is announcing its forthcoming training seminar and workshop MANAGING PHARMACEUTICAL SALES 101 (for district sales managers, sales managers, sales supervisors & team leaders) September 24, October 1 & 8, 2016 8:00 AM 5:00 PM Crown Regency Hotel Makati, 1026 Antonio Arnaiz Avenue, San Lorenzo Village, Makati City THE PROGRAM The District Sales Manager (or DSM) is key to the sales organization s success and management s representation with the salespeople. Playing a crucial role in the organization, the DSM must keep his team motivated, united and capable of delivering the assigned sales targets, goals and objectives in his district. The DSM s ability to plan and execute programs, judge market situations, seize sales opportunities, and anticipate or minimize risks are just some of his many responsibilities. Thus, his knowledge, skills and competencies must be honed to stay ahead of competition especially in this highly-challenging pharmaceutical market. The DSM must possess the leadership traits and management skills to motivate his people by guiding, counseling and coaching them while ensuring discipline and order within the rank. He must be able to balance between controlling and motivating his people, guiding and directing them to achieve their full potentials and ability to deliver their assigned sales targets and objectives. This 3-day comprehensive seminar tackles the most important skills needed by District Sales Managers to achieve their strategic & operational (tactical) goals as they continuously lead, motivate and develop their team to meet the increasing challenges and demands of this very competitive world of pharmaceutical selling.
OBJECTIVES 1. Understand the critical role of the district sales managers in driving sales for the company. 2. Increase confidence in leading the sales team to achieve their targets. 3. Enhance participants capability in controlling the sales process through effective sales management. OVERVIEW A Leader and Manager Leadership and management concept Core Team Management skills o Delegation (Matching people and tasks) o Motivation (Behavioral theories and models; Pygmalion motivation) o Communication (Running effective meetings, brainstorming, facilitating, active listening) o People Development (Understanding developmental needs, providing regular feedback) 5 Levels of Leadership: Where are you now? Leadership Style: Understanding the leader in you. Situational Leadership: Matching leadership style to specific situation/person. Sales Force Effectiveness (SFE) The SFE Pyramid The heart of SFE: Targeting and Segmentation o Identifying the customer universe o Data collection and validation o Pareto Principle and The Lorenz curve o Resource allocation Establishing the Sales Operation Guideline and KPIs Effective Implementation of Sales & Marketing Programs Recruiting, hiring and training of sales people Sales force deployment (psychographic profiling) Establishing continuing skills development programs Communicating sales goals effectively Scheduling and organizing periodic assessment Performance monitoring and management Performance analysis and corrective actions Performance Management Clarifying, establishing and communicating expectations Planning & establishing periodic sales evaluation Monitoring sales progress and milestones Performance appraisals and review Planning work-with schedules with sales people Recommending compensation adjustments (e.g., merit increases) Aligning performance goals with HR METHODOLOGY Interactive discussions, Power Point presentations, group discussions and simulation exercises. PARTICIPANTS District sales managers, sales supervisors, team leaders, sales managers, etc.
RESOURCE SPEAKERS / FACILITATORS Ernesto Jong Y. Abad II Ernesto JONG Y. Abad II is passionate in helping young managers and leaders achieve their full potential by sharing his experience in the pharmaceutical industry. He prides in having mentored sales reps, supervisors and managers who have climbed up the corporate ladder to become heads of departments themselves. His work experience spans more than 20 years in the areas of professional sales, brand management, sales training, sales management, business development, marketing management and alliance management. He has launched brands and products, sales effectiveness tools and systems, sales teams, divisions and business units. Jong has earned recognitions in sales achievement and brand management which includes the 2002 Product Manager of the Year by the Marketing Executives of the Pharmaceutical and Healthcare Industry Inc. (MEPHI) and the 2012 Trajenta Best Launch in Emerging Markets by Boehringer Ingelheim. He has worked with leading national and multinational companies and led teams, divisions and companies to achieve market leadership in their respective therapeutic classes. Jong has a Bachelor s degree in Zoology from PLM, a diploma in Strategic Marketing Management from DLSU-CSB, and has completed 39 units of MBA-Regis from APS. Edmund Sarte Yang Edmund is a sales and marketing professional whose experience in pharmaceutical and FMCG sales and marketing spans more than twenty (20) years. He was manager of various pharmaceutical companies like Roche, Rorer, Sanofi and consumer companies like International Distillers (Gilbey s, Cuervo, J&B, Smirnoff), and Hanesbrand (Sara Lee) holding positions as product manager, sales and marketing manager and business development manager. While President & CEO of Cordelion, he is often sought as in-house consultant, guest speaker and facilitator by some of the leading pharmaceutical and consumer companies in the country today. As in-house consultant, Edmund has facilitated the organizational transformation of companies by organizing and conducting corporate strategic planning sessions and workshops, Human Resource programs, organizing training & competency building programs, setting up ad hoc project management teams to address the intermediate and strategic goals of companies. Edmund is the author of Pharmaceutical Detailing, (Concepts, Principles and Practices); Sales Negotiation; and Pharmaceutical Marketing for Product Managers and a contributing writer to professional pharma groups & organizations. Avail of our Early Registration Rate by sending in your completed Registration Form on or before September 9, 2016!
REGISTRATION Managing Pharmaceutical Sales 101 September 24, October 1 & 8, 2016, Crown Regency Hotel, Makati City Name Position / Title Mobile 1. 2. 3. 4. 5. 6. Company: TIN Telephone No.: Fax No.: Authorized Signatory: Name: Position: E-mail Address: REGISTRATION FEE: Php 19,800. 00 (VAT inclusive): Company discount: 10% for four (4) participants or more. Early bird rate: Php 18,000. 00 if paid before September 9, 2016!!! Complete information on this page, scan and e-mail to bminfo@cordelion.com or esyang@cordelion.com Registration fees include e-copy of program materials and meals during the seminar. Certificates of Participation will be issued to those who attended the entire program. Make checks payable to (TIN: 008-987-807) For more information, call DL +632.542.6131 or Mobile +0917.935.1423 Note: A minimal cancellation fee of 15% to defray cost may apply if cancellation is made within one week before the scheduled training.
OTHER TOPICS, PROGRAMS & SEMINARS EVENTS PLANNING & EXECUTION FINANCIALS FOR PRODUCT MANAGERS GOOD CLINICAL PRACTICES TRAINING MARKET RESEARCH SEMINAR MODERN ADVERTISING & PROMOTIONS SALES NEGOTIATION SKILLS PRODUCT DEVELOPMENT PROJECT & PROGRAM MANAGEMENT TRADE & KEY ACCOUNT MANAGEMENT BRAND AND PRODUCT MANAGEMENT LEADERSHIP DEVELOPMENT SALES SUPERVISORY SKILLS PERSONNEL MANAGEMENT BASICS OF PHARMACEUTICAL SELLING CONSULTATIVE SELLING BASIC MARKETING MANAGEMENT DIGITAL (INTERNET) MARKETING RELATIONSHIP MARKETING Check corresponding programs & seminars you are interested in, scan and e-mail to bminfo@cordelion.com. Please indicate below other suggestions for future programs and seminars: