Register now for our Healthcare Business Club


World-class organisations in the Pharmaceutical sector are leveraging new technologies to transform their sales process.
Our industry research identifies that the use of tech advancements is most significant in three key areas of healthcare: diagnosis, sales and marketing, and communication and feedback.

Join us for our 1st Healthcare Business Club at the Vitra Campus in Weil am Rhein and discuss how your sales organisation transforms from product sales to providing medical value.

Register now

German introduction video


Interview with Dr. Volker Strack, Head of Commercial Excellence, Roche Diagnostics Deutschland GmbH

World-Class Sales and Service Practices


World-class organisations in the Healthcare sector are leveraging new technologies to transform their sales process. Contribute to the survey and you are presented with the latest Healthcare industry cut in October at our event.

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Agenda


Thursday, 19 October

11:00 - 12:00 pm

Guided Tour through Vitra Campus

12:00 -1:00 pm

Registration & Lunch

1:00 - 1:15 pm

Welcome & Introduction
Richard Hilton, Managing Director EMEA, Miller Heiman Group

1:15 - 1:45 pm

Keynote: Running Up the Down Escalator: 2017 World-Class Sales Practices to Drive Sales Performance
Tamara Schenk, Research Director EMEA, CSO Insights

Selling doesn’t get easier. In fact, professional selling must constantly adapt to successfully address ever-changing buyer behaviours in complex environments and competitive markets. In the digital age, a solid sales system as a platform for productivity and performance, which is leveraged by technology, becomes more and more important every day. Only then can sales enablement provide effective services that are based on the sales system, both its processes and methodologies. In this session, you will learn the top 12 sales and service practices (based on Healthcare data) that lead to world-class performance and practical steps to take to get you there.

1:45 - 3:15 pm

The Sales Formula: Relationship x Process = Performance
Michael Hopke, Senior Consultant, Miller Heiman Group

Wouldn’t it be nice to find out where your sales organisation ranks compared to others by simply answering a few questions? And where you are today in comparison to where you will need to be in the near future? By applying CSO Insight’s Sales Relationship Process Matrix, this is easy to achieve. Solve the sales formula, get an initial assessment, and kick-off your journey towards sales performance in this interactive session with Michael Hopke.

3:15 - 3:45 pm

Break

3:45 - 4:15 pm

Best Practice: How to balance between a process driven sales management and the individual social selling of the account managers
Dr. Volker Strack, Head of Commercial Excellence, Roche Diagnostics Deutschland GmbH

This presentation will highlight best practices in terms of the sales process and Miller Heiman implementation at Roche Diagnostics, both from a global and a local perspective. It will also reflect upon the daily challenge we have to balance official processes and methodologies with successful social-orientated selling behaviour of individual account managers.

4:15 - 4:45 pm

Best Practice: Customer Centricity: Reality or Fata Morgana?
Rafael Ramon, Commercial Excellence Leader EEMEA, F. Hoffmann-La Roche Ltd

There probably isn’t a single pharmaceutical company that doesn’t call itself customer-centric. But do the customers (whoever they may be) perceive themselves as being at the very core of pharmaceutical companies’ focus? If not, why is this happening and what does customer centricity require?

4:45 - 5:15 pm

Closing
Richard Hilton, Managing Director EMEA, Miller Heiman Group

5:15 pm

Apéro / Reception

Speakers

Meet our speakers

Richard Hilton

Managing Director EMEA, Miller Heiman Group

Tamara Schenk

Research Director EMEA, CSO Insights

Dr. Volker Strack

Head of Commercial Excellence, Roche Diagnostics Deutschland GmbH

Rafael Ramon

Commercial Excellence Leader EEMEA, F. Hoffmann – La Roche Ltd.

Michael Hopke

Senior Consultant, Miller Heiman Group