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 to
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
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
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.