Sep 8-9, 2008: TGaS at CBI’s Leadership Summit on Evolving the Pharma Sales Model

CBI’s Leadership Summit on Evolving the Pharma Sales Model

Understand the Impact of Innovation on the Sales Operations Model, Capabilities and Spending

September 8-9, 2008

Review the current landscape of the pharmaceutical sales model with a focus on how pharmaceutical companies are innovating for the future. In this session, we discuss benchmarks across three tiers of pharmaceutical companies (large tier, mid tier and specialty), covering work with more than 35 of the Top 50 companies in the U.S. Analyze the effect these innovations have on the sales operations model and assess what effect this would have on capabilities and spending. Gain a fact-based understanding of:

• How the in-person sales model is changing in the industry and companies are evolving and experimenting into the future
• How the concept of the virtual-rep is helping to reshape the industry into a sales model more closely resembling industries like banking and telecom
• How internet-based sales models are adding to the effectiveness and efficiency of the sales model Moderator:

Moderator:

Stephen Gerard
Managing Partner and Founder, TGaS Advisors

Panelists:

Taso Goujiamanis
Senior Director, Sales Operations, King Pharmaceuticals

Howard Kaplan
Senior Director, Sales Support and Analytics, Commercial Operations, AstraZeneca

Sunny Longordo
Senior Director, Sales Analytics, Ortho-McNeil Pharmaceuticals Inc.

Deborah Reynolds
Vice President, Sales Operations, Pfizer Inc.