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:
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Identifying the key factors that impact pharmaceutical sales force effectiveness
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Analyzing the current challenges faced by pharma sales representatives
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Identifying the best practices and strategies used by successful pharma companies to improve sales force effectiveness
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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.
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Sales Head
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SFE Leaders
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SFA Leaders
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Business Heads
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CEO’s
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Founders
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Sales Managers
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Marketing Managers
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Product Managers
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Business development Managers
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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:
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Medical device manufacturers
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Biotech companies
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Marketing and advertising agencies
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Sales force automation software providers
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Market research firms
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Consulting firms
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Professional associations and societies
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Healthcare technology providers
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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
Vivek Khanvilkar
Associate Vice President, MR, SFE, Digital & Direct Marketing, Sun Pharma
Mohit Agarwal
Head of Emerging Markets - SFE, Sun Pharma
Amit Nayak
Commercial Excellence Head, JB Pharma
Alka Dand
Associate Director SFE, MSD Pharma
Saju Mon
Head SFE - Emerging Markets & Europe, Cipla
Amit Kumar Bhageria
Head – SFE & SFA, Commercial Excellence, Cipla
Sourabh Agrawal
Senior Vice President, Lupin Ltd.
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
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
Rohit Garg
VP-Business Excellence, Alembic Pharmaceuticals Limited
Gauri Shankar Gupta
Heading SFE/SFA/Analytics & Business Excellence, Glenmark Pharmaceuticals
Subhojit Mukherjee
Business Head, Sales & Marketing, Akumentis Healthcare
Rinkesh Shah
Head Digital Transformation & Marketing Excellence, Mankind Pharma
Suruchi Rajput
Head of Internal Audit and Compliance, JB Pharma
Rohan Sabnis
Vice President Sales Head, Sharpsell
Shiladitya Mallik
Chief Business Officer Co-founder, SmartWinnr
Jeetendra Worlikar
Head- Corporate Training & Development , SFE & Commercial Excellence, Akumentis Pharmaceutical Ltd
Dr. Rahul Kadam
Head of SFA & Digital Platform, USV Ltd.
Vikram Kumar
CEO, Multiplier AI
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
Vishal Bindal
Asia-Pacific Marketing, Abbott
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
Media Partners
