PSMG Spring Meeting 2010
20/04/2010

Leadership Versus Management

Phil Howman
ZEAL

1st and 2nd line Management level experience on senior leadership

Advancing KAM in Pharma - Implementation Challenges & Solutions

David Wright
Imonic Ltd

Pharma has had to adapt its sales model to suit a changing NHS. This session will outline some of the key challenges Pharma has experienced implementing Key Account Management. Examples of processes and documentation will be covered throughout and David will facilitate questions and discussion throughout; the session will cover:

• An introduction to KAM, how NHS changes have been the catalyst, and why it poses difficulty for Pharma
• A review of KAM priorities - where to concentrate your efforts and what you need to get right
• Account Managers - the critical competencies
• KAM Measurement - the challenges and options
• Conclusions and Questions

About your Speaker: David Wright is a Director with Imonic UK Ltd and heads their Pharma business. David has had twenty years working with KAM and has completed industry and academic research in this field as part of MSc and PhD studies. Imonic Ltd specialise in training and implementation of KAM and have led KAM projects and training for major pharma in the UK and Europe. David Chaired the 2-day KAM stream at SFE Europe last year (Pharma's largest sales conference) and has been asked to perform that same role again this year.

Innovations and Procurement within the NHS

Lee Fox
IMS Health

This talk and workshop will cover the following aspects:

• Current Products and Innovations
• Current Pharma Market Trends
• Predictions for 2010 including product pipeline and parallel exports /imports
• Implications for Business Managers

Taxation

Personal Taxation
Tim Smith

Tim's session will provide an overview of the tax issues facing sales managers and directors. This will include the taxation of earnings, bonuses, expense payments and benefits, claim deductions for allowable expenses and other relevant tax issues.

He will also look at any proposed tax changes in the last Budget of the current Government and how these changes will affect us.

 
For more information about The PSMG and our forthcoming events, please email the PSMG Secretary on secretary@psmg.info.