5th May, Mumbai

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Improving Pharma Sales Force Effectiveness: Strategies and Best Practices

Pharmaceutical sales force effectiveness is critical to the success of any pharma company. Sales representatives play a vital role in building relationships with healthcare professionals and promoting new products. However, with increasing competition and changing healthcare regulations, the traditional methods of pharmaceutical sales are becoming less effective. Therefore, it is essential for pharma companies to adopt new strategies and best practices to improve the effectiveness of their sales force.

The main objective of this conference is to identify the key strategies and best practices that pharma companies can use to improve the effectiveness of their sales force. The specific objectives include:

  • Identifying the key factors that impact pharmaceutical sales force effectiveness
  • Analyzing the current challenges faced by pharma sales representatives
  • Identifying the best practices and strategies used by successful pharma companies to improve sales force effectiveness
  • Developing a set of recommendations that pharma companies can use to improve their sales force effectiveness

The agenda of this conference has been developed through a literature review and analysis of the latest research studies, industry reports, and best practices in the pharmaceutical industry. Additionally, interviews with industry experts and sales representatives will be conducted to gain insights into the current challenges and best practices in pharmaceutical sales.

This conference will provide pharma companies with a comprehensive overview of the key strategies and best practices that can be used to improve the effectiveness of their sales force. The recommendations developed from this study will be practical and actionable, and can be easily implemented by pharma companies of all sizes.

In conclusion, improving the effectiveness of the pharmaceutical sales force is critical for the success of any pharma company. By adopting the right strategies and best practices, pharma companies can increase sales revenue, build strong relationships with healthcare professionals, and ultimately, improve patient outcomes.

  • Sales Head
  • SFE Leaders
  • SFA Leaders
  • Business Heads
  • CEO’s
  • Founders
  • Sales Managers
  • Marketing Managers
  • Product Managers
  • Business development Managers
  • Training and development Managers

Why Attend

As an attendee of a Pharma Sales Force Effectiveness conference, you can expect to achieve several benefits, such as:

  • Enhancing your knowledge: You will learn about the latest trends, strategies, and best practices in pharmaceutical sales force effectiveness. You will gain insights into the challenges faced by sales representatives and how to overcome them.
  • Networking opportunities: You will have the opportunity to network with industry experts, sales representatives, and other professionals. This will help you build relationships and establish connections that can be useful for your career.
  • Skill development: You will gain new skills and knowledge that can be applied in your work. This will help you improve your performance and contribute more effectively to your organization.
  • Keeping up-to-date with industry developments: You will learn about the latest developments in the pharmaceutical industry, such as new products, regulations, and market trends.
  • Exploring new opportunities: You may discover new opportunities for your career, such as job openings or partnerships with other organizations.

Overall, attending a Pharma Sales Force Effectiveness conference can help you enhance your knowledge, skills, and network, and keep up-to-date with the latest developments in the pharmaceutical industry.

Who Should Attend?

The Pharma Sales Force Effectiveness & Automation Conference would be an ideal platform for companies that are involved in pharmaceutical sales and marketing, as well as those that provide related products and services, to sponsor the event. Some potential sponsors could include:

  • Medical device manufacturers
  • Biotech companies
  • Marketing and advertising agencies
  • Sales force automation software providers
  • Market research firms
  • Consulting firms
  • Professional associations and societies
  • Healthcare technology providers
  • Training and development companies.

Why Partner?

  • Showcase their products and services to a targeted audience
  • Demonstrate their expertise in the pharmaceutical industry
  • Network with industry professionals and potential customers
  • Build brand awareness and enhance their reputation
  • Gain insights into the latest trends and best practices in pharmaceutical sales force effectiveness and automation.

Overall, sponsoring the Pharma Sales Force Effectiveness & Automation Conference can provide companies with an excellent opportunity to promote their brand and establish themselves as thought leaders in the pharmaceutical industry.

Speakers

Keynote Speaker

Dr. Jagmohan Rishi

Global L&D Head, Wockhardt

Dr. Jagmohan Rishi

Global L&D Head, Wockhardt

Vivek Khanvilkar

Associate Vice President, MR, SFE, Digital & Direct Marketing, Sun Pharma

Vivek Khanvilkar

Associate Vice President, MR, SFE, Digital & Direct Marketing, Sun Pharma

Mohit Agarwal

Head of Emerging Markets - SFE, Sun Pharma

Mohit Agarwal

Head of Emerging Markets - SFE, Sun Pharma

Amit Nayak

Commercial Excellence Head, JB Pharma

Amit Nayak

Commercial Excellence Head, JB Pharma

Alka Dand

Associate Director SFE, MSD Pharma

Alka Dand

Associate Director SFE, MSD Pharma

Saju Mon

Head SFE - Emerging Markets & Europe, Cipla

Saju Mon

Head SFE - Emerging Markets & Europe, Cipla

Amit Kumar Bhageria

Head – SFE & SFA, Commercial Excellence, Cipla

Amit Kumar Bhageria

Head – SFE & SFA, Commercial Excellence, Cipla

Sourabh Agrawal

Senior Vice President, Lupin Ltd.

Sourabh Agrawal

Senior Vice President, Lupin Ltd.

Ankush J. Jagga

BU Head - Products Business, G-Cube & MRCC

Ankush J. Jagga

BU Head - Products Business, G-Cube & MRCC

“Be stubborn for your goals and flexible for the journey.” Ankush’s professional journey has been a true reflection of this philosophy. Ankush Jagga is a dynamic professional with an entrepreneurial heart. He is a visionary, but what sets him apart is his inherent passion for solving real-world problems. Ankush spearheads the Products SBU of MRCC Group and has helped it acquire a position of global repute. He has been an integral part of the organization for over 16 years. He built and headed Sales & Marketing functions and later moved to a larger role of heading the entire Business Unit. In this role, he worked on building products, and ideating companies’ growth path, P&L and cash flow.

Kapil Kuwelker

Founder & CEO Cirrius Group Phyzii Pharma CRM

Kapil Kuwelker

Founder & CEO Cirrius Group Phyzii Pharma CRM

Dr. P K Rajput

Sr Vice President (Former) Sales and Marketing, Domestic & International Markets, Cadila Pharma Limited

Dr. P K Rajput

Sr Vice President (Former) Sales and Marketing, Domestic & International Markets, Cadila Pharma Limited

Prabhakar Dhage

Assc. Director ( Former) Sales & Marketing, Emcure

Prabhakar Dhage

Assc. Director ( Former) Sales & Marketing, Emcure

Rohit Garg

VP-Business Excellence, Alembic Pharmaceuticals Limited

Rohit Garg

VP-Business Excellence, Alembic Pharmaceuticals Limited

Gauri Shankar Gupta

Heading SFE/SFA/Analytics & Business Excellence, Glenmark Pharmaceuticals

Gauri Shankar Gupta

Heading SFE/SFA/Analytics & Business Excellence, Glenmark Pharmaceuticals

Subhojit Mukherjee

Business Head, Sales & Marketing, Akumentis Healthcare

Subhojit Mukherjee

Business Head, Sales & Marketing, Akumentis Healthcare

Rinkesh Shah

Head Digital Transformation & Marketing Excellence, Mankind Pharma

Rinkesh Shah

Head Digital Transformation & Marketing Excellence, Mankind Pharma

Suruchi Rajput

Head of Internal Audit and Compliance, JB Pharma

Suruchi Rajput

Head of Internal Audit and Compliance, JB Pharma

Rohan Sabnis

Vice President Sales Head, Sharpsell

Rohan Sabnis

Vice President Sales Head, Sharpsell

Shiladitya Mallik

Chief Business Officer Co-founder, SmartWinnr

Shiladitya Mallik

Chief Business Officer Co-founder, SmartWinnr

Jeetendra Worlikar

Head- Corporate Training & Development , SFE & Commercial Excellence,Akumentis pharmaceutical ltd

Jeetendra Worlikar

Head- Corporate Training & Development , SFE & Commercial Excellence, Akumentis Pharmaceutical Ltd

Dr. Rahul Kadam

Head of SFA & Digital Platform, USV Ltd.

Dr. Rahul Kadam

Head of SFA & Digital Platform, USV Ltd.

Vikram Kumar

CEO, Multiplier AI

Vikram Kumar

CEO, Multiplier AI

Sneha Agarwal

Director, PWC India

Sneha Agarwal

Director, PWC India

Sneha Agarwal is a Director with PwC India and is a Chartered Accountant and BCom graduate from University of Delhi. She has been focusing on Pharma and Lifesciences sector and has significant experience in Governance, Risk and Compliance (GRC) matters.

In her role, she has been supporting clients in defining compliance framework around marketing activities including interactions with Healthcare professionals (HCPs) and helping them set up monitoring/reporting in line with MCI/UCPMP/new TDS section 194 R requirements.

Prasad Panicker

GM Marketing, ICPA Health

Prasad Panicker

GM Marketing, ICPA Health

Vishal Bindal

Asia-Pacific Marketing Abbott

Vishal Bindal

Asia-Pacific Marketing, Abbott

Sushil Barkur

Associate Vice President L&D TM & OD Strategy, Alembic Laboratories

Sushil Barkur

Associate Vice President L&D TM & OD Strategy, Alembic Laboratories

Agenda

09:10 - 09:30 | Keynote Address

Hear the latest in news and innovations from Sales Force Excellence and Automation.

Dr. Jagmohan Rishi, Global L&D Head, Wockhardt

09:30 - 09:50 | Special Address

CEO’s Perspective of Sales Force Effectiveness

Sourabh Agarwal , Sr Vice President, Lupin

09:55 - 10:20 | Presentation

“Beyond the Average: Unleashing the Potential of Medical Representatives through Sales Playbooks”

 Rohan Sabnis, VP Sales Head ,  SharpSell.ai

10:20 - 11:00 | Panel Discussion

Decoding Customer Engagement Model

The latest trends, the impact of digital engagement, medical events, the value of data, and collaboration between sales, medical and marketing.

  • Moderator : Dr. Jagmohan Rishi – Global L&D Head, Wockhardt
  • Saju Mon, Head SFE – Emerging Markets & Europe, Cipla
  • Subhojit Mukherjee, Business Head, Sales & Marketing, Akumentis Healthcare
  • Amit Nayak, Commercial Excellence Head, JB Pharma

11:20 - 12:00 | Panel Discussion

Data and Insights to Drive Commercial Excellence

  • Sales and Marketing in pharma have often operated independently, making it challenging to build a cohesive commercial strategy.
  • How data and insights can help overcome silos to orchestrate engagement and become genuinely customer-centric.
  • Moderator -Prabhakar Dhage, Assc. Director (Former) Sales & Marketing, Emcure
  • Alka Dand –  Associate Director, SFE , MSD
  • Gauri Shankar Sharma, Heading SFE/SFA/Analytics & Business Excellence, Glenmark Pharma
  • Jeetendra Worlikar, Head SFE & Corporate Training, Akumentis

12:00 - 12:20 | Presentation

Use of AI to train MR’s on individual KPI’s.

Ankush J. Jagga ,BU Head – Products Business, G-Cube & MRCC

12:20 - 12 :50 | Fireside Chat

Interpretation of 194R

  • Impact on business practices and growth strategy (volume discounts, incentivizing schemes and physician samples)
  • Interplay of the new TDS obligation under section 194R and the GST perspective
  • Withholding tax on any benefit or perquisite in the course of business

Moderator: Kapil – Cirrius (Phyzii CRM)

Suruchi Rajput, Head Of Internal Audit & Compliance, JB Pharma

Sneha Agarwal, Director. PWC India

12:50 - 01:10 | Presentation

“Gamified Performance and Incentive Management for Pharma Excellence: A Data-driven Approach”

Shiladitya Mallik, Chief Business Officer & C0-Founder, SmartWinnr

02:10 - 02:20 | Presentation

How AI can help you provide a world class experience to your customers

Vikram Kumar, CEO, Multiplier AI

02:30 - 03:10 | Panel Discussion

India Specific CRM Needs to Drive Medical Sales Representative’s Effectiveness

  • CRM as a platform enables you to provide the right insights to your field force, no matter how complex.
  • What are the Industry Expectations from an Ideal CRM!
  • Moderator: Kapil – Cirrius (Phyzii CRM)
  • Mohit Agarwal -Head Of Emerging Markets, SFE, Sun Pharma
  • Rahul Kadam – Head of SFA & Digital Platform, USV Ltd.
  • Amit Bhageria – Director, Head – SFE and SFA, Commercial Excellence, Cipla

03:45 - 04:20 | Panel Discussion

Panel Discussion: Pharma Marketing Playbooks in the Digital Age – Barriers, Opportunities & Capabilities

  • The pharma marketing landscape has progressed considerably.
  • How pharma companies engage with HCPs with different volume and variety of content.

Moderator: Rohan Sabnis – Vice President Sales Head, Sharpsell

  • Vivek Khanvilkar, Associate VP, MR, SFE, Digital & Direct Marketing, Sun PharmaG
  • P.K. Rajput, Sr Vice President (Former) Sales and Marketing, Domestic & International Markets, Cadila Pharma Limited
  • Vishal Bindal, Asia-Pacific, Marketing, Abbott
  • Prasad Panicker, GM Marketing, ICPA Health

Partners

Sales Playbook Partner

Category Partner

Gold Partner

Silver Partner

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