16th Annual
Sales Force Effectiveness
and Digital Marketing
in Pharma Summit
The official date for the summit will be announced soon
Past Speakers
SEE THE PREVIOUS SPEAKERS & CASE STUDIES
CASE STUDY
AI and Human Touch: Transforming Pharma Sales Reps for 2030
Explore how AI and human expertise are transforming the role of Pharma Sales Representatives in the specialty business. This talk will analyse the synergistic potential of AI tools and the irreplaceable human touch, highlighting strategies for success in 2030 and beyond.
- 01Explore AI-driven opportunities and challenges for Pharma Sales Reps while adapting to new technologies
- 02Provide actionable strategies for Pharma Sales Reps to leverage AI tools effectively while maintaining their essential human touch
- 03Emphasise the irreplaceable value of human interaction and trust-building in Pharma Sales, even in an AI-driven future
In this session, I’ll explore the critical role of being the bridge between product and technology, where true product development excellence happens. Drawing on my experience in transformation, including agile transformation and large-scale delivery, I’ll share how connecting vision with execution, and people with purpose leads to better collaboration, stronger outcomes, and more impactful products — the cornerstone of product and agile excellence.
CASE STUDY
Beyond Algorithms: How Human-Centred AI is Transforming Marketing and HCP Engagement
In the race to digitise and automate, pharma risks losing sight of the one thing that has always driven meaningful engagement — human connection. While AI has unlocked new levels of targeting, prediction and personalisation, the real transformation begins when we embed empathy, ethics and human insight into our algorithms.
In this session, I will share real-world experiences from our journey of integrating AI at Fresenius Kabi. From reimagining omnichannel strategies to enabling medical reps with intelligent tools, we learned how to turn AI into an enabler of trust, not just efficiency.
- 01Why human-centred AI matters more than ever in healthcare communication
- 02How predictive models can enhance — not replace — field force intuition
- 03Real-life use cases: enabling sales teams with AI-powered insights without losing the human touch
- 04The evolving role of the marketer: from content creator to experience architect
Pre-Start Phase:
1.Patient Safety Review:
- Assess patient demographics, drug specifics, AE (Adverse Event) incidence rates, available resources, and programme design fundamentals
- Integrate multifaceted support resources, including call centres, educational materials, and digital tools
2.Contracting Essentials:
- Determine the need for standalone PVAs (Pharmacovigilance Agreements) or safety clauses
- Critical contract elements: Include audit rights, clear definitions, mandatory training, AE reporting procedures, contact details, and reconciliation processes
3.AE Training and Vendor Setup:
- Implement comprehensive AE training protocols
- Establish a robust vendor monitoring strategy with clear KPIs, defined monitoring frequency, and audit readiness
During the Programme:
1.Vendor Performance and AE Monitoring:
- Conduct regular vendor reviews to ensure compliance with contractual obligations
- Maintain ongoing reconciliation and monitor AE trends to identify any emerging issues
Post Completion:
1.Study Reporting:
- Prepare a comprehensive study report summarising outcomes, key learnings, and areas for improvement
CASE STUDY
Pharma Marketing Overdue for a Revolution
Pharma marketing is stuck in the past. Outdated strategies and missed opportunities are holding us back. The time for change is NOW. Together, we will uncover bold, innovative approaches that will redefine how we connect with our customers and harness digital tools to lead the industry into the future. This isn’t just evolution; it’s a revolution. Don’t get left behind.
- 01Internal vs External Triggers for EWIs
- 02Timing of EWI Identification — Why It Matters
- 03Dynamics of EWI Importance — Client vs Bank Perspective
- 04Case Study — EWI Success Story
In an evolving landscape where customer expectations continually rise, understanding and proactively addressing customer needs is no longer optional—it’s essential. This session explores how empathy-driven customer experience (CX), combined with strategic automation and cutting-edge AI, can radically enhance efficiency, agent performance, and customer loyalty. Leveraging real-world insights and innovative frameworks, discover practical ways to future-proof your contact centre operations.
CASE STUDY
Notes for a Correct Approach to Omnichannel
Omnichannel and Multichannel start from a common base: the use of different channels to communicate with customers. These channels are sometimes used without considering the impact they can have on customers — HCPs. Additionally, there is the possibility of using a greater number of channels to make them even more effective if used in an integrated manner (Kotler, 2022). The most used channels or touchpoints are:
- 01Online: remote call (single or group), approved mail, webinar, online congresses (widely used during the Covid period)
- 02Offline: F2F, phone calls, hospital meetings, congresses
This Omnichannel ecosystem adapts to the needs of HCPs, evolving with them in the choice of channels and topics to ensure that the HCP’s decision-making process is completed: 1) knowledge, 2) interest, 3) request, 4) action/use, 4) support (Kotler, 2022). All this leads us to “customer engagement” according to the principle: the right content, the right person, the right place (Schmitt, 2003).
CASE STUDY
From Compliance to Commercial Impact: Orchestrating Digital Transformation for Sales Force Excellence in Pharma
With over 2 decades in the pharmaceutical industry, I’ve had the privilege of leading global digital transformations that bridge technology, compliance, and commercial operations. I’ll walk you through our journey at BMS — how we’ve integrated scalable digital platforms across Europe, Japan, and Canada to not only meet evolving regulatory expectations like GDPR but also to empower our commercial teams.
- 01Setting the Stage: The imperative for digital transformation
- 02Bridging IT and Business: A framework for success
- 03Tech Enablement: Tools, platforms and metrics making the difference
- 04What’s Next: Shaping the future of sales excellence
In today’s rapidly evolving digital landscape, businesses must innovate to stay ahead. AI is no longer just an advantage — it’s a necessity for optimising operations, enhancing decision-making, and driving growth. This presentation explores how AI transforms business operations through:
CASE STUDY
AI and Human Touch: Transforming Pharma Sales Reps for 2030
Explore how AI and human expertise are transforming the role of Pharma Sales Representatives in the specialty business. This talk will analyse the synergistic potential of AI tools and the irreplaceable human touch, highlighting strategies for success in 2030 and beyond.
- 01Explore AI-driven opportunities and challenges for Pharma Sales Reps while adapting to new technologies
- 02Provide actionable strategies for Pharma Sales Reps to leverage AI tools effectively while maintaining their essential human touch
- 03Emphasise the irreplaceable value of human interaction and trust-building in Pharma Sales, even in an AI-driven future
In this session, I’ll explore the critical role of being the bridge between product and technology, where true product development excellence happens. Drawing on my experience in transformation, including agile transformation and large-scale delivery, I’ll share how connecting vision with execution, and people with purpose leads to better collaboration, stronger outcomes, and more impactful products — the cornerstone of product and agile excellence.
CASE STUDY
Beyond Algorithms: How Human-Centred AI is Transforming Marketing and HCP Engagement
In the race to digitise and automate, pharma risks losing sight of the one thing that has always driven meaningful engagement — human connection. While AI has unlocked new levels of targeting, prediction and personalisation, the real transformation begins when we embed empathy, ethics and human insight into our algorithms.
In this session, I will share real-world experiences from our journey of integrating AI at Fresenius Kabi. From reimagining omnichannel strategies to enabling medical reps with intelligent tools, we learned how to turn AI into an enabler of trust, not just efficiency.
- 01Why human-centred AI matters more than ever in healthcare communication
- 02How predictive models can enhance — not replace — field force intuition
- 03Real-life use cases: enabling sales teams with AI-powered insights without losing the human touch
- 04The evolving role of the marketer: from content creator to experience architect
Pre-Start Phase:
1.Patient Safety Review:
- Assess patient demographics, drug specifics, AE (Adverse Event) incidence rates, available resources, and programme design fundamentals
- Integrate multifaceted support resources, including call centres, educational materials, and digital tools
2.Contracting Essentials:
- Determine the need for standalone PVAs (Pharmacovigilance Agreements) or safety clauses
- Critical contract elements: Include audit rights, clear definitions, mandatory training, AE reporting procedures, contact details, and reconciliation processes
3.AE Training and Vendor Setup:
- Implement comprehensive AE training protocols
- Establish a robust vendor monitoring strategy with clear KPIs, defined monitoring frequency, and audit readiness
During the Programme:
1.Vendor Performance and AE Monitoring:
- Conduct regular vendor reviews to ensure compliance with contractual obligations
- Maintain ongoing reconciliation and monitor AE trends to identify any emerging issues
Post Completion:
1.Study Reporting:
- Prepare a comprehensive study report summarising outcomes, key learnings, and areas for improvement
CASE STUDY
Pharma Marketing Overdue for a Revolution
Pharma marketing is stuck in the past. Outdated strategies and missed opportunities are holding us back. The time for change is NOW. Together, we will uncover bold, innovative approaches that will redefine how we connect with our customers and harness digital tools to lead the industry into the future. This isn’t just evolution; it’s a revolution. Don’t get left behind.
- 01Internal vs External Triggers for EWIs
- 02Timing of EWI Identification — Why It Matters
- 03Dynamics of EWI Importance — Client vs Bank Perspective
- 04Case Study — EWI Success Story
In an evolving landscape where customer expectations continually rise, understanding and proactively addressing customer needs is no longer optional—it’s essential. This session explores how empathy-driven customer experience (CX), combined with strategic automation and cutting-edge AI, can radically enhance efficiency, agent performance, and customer loyalty. Leveraging real-world insights and innovative frameworks, discover practical ways to future-proof your contact centre operations.
CASE STUDY
Notes for a Correct Approach to Omnichannel
Omnichannel and Multichannel start from a common base: the use of different channels to communicate with customers. These channels are sometimes used without considering the impact they can have on customers — HCPs. Additionally, there is the possibility of using a greater number of channels to make them even more effective if used in an integrated manner (Kotler, 2022). The most used channels or touchpoints are:
- 01Online: remote call (single or group), approved mail, webinar, online congresses (widely used during the Covid period)
- 02Offline: F2F, phone calls, hospital meetings, congresses
This Omnichannel ecosystem adapts to the needs of HCPs, evolving with them in the choice of channels and topics to ensure that the HCP’s decision-making process is completed: 1) knowledge, 2) interest, 3) request, 4) action/use, 4) support (Kotler, 2022). All this leads us to “customer engagement” according to the principle: the right content, the right person, the right place (Schmitt, 2003).
CASE STUDY
From Compliance to Commercial Impact: Orchestrating Digital Transformation for Sales Force Excellence in Pharma
With over 2 decades in the pharmaceutical industry, I’ve had the privilege of leading global digital transformations that bridge technology, compliance, and commercial operations. I’ll walk you through our journey at BMS — how we’ve integrated scalable digital platforms across Europe, Japan, and Canada to not only meet evolving regulatory expectations like GDPR but also to empower our commercial teams.
- 01Setting the Stage: The imperative for digital transformation
- 02Bridging IT and Business: A framework for success
- 03Tech Enablement: Tools, platforms and metrics making the difference
- 04What’s Next: Shaping the future of sales excellence
In today’s rapidly evolving digital landscape, businesses must innovate to stay ahead. AI is no longer just an advantage — it’s a necessity for optimising operations, enhancing decision-making, and driving growth. This presentation explores how AI transforms business operations through:
CASE STUDY
AI and Human Touch: Transforming Pharma Sales Reps for 2030
Explore how AI and human expertise are transforming the role of Pharma Sales Representatives in the specialty business. This talk will analyse the synergistic potential of AI tools and the irreplaceable human touch, highlighting strategies for success in 2030 and beyond.
- 01Explore AI-driven opportunities and challenges for Pharma Sales Reps while adapting to new technologies
- 02Provide actionable strategies for Pharma Sales Reps to leverage AI tools effectively while maintaining their essential human touch
- 03Emphasise the irreplaceable value of human interaction and trust-building in Pharma Sales, even in an AI-driven future
In this session, I’ll explore the critical role of being the bridge between product and technology, where true product development excellence happens. Drawing on my experience in transformation, including agile transformation and large-scale delivery, I’ll share how connecting vision with execution, and people with purpose leads to better collaboration, stronger outcomes, and more impactful products — the cornerstone of product and agile excellence.
CASE STUDY
Beyond Algorithms: How Human-Centred AI is Transforming Marketing and HCP Engagement
In the race to digitise and automate, pharma risks losing sight of the one thing that has always driven meaningful engagement — human connection. While AI has unlocked new levels of targeting, prediction and personalisation, the real transformation begins when we embed empathy, ethics and human insight into our algorithms.
In this session, I will share real-world experiences from our journey of integrating AI at Fresenius Kabi. From reimagining omnichannel strategies to enabling medical reps with intelligent tools, we learned how to turn AI into an enabler of trust, not just efficiency.
- 01Why human-centred AI matters more than ever in healthcare communication
- 02How predictive models can enhance — not replace — field force intuition
- 03Real-life use cases: enabling sales teams with AI-powered insights without losing the human touch
- 04The evolving role of the marketer: from content creator to experience architect
Pre-Start Phase:
1.Patient Safety Review:
- Assess patient demographics, drug specifics, AE (Adverse Event) incidence rates, available resources, and programme design fundamentals
- Integrate multifaceted support resources, including call centres, educational materials, and digital tools
2.Contracting Essentials:
- Determine the need for standalone PVAs (Pharmacovigilance Agreements) or safety clauses
- Critical contract elements: Include audit rights, clear definitions, mandatory training, AE reporting procedures, contact details, and reconciliation processes
3.AE Training and Vendor Setup:
- Implement comprehensive AE training protocols
- Establish a robust vendor monitoring strategy with clear KPIs, defined monitoring frequency, and audit readiness
During the Programme:
1.Vendor Performance and AE Monitoring:
- Conduct regular vendor reviews to ensure compliance with contractual obligations
- Maintain ongoing reconciliation and monitor AE trends to identify any emerging issues
Post Completion:
1.Study Reporting:
- Prepare a comprehensive study report summarising outcomes, key learnings, and areas for improvement
CASE STUDY
Pharma Marketing Overdue for a Revolution
Pharma marketing is stuck in the past. Outdated strategies and missed opportunities are holding us back. The time for change is NOW. Together, we will uncover bold, innovative approaches that will redefine how we connect with our customers and harness digital tools to lead the industry into the future. This isn’t just evolution; it’s a revolution. Don’t get left behind.
- 01Internal vs External Triggers for EWIs
- 02Timing of EWI Identification — Why It Matters
- 03Dynamics of EWI Importance — Client vs Bank Perspective
- 04Case Study — EWI Success Story
In an evolving landscape where customer expectations continually rise, understanding and proactively addressing customer needs is no longer optional—it’s essential. This session explores how empathy-driven customer experience (CX), combined with strategic automation and cutting-edge AI, can radically enhance efficiency, agent performance, and customer loyalty. Leveraging real-world insights and innovative frameworks, discover practical ways to future-proof your contact centre operations.
CASE STUDY
Notes for a Correct Approach to Omnichannel
Omnichannel and Multichannel start from a common base: the use of different channels to communicate with customers. These channels are sometimes used without considering the impact they can have on customers — HCPs. Additionally, there is the possibility of using a greater number of channels to make them even more effective if used in an integrated manner (Kotler, 2022). The most used channels or touchpoints are:
- 01Online: remote call (single or group), approved mail, webinar, online congresses (widely used during the Covid period)
- 02Offline: F2F, phone calls, hospital meetings, congresses
This Omnichannel ecosystem adapts to the needs of HCPs, evolving with them in the choice of channels and topics to ensure that the HCP’s decision-making process is completed: 1) knowledge, 2) interest, 3) request, 4) action/use, 4) support (Kotler, 2022). All this leads us to “customer engagement” according to the principle: the right content, the right person, the right place (Schmitt, 2003).
CASE STUDY
From Compliance to Commercial Impact: Orchestrating Digital Transformation for Sales Force Excellence in Pharma
With over 2 decades in the pharmaceutical industry, I’ve had the privilege of leading global digital transformations that bridge technology, compliance, and commercial operations. I’ll walk you through our journey at BMS — how we’ve integrated scalable digital platforms across Europe, Japan, and Canada to not only meet evolving regulatory expectations like GDPR but also to empower our commercial teams.
- 01Setting the Stage: The imperative for digital transformation
- 02Bridging IT and Business: A framework for success
- 03Tech Enablement: Tools, platforms and metrics making the difference
- 04What’s Next: Shaping the future of sales excellence
In today’s rapidly evolving digital landscape, businesses must innovate to stay ahead. AI is no longer just an advantage — it’s a necessity for optimising operations, enhancing decision-making, and driving growth. This presentation explores how AI transforms business operations through:
Ahmed Nasr
Operations Director Egypt and Director Milk Africa & Turkey
Khaled Elsharkawy
Integrated Supply Chain Senior Director
Mueen Uddin Siddique
Senior Director – Access Network Procurement
Shannon Hore
Senior Vice President Procurement and Logistics
Sandeep Sharma
Director Group Procurement & International Markets Supply Chain
Hottest topics
LOOK AT THE TOPICS THAT WERE DISCUSSED
- 01Omnichannel rewired: Designing experiences, not just campaigns
- 02Aligning brand, medical, and market access insights into a single, unified narrative
- 03Predictive Marketing: Anticipating HCP interest before it peaks, not after
- 04Patient-centric digital solutions and tracking patient behaviour throughout the launch cycle
- 05Sales agility: Building squads that adapt weekly, not quarterly
- 06Metrics that matter: Redefining commercial KPIs for the next decade
- 07Franchise-Led Account Planning: Aligning with Market Access, Medical, and MSLs
- 08Redesigning processes with AI to eliminate friction in sales cycles
Testimonials
What our users say about our conferences
Very well organised summit packed with resourceful presentations. It was a fantastic conference!
Union National Bank
Chief Human Resources Officer
Great event, very good topics and discussions with diverse participants
Landmark Group
Head – Rewards & Organisational Effectiveness,
Good overall, I gain a lot of useful information. Lots of insights to learn from and a great speaker line-up.
Abu Dhabi Airports
Total Rewards Head, Senior Manager Organisation Development
Great conference. I really liked meeting the other participants and the opportunity to openly share insights.
Adidas
Director Compensation Programmes
It is a great and to the point event. There were some inspirational presentations – I have noted them and will use them in my daily work.
Teva
Associate Director, Digital Customer Engagement
Very nice conference. I liked the international mix of people and professions.
Janssen
Sales & Marketing Director
Good blend of innovative and traditional topics and a good level of interaction.
Biogen
Head of Sales Force Excellence
Interesting mostly because of the intimate atmosphere and a lot of topics.
Novartis
Director, Marketing
Insightful for me to discover another side of the pharma business
Roquette
Market Manager
I liked it. Nice occasion for knowledge improvement
Proxima Research
Global Account and Alliances Director
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