Campbell Alliance to Present on the Impact of Medicare Part D on Field Sales Forces at PMSA Conference

May 22, 2006

 

 

Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that Subbarao Jayanthi, Vice President in its Sales Practice, will be presenting at the Pharmaceutical Management Science Association (PMSA) 2006 Conference to be held May 21-24, 2006 at the Westin in Hilton Head, South Carolina.

 

Mr. Jayanthi’s presentation, titled “Assessing the Impact of Medicare Part D and its Implications for Field Sales Forces,” will outline how Medicare Part D is likely to affect pharmaceutical sales forces and how they are managed.  Specifically, it will review how

 

§         Shifts in a given product's market potential may vary from region to region, requiring adjustments to sales force size on a regional basis

§         Part D is likely to affect the relative “value” of physicians, forcing a re-segmentation of the market and corresponding targeting adjustments

§         Shifts in regional market potential will not be uniform and will vary widely from territory to territory, forcing changes in resource allocation across territories

§         Market changes will require adjustments to incentive compensation plans to maintain fairness

 

While most industry observers were certain that Medicare Part D would have massive implications at the industry, company, and product levels, none could specify exactly what the net outcomes would be.  Now that Part D is underway and market data are becoming available, the implications of Part D are becoming clearer,” stated Mr. Jayanthi.

 

Mr. Jayanthi’s presentation, which is in the “Medicare Modernization Act” track, will be held on May 22 from 2:30 p.m. to 5:30 p.m.

 

Mr. Jayanthi currently leads the sales strategy and sales force effectiveness specialty practice at Campbell Alliance.  He has been a featured speaker at numerous conferences and is widely published in trade magazines.  Before joining Campbell Alliance, Mr. Jayanthi was a management consultant who served numerous pharmaceutical companies in the US, Europe, and Japan.  He then founded a business strategy and product development services company and acted as its managing director.

 

The PMSA Conference is an annual event designed to raise awareness and promote the use of management science in the pharmaceutical industry by fostering the exchange of ideas, challenges, and learning to increase the overall level of knowledge in this area.  The conference will include more than 50 speakers and an exhibit hall with 25 vendors. Campbell Alliance can be found at booth #19.  For more information, please visit http://www.pmsa.net.

 

 

About the Sales Practice at Campbell Alliance

 

A combination of quantitative and qualitative factors must be addressed to get maximum sales force effectiveness, whether you're dealing with a large primary care team or a small specialty sales group. These factors include

  • Deployment (targeting, size, structure, alignment)
  • Support (marketing support, communications, sales force automation)
  • Motivation (incentive compensation, recognition, professional development, confidence in management)
  • Ability (recruiting, training, assessment)

The Sales Practice at Campbell Alliance helps pharmaceutical and biotech companies take a “total” approach to sales force optimization—and realize superior sales results—through service offerings, including sales strategy, sales analytics, sales force effectiveness, sales training, and sales force assessment. 

 

About Campbell Alliance

 

Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries.  The firm's clients include most of the world's "top 20" pharmaceutical companies, as well as numerous emerging and midsize firms.  Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales.  From its locations in Raleigh, N.C., Parsippany, N.J., Woodland Hills, Calif., San Bruno, Calif., Chicago, and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit http://www.campbellalliance.com.

inVentiv Health Consulting offers world class healthcare consulting services.

Media Contact:

Stephanie Koenig
stephanie.koenig@inventivhealth.com