4th Annual Pharma Commercial and Sales Force Effectiveness Summit

Europe's biggest Pharma SFE Summit of 2014

Pharmaceuticals/Drug Discovery, Sales

4th Annual Pharma Commercial and Sales Force Effectiveness Summit 23-25 Sep 2014 Courtyard Berlin City Center, Berlin, Germany
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will inspect the influence of the market volatility and challenges of the commercial and sales excellence focusing on how to make the perfect mix and incorporate new channels flawlessly within your customer-centric strategy. Co-located with the 3rd Annual Pharma Marketing Summit & Risk Management and Pharmacovigilance Summit.


Understand the challenges of sales force and commercial excellence in current competitive environment

Listen how to implement and overcome the challenges of Key account Management

Understand what new skills, knowledge, attitudes and mindsets are needed by every customer facing person

Explore & analyze the capability priorities across multiple markets

Determine which capabilities will make a strategic difference

Identify how to align your CRM with Digital channels

Get the latest insights on new sales and commercial models, hybrid models and synchronize your channel mix

Co-located with two other Pharma Events - The 3rd Annual Pharma Marketing Summit & the Risk Management & Pharmacovigilance Summit!


The pharmaceutical industry is facing an intense transformation and companies are trying to adapt their commercial models for competitive advantage and a new degree of engagement.

Although key account management is not the new topic on the table; it is now seen as a key differentiator in SFE. And as for other industries customer experience management is a hot topic, key account management comprises all the tools to be perceived the same way. A successful KAM strategy, however, involves more than change name of sales reps to account managers. Instead, companies see more and more the need to hire individuals with skillsets outside of traditional sales, train them to speak to customers differently, and allow the KAM team the liberty to lead over their own territory and accounts.

The appropriate synchronization of sales, medical affairs, marketing and market access allows the right message to reach its anticipated target at the right time relative to all the other messages from the company.

Companies should also continue to hire sales reps in a more traditional role to create pull-through request from the end of the line to increase SFE. Even within a regulated formulary list, physicians, nurses and pharmacists preserve some flexibility in their prescribing practices. These sales reps, however, must work in union with the account managers and other teams within the company to provide products and services to the customers.

A sales manager has many responsibilities. But too many sales managers concentrate on reviewing opportunities late in the sales process, which is a mistake. Opportunity reviews are critical to ensuring that you successfully overcome turbulences between target and close. Opportunities are too valuable and they can’t be left to chance.

This event is also co-located with the 3rd Annual Pharma Marketing Summit. Two of the largest Pharma events of 2014 will be held at the same venue at the same time – with all networking breaks to be shared – giving you an unparalleled networking experience with your industry peers!

Learn about value creation and propositions, KAM challenges and right segmentation as well as get the insight on the new commercial models that will empower you on the thorny journey of being a commercial expert.


Members of the Board, Vice Presidents, Directors, Head and Senior Managers involved in the areas of:

Sales, Sales Force Effectiveness


Key Account Management

Product/Brand/Portfolio Management

Training and HR and Learning

Commercial Effectiveness

Business Intelligence / Marketing and Business Support

e-marketers/ IT / CRM

General Managers/ Business Unit Directors

From: September 23, 2014 00:00
To: September 25, 2014 23:59

Courtyard Berlin City Center, 55 Axel-Springer-Straße, 10117, Berlin, Germany


Pharmaceuticals/Drug Discovery, Sales


CRM, Pharmaceuticals, Sales CRM



Contact email

Contact phone
+421 221 025 322


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