SANJIV NAVANGULManaging Director-Janssen Pharma
HARIRAM KFormer MD, Galderma India
ANAND RAOSVP, Head Digital Technology, Axis Bank
KEYNOTE SPEAKERS
SALIL KALLIANPURPartner & Co-Founder, The Digital Transforma-tion Lab
DEEP BHANDARIAdvisor, UCB India
WORKSHOP LEADERS
in partnership with
PRESENTSMEDICINMAN
DigiStorm2017
How to Create a Winning Sales Organization 19th & 20th December, Mumbai
&
GURPINDER SINGHHead, Digital & MCM, GSK
SHASHIN BODAWALADirector Business Excellence, Go-to-Market & International Business, Boehringer Ingelheim
KIRAN PAIHead, Digital Marketing, Cipla
SUDIP CHAKRABORTYCountry Head, Neurology & Operations, UCB India
INDERJIT SOODVP, Zydus Cadila
PANKAJ AGRAWALNational Manager, Sales, Pricing and Access, UCB India
SHIVA NATARAJANRespiratory BU Head, GSK Pharma India
AMLESH RANJANDeputy Director, Superspecialty, Sanofi
KRISHNA SINGHCMD, GlobalSpace Technologies
RITIKA KAPURBrand Manager, Marcom & Digital, Qi Spine Clinic
VIJAY CHARLUMarketing & Sales, Indoco Remedies
ARSHIYA ZAHEER APAC Regional Medical Lead MCM, Pfizer
MANISH BAJAJVP, India Business, Dr. Reddy’s Labs
SATYA MAHESH K.SFE, Business Analytics, Cipla
RAJESH TIWARIHead, ER and HRBP, Novartis
N. SURESH BABUHead Strategic Initiatives, Sanofi India
SPEAKERS/MODERATORS/PANEL MEMBERS
How to Create a Winning Sales OrganizationDigiStorm2017 &19th & 20th December, Mumbai
SNAPSHOT DigiStorm2017
19 December 2017, Mumbai
Courtyard Marriott, Mumbai
REGISTER HEREmedicinman.net/register2017orsimply make payment to:Bank: HDFC BANK Branch: 102, Chawla Regency, Mosque Road, Bangalore - 560005Account Name: MEDICINMAN PRIVATE LIMITEDAccount No: 50200021794640IFSC Code: HDFC0000714GSTIN: 29AAKCM5650R2ZI
and send details to [email protected]
REASONS TO ATTEND
� Understand the need for an integrated multichannel strategy to be adopted in the business model
� Discover how you can make your multichannel marketing smarter using customer data you already have
� See how to define ROI by replacing “measurement plans” with “engagement plans”.
� Explore the unique considerations for building integrated plans and content in multichannel marketing
� Learn about the new skills required for a marketing professional in the new hyperconnected world.
WHO SHOULD ATTENDThis boot camp is designed for professionals
from pharmaceutical & biotechnology
organizations with the following
responsibilities:
Marketing
� Brand Management
� Product Management
Digital Marketing
� eMarketing/Digital Marketing
� Multichannel/Channel Marketing
� Multichannel Analytics
� Integrated Marketing
� Social Media
� Digital Media
Marketing Innovation
� Interactive Services
� Customer Experience
� Customer Engagement
� Global Marketing
� Mobile Marketing
If you are interested in understanding how digital can be adopted into your business models, used to better engage your customers and take the industry-doctor relationship to the next orbit, this is the workshop for you.
DIGISTORM is a great opportunity where you can shake hands with, interact and learn from industry colleagues, industry experts and also from experts from other industries who have successfully adopted digital technology.
SALIL KALLIANPURWorkshop Leader@salilkallianpur
VENUECourtyard Marriott, Mumbai (Opp. Carnival Cinemas, Andheri-Kurla Road)
Fee Matrix - Early Bird Discounts till 13th Dcember 2017
Delegate type DigiStorm2017
How to Create a Winning
Sales Organi-sation
workshop*
Both events
Pharma delegates - individual
₹ 14,500/- ₹ 9,950/-
plus 18% GST
₹ 14,500/- ₹ 9,950/-
plus 18% GST
₹ 25,000/- ₹ 17,000/-
plus 18% GST
Pharma delegates - group (5+ from same company)
₹ 8,500/- plus 18% GST
₹ 8,500/- plus 18% GST
₹ 17,000/- plus 18% GST
Service provider registrations (only five seats available)
₹ 25,000/- ₹ 20,000/-
plus 18% GST
₹ 25,000/-₹ 20,000/-
plus 18% GST
₹ 40,000/- ₹ 30,000/-
plus 18% GST
How to Create a Winning Sales OrganizationDigiStorm2017 &19th & 20th December, Mumbai
08:45-09:00 – Welcome & Introduction – Anup Soans
SESSION 109:00-10:30 – Theme: Can pharma afford to ignore digital technology and multichannel customer engagement?
Keynote address followed by panel discussion:
Speaker: Sanjiv Navangul – Managing Director, Janssen India Ltd. (Pharma perspective)
Speaker: Anand Rao – SVP & Head Digital Technology, Axis Bank (non-pharma perspetive)
Outcomes from the session:
1. How digital technology can be integrated into a business model
2. What should be the key things to keep in mind when developing a digital strategy
3. What are the common mistakes that business lead-ers make when planning a digital strategy
Panelists – Sanjiv Navangul; Anand Rao; Manish Bajaj; K. Hariram
Moderated by – Shashin Bodawala
10:30-11:00 – Networking tea/coffee
SESSION 211:00 – 12:30 – Theme: Pharma Marketing in a Digital World
Presentation followed by panel discussion
Speaker: Shiva Natarajan – Respiratory Business Unit Head, GSK Pharma India
Panelists – Shiva Natarajan; N. Suresh Babu; Shashin Bodawala; Krishna Singh
Moderated by – Salil Kallianpur
Outcomes from the session:
1. Marketers must use customer data cleverly to create engagement opportunities
2. “What is the ROI” – how do you define ROI here, what parameters can be measured to define suc-cess
3. What are the key challenges for pharma marketers to ‘go-digital’ and how to overcome them
12:30 – 13:30 – Break for lunch
SESSION 313:30 – 15:00 – Theme: The role of content and channels – An integrated multi-channel strategy for pharma marketing
Presentation followed by panel discussion
Speaker: Gurpinder Singh, Head – Digital & MCM, GSK Pharma India
Outcomes from the session:
1. “Content is king” – how do we know what is the best content to create? Is content best created or curated?
2. “If content is king, distribution is queen” – under-standing channel preferences of customers and tailor-making content
3. Must a digital strategy be multi-channel? If so, what is the role of integration?
Panelists – Kiran Pai; Gurpinder Singh; Ritika Kapur
Moderated by – Arshiya Zaheer
15:00-15:30 – Networking tea/coffee
SESSION 415:30 – 16:30 – Theme: What does a pharma professional look like in the ‘new world’ – the future of jobs & new skill sets in a hyper-connected world
Presentation followed by panel discussion
Speakers - Deep Bhandari & Amlesh Ranjan
Outcomes from the session:
1. What does the “new” pharma professional look like?
2. The role of technology in L&D for sales/marketing teams
3. The role of technology for self development
16:30 – Thank you and closing comments – Anup Soans
2017 Awards
DigiStorm2017 will be followed by
Platinum Partners
SCHEDULE DigiStorm2017
19 December 2017, Mumbai
Courtyard Marriott, Mumbai
SNAPSHOT How to Create a Winning Sales Organization
20 December 2017, Mumbai
Courtyard Marriott, Mumbai
REGISTER HEREmedicinman.net/register2017orsimply make payment to:Bank: HDFC BANK Branch: 102, Chawla Regency, Mosque Road, Bangalore - 560005Account Name: MEDICINMAN PRIVATE LIMITEDAccount No: 50200021794640IFSC Code: HDFC0000714GSTIN: 29AAKCM5650R2ZI
and send details to [email protected]
WHAT YOU WILL LEARN1. The Role of Sales Force
� Understanding strategic sales force role & Busi-ness Model
� Go-To-Market Strategies – A competitive advan-tage
� Strategic approach to Sales Force Sizing & Structure
� Role Taking, Role Making and Role Shaping � Role ‘pollution’ and strategic impact on
results
2. Understanding Territories and Deployment � Understanding Customer Value Proposition and
Interactions � Sales Force Operational Excellence: � Understanding Customers – Strategic Approach
to Segmentation and Targeting � Customer Value Proposition � Business/Account Planning Process � Sales Force Performance Measurement – KPIs � A Strategic Approach to CRM / CLM and Digita-
lization � Managing Sales Performance
3. Building A Winning Sales Force � Hiring High Potential Sales Talent
� Understanding Sales Competencies � Assessing and Developing Competencies � Behavioral Event Selection Process
� On-Boarding and Developing Sales Talent � Building High Performance Culture
� Sales Force Motivation � Incentives, Rewards and Recognition
� Career Pathways � Managing Performance
4. Sales Manager Excellence � What Makes an Excellent Sales Manager & How
to Select One � Developing a Great Sales Manager
� Understanding Competencies � Understanding the Role of Sales Managers � Management Vs Leavvvdership � Understanding Sales Force Excellence
Drivers � Sales Manager as a Driver of Change � Understanding Coaching and Team Develop-
ment � Managing Performance
Aligning strategy with sales is the most critical part of execution because it involves multiple factors:
� Coherent Strategies
� Right Sales Profile and People-Hiring, On-boarding, Training and Development
� Sustainable Right Behaviours
� High Performance Culture, Reward, Recognition and Incentives Programs
DEEP BHANDARIWorkshop Leader@Deep0
VENUECourtyard Marriott, Mumbai (Opp. Carnival Cinemas, Andheri-Kurla Road)
Fee Matrix - Early Bird Discounts till 13th Dcember 2017
Delegate type DigiStorm2017
How to Create a Winning
Sales Organi-sation
workshop*
Both events
Pharma delegates - individual
₹ 14,500/- ₹ 9,950/-
plus 18% GST
₹ 14,500/- ₹ 9,950/-
plus 18% GST
₹ 25,000/- ₹ 17,000/-
plus 18% GST
Pharma delegates - group (5+ from same company)
₹ 8,500/- plus 18% GST
₹ 8,500/- plus 18% GST
₹ 17,000/- plus 18% GST
Service provider registrations (only five seats available)
₹ 25,000/- ₹ 20,000/-
plus 18% GST
₹ 25,000/-₹ 20,000/-
plus 18% GST
₹ 40,000/- ₹ 30,000/-
plus 18% GST
How to Create a Winning Sales OrganizationDigiStorm2017 &19th & 20th December, Mumbai
08:45-09:00 – Welcome & Introduction – Anup Soans
09:00-09:15 – Keynote: Setting the context – K. Hariram
SESSION 109:15-10:30 – Theme: The Role of Sales Force
Speaker: Deep Bhandari – Advisor, UCB India
Key learning outcomes:
1. Understanding strategic sales force role & Business Model
2. Go-To-Market Strategies – A competitive advantage
3. Strategic approach to Sales Force Sizing & Structure
i. Role Taking, Role Making and Role Shaping
ii. Role ‘pollution’ & impact on results
10:30-11:00 – Networking tea/coffee
SESSION 211:00 – 12:30 – Theme: Understanding Territories and Deployment
Speakers: Deep Bhandari, Amlesh Ranjan, Pankaj Agar-wal
Outcomes from the session:
3. Understanding Customer Value Proposition and Interactions
4. Sales Force Operational Excellence
5. Understanding Customers – Strategic Approach to Segmentation and Targeting
6. Customer Value Proposition
7. Business/Account budgeting Planning Process
8. Sales Force Performance Measurement – KPIs
9. A Strategic Approach to CRM / CLM and Digitaliza-tion
10. Managing Sales Performance
12:30 – 13:00 – Panel discussion
Moderator: Pankaj Agarwal
Panel Members: Sudip Chakraborty, Satya Mahesh and
Amlesh Ranjan
13:00 – 14:00 – Break for lunch
14:00 – 14:15 – Energizer: Anup Soans
SESSION 314:15 – 15:00 – Theme: Building A Winning Sales Force
Speaker: Deep Bhandari – Advisor, UCB India
Outcomes from the session:
1. Hiring High Potential Sales Talent
2. Understanding Sales Competencies
3. Assessing and Developing Competencies
4. Behavioural Event Selection Process
i. On-Boarding and Developing Sales Talent
ii. Building High Performance Culture
5. Sales Force Motivation
6. Incentives, Rewards and Recognition
i. Career Pathways
ii. Managing Performance
15:00-15:30 – Networking tea/coffee
SESSION 415:30 – 16:15 – Theme: Sales Manager Excellence
Speakers - Deep Bhandari & Rajesh Tiwari
Outcomes from the session:
1. What Makes an Excellent Sales Manager & How to Select One
i. Developing a Great Sales Manager
ii. Understanding Competencies
iii. Understanding the Role of Sales Managers
iv. Management Vs Leadership
v. Understanding Sales Force Excellence Drivers
2. Sales Manager as a Driver of Change
3. Understanding Coaching and Team Development
4. Managing Performance
16:15 – 16:45 – Panel discussion
Moderator: Pankaj Agarwal
Panel Members: Sudip Chakraborty, Satya Mahesh
16:45 – 17:00 – Closing remarks: K. Hariram
SCHEDULE How to Create a Winning Sales Organization
20 December 2017, Mumbai
Courtyard Marriott, Mumbai
How to Create a Winning Sales OrganizationDigiStorm2017 &19th & 20th December, Mumbai
2017 Awards Night
Platinum Partners
VENUECourtyard Marriott, Mumbai (Opp. Carnival Cinemas, Andheri-Kurla Road)
DATE & TIME
19th December 20174:30PM onwards
WEBSITE
digipharmax.com
