CASE STUDY

CRM as the Key Element of SFECRM is the key element of the Sales Force Effectiveness as it can help companies formulate their growth strategies. Using a CRM platform to drive SFE is definitely the best practice to adopt to leverage quantity, quality and relevance of customer facing interactions. It will put the customer in the centre of the strategy and drive a focus on meeting the customers expectations. This will result in improving loyalty to the brand as well as to the company.

Benefits of Sales Force Effectiveness approach in pharma Sales Force Effectiveness and Marketing Excellence Adopting Customer Centric approach Understanding what drives your customers choices

Cline Genty Vice President Customer ExcellenceJANSSEN - Johnson and Johnson

10:00 PRESENTATION

Gamification for Commercial Excellence- 3 Case StudiesGamification has proven to be a very effective way to train sales teams on various competencies , whether as basic as Product or Medical knowledge or as complex as Business Acumen and StrategyBusiness Acumen and Strategy.

We will present three case studies of the use of Gamification for vari-ous sales competencies: QuizBiz- demo and case study of social gamification solution for

product knowledge , medical knowledge and refresher training Value Selling Game- demo of game for value selling that focuses

on the selling skills for key account managers in B2B sales TOPSIM- a competitive market place simulation that builds busi-

ness acumen skills for Front Line Managers

Rati MenonManaging Director TATA Interactive Systems

10:45 NETWORKING COFFEE BREAK

11:15 PRESENTATION

Driving Bottom-line surge by proprietary Salesforce AnalyticsSales force structure, geographic deployment and incentive planning are the basic building blocks of commercial excellence function. Optimization presents a real challenge, especially for high growth companies. Short term interests of containing costs, uncertainty

over long term outlooks, fear of rocking the boat causes commercialexcellence teams to typically under-invest in sales structure (average size is 83% against optimal) = leaving money on the table!

How Align Technology (pioneer and global leader in orthodontics) addressed this challenge in their key European market using Cetas Healthcare Analytics proprietary Promotion Response Models, geo-deployment and incentive planning solutions to drive top line and bottom line growth by: Diagnosing the key problem areas Identifying the key opportunity areas Getting the key stakeholders buy-in State-of-the-art approach to advanced statistical analytics Tying results to bottom-line to arrive at ROI driven solu-

tions

Ritesh Sharma Sumit MehtaGM Latin and Central America, Managing DirectorEx Sr. Marketing Director EMEA Cetas Healthcare Align Technology BV

12:00 PRESENTATION

Moving middle performing medical representa-tives to top performers, with help from Harvard University

What are the abilities and skills of the top performing medical rep?

Hear the research behind moving middle performers Lessons from Harvard about improvements to on-the-job

performance Gamification and analytics how technology can help Case study presentation & insights

Michael Quann Director Stategic AccountsQstream

12:45 LUNCH

14:00 CASE STUDY

The Evolution of SFESales Force Productivity: Optimizing the Sales Force in Pharmaceutical companies.

Selling function in the company Major strategic decisions linking with the Sales Force The First - Line the Sales Manager Role Tier one: the structure of the Sales Force Tier two: Boosting the Sales Force Productivity Sales Force as a value-creation tool

Sara Montero Lpez Business Unit DirectorLundbeck

DAY 1 Wednesday 5 October 2016

BOOKING LINE: Tel.: +421 221 025 324 / Fax: +421 252 444 225 www.sfesummit.com

14:45 CASE STUDY

How about hiring Siri in your Sales Team?VR and IOT are the new world! This world is becoming even more virtual with a strong power for social media. In this presentation we will try to take you for a journey to the next future of Sales Teams and what challenges we will face with the current traditional ways.

Current tools and challenges facing the sales communication The future of communication and impact on our sales Future Reps and a competition with current teams Change management needed for the future What are the trends shaping the future?

Ahmed Fors Commercial Director Gulf & KSAVifor Pharma

15:30 PRESENTATION

In Pharma, do we really get business value from our data investments and supporting BI solutions?

Examination and open discussion of what is wrong with the typical approach to Business Intelligence solutions within the Pharma Commercial organisation

Ways we can and should modernise our approach Demonstration of concepts we are pioneering

Mike Askew Andrew JS ArmitageManaging Director Client Partner Director Data Intelligence Data Intelligence

16:15 NETWORKING COFFEE BREAK

16:45 CASE STUDY

Sales Force di