Campbell Alliance Sales Practice to Present at CBI’s Leadership Summit on Evolving the Pharma Sales Model

September 5, 2008

 

Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industry, today announced that leaders from its Sales Practice will conduct two speaking engagements at the Center for Business Intelligence’s (CBI) Leadership Summit on Evolving the Pharma Sales Model, to be held September 8 and 9, 2008, at the Doubletree Hotel in Philadelphia, PA.

 

An award-winning sales professional before becoming a pharmaceutical and biotech consultant, Garry O’Grady, Senior Vice President, will open the conference with a session on initiatives that drive sales excellence, and Scott Isaac, Associate Practice Executive, will present an interactive pre-conference workshop on improving the specialty sales model.

 

Mr. O’Grady’s session, titled “Sales Excellence – The Top 10 Initiatives That Drive Success in a Competitive Selling Environment,” will be conducted on Monday, September 8, from 1:15 pm to 2:00 pm.  The session will outline the top 10 sales excellence initiatives that help manufacturers succeed in the increasingly complex selling environment and examine three essential initiatives in detail:  developing innovative sales models, achieving coaching excellence, and enhancing quality of interactions with customers.

 

“Today’s selling environment is characterized by a number of trends that are making it increasingly difficult for manufacturers to maximize promotional investments,” said Mr. O’Grady.  “In order to obtain the greatest return on these investments, companies must aggressively pursue new approaches that allow them to create incremental value, improve portfolio potential, and gain competitive differentiation.”

 

Between his service as an officer in the United States Army and joining Campbell Alliance 8 years ago, Mr. O’Grady was a member of the Surgical Products Division of Olympus America, Inc.  As a salesperson on the division’s Urology Products Marketing Team, he distinguished himself as a member of Olympus’s top sales group.  Mr. O’Grady also served as a sales representative for Ciba-Geigy and was a member of Ciba’s Circle of Excellence.  Mr. O’Grady received his MBA from the University of North Carolina at Chapel Hill and earned his BS from the United States Military Academy, West Point.

 

Earlier in the day, from 8:30 am to 12:00 pm, Mr. Isaac will present a workshop titled “Optimize the Specialty Sales Model – Leverage Smaller Sales Forces and Align Selling Strategies to Specialty and Hospital Environments.”  The workshop will examine key components of the specialty sales model, as well as common challenges facing each component and best practices to optimally address them.  Mr. Isaac will also discuss current industry trends and resulting implications for future sales force strategy development.

 

“The truth of the matter is that there is no best specialty sales force model,” said Mr. Isaac.  “Each sales force is different and faces its own unique challenges.  The ability to recognize this and know how to address the various components of each specialty force is key to success in the field.”

 

Mr. Isaac brings to Campbell Alliance more than 11 years of pharmaceutical industry experience, including six years managing sales force automation implementations.  Having developed many innovative technical solutions to drive sales and collect market intelligence, Mr. Isaac uses his unique sales experience and skills to serve Campbell Alliance’s clients.  Mr. Isaac holds an MBA with distinction from New York University’s Stern School of Business and a BS in Management Information Systems from Binghamton University.

 

For more information on CBI’s Leadership Summit on Evolving the Pharma Sales Model, please visit http://www.cbinet.com/show_conference.cfm?confCode=PC08057.

 

Executives from Campbell Alliance speak at many conferences in the US and Europe each year.  For a full listing of events, please refer to the company’s online conference calendar at http://www.campbellalliance.com/pressroom/eventcalendar.cfm.

 

 

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 such as 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 industry.  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:  Brand Management, Business Development, Clinical Development, Managed Markets, Sales, and Trade and Distribution.  From its locations in Raleigh, NC, Parsippany, NJ, Los Angeles, San Francisco, Chicago, Boston, Philadelphia, New York City, Atlanta, and London, 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