> Learn how to successfully implement a leaner more quality focused sales force to deliver a more customer-centric approach
> Understand how to effectively target and segment your market by aligning your marketing and sales strategies by region
> Gain effective results by integrating sales and marketing through your portfolio to stand out from international and generic competition

Tahir Hussein Global Group Brand Manager,
Spimaco Pharmaceuticals

Understand the impact of media on sales force and why your company needs sales force in DTC projects

> Discover how leading companies are managing PR and media in the region and using this to their advantage to increase awareness and branding of their products
> Understand what your customer wants to hear and develop an effective process to communicate this message to your reps

Wael El Zanaty, Director of Communications, sanofi-aventis

> Examine the opportunities and best investment options for sales and marketing operations in the Middle East
> Strategies for coping with a lack of market research data - including commissioning internal research, use of better customer insight with your sales teams, developing your internal structure for better capture of information - and when to use gut instinct!
> Make your money work for you - recognize the limited scope of possible investment and get the best returns for your spend
> How to make quick decisions across the region – focussing on the similarities rather than the differences between countries

Amr Fahmy, Director of Marketing, AstraZeneca Saudi Arabia
Standarized solutions vs. tailor-made models – how to reach out to your customers in a fragmented region
> How you can lengthen product lifecycles through more effective
management & sales training that can increase the quality and performance of your sales teams
> Understand the latest global trends and learn how you can effectively tailor these messages to communicate with your target market
> Learn how you can better integrate and co-ordinate communication between the regions and HQ through a structured management system
to deliver an effective and transparent operation
> Discover what works best between stand-alone solutions or tailored solutions to ensure your KPIs are achievable and trackable

Marta Wieldonek, Global Brand Director, Novartis
Market driven management: A new way of thinking about your sales strategies
> An in-depth look at how sanofi-aventis are developing their sales plan based on research and mapping of the Middle East Market and what
benchmarks they use for effective implementation of the plan
> Learn the different types of business orientation within the region and learn which is the right approach to take for your products in the region

Ahmed Omar, Product Manager, sanofi-aventis
Territory alignment and sales force sizing: Discover the best tactics for the most effective use of your sales teams throughout the region

> Discover how your territories operate and what level of investment is needed to maximize your organisations return there
> Learn how it is quality and not quantity of your sales teams which will make effective ROI in your territories
Phil Rush, Country Head, Novartis Saudi Arabia

> An overview of a proven regional CRM approach from a leading pharmaceutical company
> The importance of high quality data in successful CRM deployment

Anissa Boghdady, Regional Manager Middle East, Cegedim Dendrite Senior-level speaker from a Top 10 Pharmaceutical Company

> Discover when and where should you get your market and sales data from?
> Learn how to analyze your market needs and evaluate what parameters you need to successfully implement the best independent data providers
> Learn best practice in data management to ensure your database is updated and clean to save your reps time out in the field
> Understand how an effective database is critical in expanding your organisations reach.

Mahmoud Hany Rizk, Governmental Affairs & Commercial Director, Merck Serono Middle East

> Discover what technology can be applied to your business needs and how your organisation needs to change in order to implement new technology which can drive your SFE strategies
> Learn how to train your Sales Force up to deliver better results and faster communication with these tools
> Identify the areas for growth in technology such as CRM and how your organisation can develop these areas ahead of the competition
> Understand how these new tools can be a faster and more effective way to measure the market and your performance

Ayman Mokhtar, Director of Marketing, sanofi-aventis

SALES FORCE DEVELOPMENT SESSION
Proven strategies to accelerate the effectiveness of first line managers
> Examine effective coaching and development strategies that will provide training up to management level, to encourage self-improvement and motivation throughout

> How to successfully develop your reps by using incentivising tactics and allowing 2-way communication to be fed through the organization
> How the managerial roles should evolve for a new flexible approach to new pharma territories and how your company should prepare

Masood Jaffrey, Associate VP, GSK
Sales force development – Strategies to make sure your
reps work consistently and effectively

> Understand the skill gaps in your sales force and learn how to build a program around developing those skills to ensure continuity of skills in your organization
> Learn how to develop a culture of continual learning by giving reps more responsibility and empowerment
> Establish best practice for effective sales calls and meetings which will enable better reviews of performance for your reps

Waleed Sabet, Front Line Sales Manager, UAE, Novartis

> Gain an insight into the Macro-Economics of the region and what it means for Pharma companies
> Examine an external SWOT analysis of the region and how you can develop these areas
> Learn the structure of the Healthcare system in the Gulf and how best to identify your customers
> Learn how Solvay have developed their sales strategies in response to this region
Ahmed Khalaf, General Manager, Solvay

> Understand what the critical challenges are facing the sales environment and learn what the right KPIs are to put in place to build an effective sales model for the future
> Discuss how to overcome the internal barriers to implementing new selling models and what you have to do overcome them
Jamil Akhter, General Manager, Global Pharma

> Hear a customer explain the new approaches pharma is taking in Western Europe to delivering added value to its customers and what take-home solutions you can learn from them
> Understand the similarities between the UK and the Middle East Market and learn what your customers are thinking and how you can be the first to meet their demands now and in the future
Omar Ali, Formulary Developer & Pharmacist, NHS