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

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.

Take the survey

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 is in a huge transformation to successfully address ever-changing buyer behaviors in complex environments and competitive markets.
In the digital age of the customer, a solid sales system as a platform for productivity and performance, leveraged by technology becomes more and more important every day. Only then, sales enablement can provide effective enablement services that are based on the sales system, its processes and methodologies. In this session, you will learn what the top 12 sales and service practices (based on Healthcare data) are that lead to world-class performance and practical steps for you how to get there.

1:45 - 3:15 pm

Interactive Roundtables: Crowdsourcing the Future - The Sales Relationship Process (SRP) Matrix
Michael Hopke, Senior Consultant, Miller Heiman Group

This highly collaborative session will allow you to engage with top experts during guided, interactive discussions. Industry leaders will facilitate conversations on the Sales Relationship Process Matrix that is central to the evolution of the sales and service industry. Join in this discussion, where best practice sharing and crowd sourcing will be facilitated through the cutting-edge Intrepid platform. Learn from the experiences of experts who understand where the industry is headed and can help you get prepared for the future.

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

The focus of this talk will be to highlight best practices in terms of sales process and Miller-Heiman implementation at Roche Diagnostics, either from a global or a local perspective. It also will reflect the daily challenge we have to balance between official processes and methodologies, as well as a successful social orientated selling behaviour of the individual account managers.

4:15 - 4:45 pm

Best Practice
Rafael Ramon, Commercial Excellence Leader EEMEA, F. Hoffmann-La Roche Ltd

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

Michael Hopke

Senior Consultant, Miller Heiman Group