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4th Annual Pharma Commercial and SFE Summit MENA

23 - 24 January 2018 - Dubai
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PAST SPEAKERS

SEE THE PREVIOUS SPEAKERS & CASE STUDIES

John
MIKHAIL

Associate Director Market Access

Hosam
BADR

Marketing Director

Adrian
DUNSTAN

Managing Director Gulf Countries & Lebanon

Gizem
AKALIN

Commercial Excellence Director MENA CIS

Amgad
GAMIL

Regional Medical & Scientific Affairs Lead, Emerging Asia

Cagdas
SECKIN

Business Excellence Director, IMEA

CONFERENCE TOPICS 2018

LOOK AT THE TOPICS THAT WERE DISCUSSED

  • Methods and techniques to increase sales and sales force effectiveness
  • Creating and implementing strategies for commercial excellence
  • Moving from the traditional sales force towards the key account managers
  • The latest innovations and integration of the modern technologies in digital sales
  • E-management and e-marketing for excellent sales performance
  • Collaboration between marketing and sales
  • Commercial strategies and market assessment in MENA region
  • Customer-centric engagement strategy
  • Cultural changes in pharma organization and internal collaboration for commercial and SFE success

DESIGNED FOR

Members of board, C-level, Senior Vice Presidents, Vice Presidents, Directors, and Heads of departments from pharma industry involved in:

  • Pharma Sales
  • Sales Excellence
  • Commercial Excellence
  • Sales Force Effectiveness
  • Customer excellence
  • Customer centricity
  • Multi-Channel Management
  • Digital Marketing
  • Market Access
  • Key Account Management
  • Business intelligence
  • Product launch
  • Medical Affairs
  • Channel Management
  • CRM

CASE STUDIES

PAST CASE STUDIES INCLUDE

CASE STUDY / DAY 1

On the Way to Omnichannel; Integrated Approach in Channel Management

How digital and face to face interactions could be used in an integrated manner while communicating with healthcare professionals; role of behavioral segmentation and performance tracking will be highlighted

  • 3 Dimensional Targeting & Segmentation; Behavioral Segmentation
  • MC and F2F Integrated Channel Management for Uncovered & Uncovered Physicians
  • Data Unification and Integration of Data
  • Future Aspirations, AI

Gizem
AKALIN

Commercial Excellence Director MENA CIS

Adrian
DUNSTAN

Managing Director Gulf Countries & Lebanon

CASE STUDY / DAY 1

Towards a More Customer Centric Engagement strategy

The world has been rapidly changing for a number of year and this includes the needs and wants of our customers. So why do we expect the same customer relationship management principles to continue to work? How could we approach customer relationship s so that we increase interaction and engagement?

  • What do we generally do?
  • What is wrong with this?
  • Key principles we should be considering?
  • How can we achieve this?

CASE STUDY / DAY 2

Key Account Management – The Journey to Entrepreneurship

Key account management (KAM) is a topic in the top of mind for most senior leaders in the pharmaceuticals industry. Excellence in KAM is about much more than having the best tools, training schedules, and account plans. It is about entrepreneurship – which means hiring the key account managers who possess an opportunity-driven mind-set and providing them the autonomy, resources, and support to create innovative, tailored solutions for key accounts.

  • 5 myths about KAM
  • Stages of KAM development
  • Successful KAM Model

John
MIKHAIL

Associate Director Market Access

Hosam
BADR

Marketing Director

CASE STUDY / DAY 2

Digital Marketing for pharma, do we need it!

The evolution of digital marketing is going so fast and it changes many industries ways of doing business, how that is going to impact the pharma business and is it expected to use the same path used by other industries, let us explore some examples and its feedback.

  • Evolution of marketing
  • Digital marketing in recent world
  • Consumer marketing
  • Medical communities and digital world
  • Julphar experiences

SPONSORS 2018

A SPECIAL THANK YOU TO OUR SPONSORS

STAY UPDATED FOR THE 2019 EDITION

Provide us with your contact details and our team will get back to you with all the updates regarding the upcoming edition of this event.

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