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Tentative Agenda

Organisation of Pharmaceutical Producers of India `OPPI Sales Force Excellence Conclave'

Friday 1st and Saturday 2nd July 2011 Venue ­ SciTech Centre, Mumbai

Agenda Session & Time 8.30 to 9.00 9.00 to 9.10 9.10 to 9.20 Topic Registration and Networking Breakfast Inaugural Session Welcome Inauguration (Lighting of Lamp) Day - 1 Speaker

Mr. Rajan Tejuja, Chairman, SFE Committee, OPPI & President - Janssen Cillage, Johnson & Johnson Ltd Mr. Ranjit Shahani, President, OPPI & Vice Chairman & MD, Novartis India Ltd. Mr. Rajan Tejuja, Mr Tapan Ray, Director General OPPI Members of Executive Committee - OPPI Mr. Ranjit Shahani Mr. Tapan Ray Mr. Rajan Tejuja, Mr. Kewal Handa, Vice President & Chairman OPPI Finance & Taxation Committee & Managing Director, Pfizer, Dr. Shailesh Ayyangar, Vice President, OPPI & Managing Director India & Vice President South Asia, Aventis Pharma, Dr. Hasit Joshipura, Managing Director, GlaxoSmithKline Pharmaceuticals, +BCG Representative

9.20 to 9.35 9.35 to 9.50 9.50 to11.00

Inaugural Address Strategic Direction SFE ­ The key differentiator through 2020 ­ A Round Table discussion

11.00 to 11.30 11.30 to 11.40 11.40 to 12.10 12.10 to 12.40 12.40 to 13.10 13.10 to 13.30

Networking Tea Break Marketing and Sales Alignment and SFE Marketing Strategy Formulation and SFE Sales Force Size, structure and SFE Changing Pharma Landscape Q&A Networking Lunch ­ 13.30 to 14.30 Mr. Sudarshan Jain, Director, Abbott Healthcare Mr. Ravi Limaye, Business Head Specialty Medicines & Senior Vice President Novartis Kumar Hinduja, Acting MD- IMS Ms Aparna Mittal, Sr. Director,Cegedim-APACc

Marketing and Sales Alignment and SFE : Chairperson ­ Mr. Sudarshan Jain, Director, Abbott Healthcare

Winning the "War of Talent": Chairperson ­ Mr. Vivek Mohan, Managing Director ,Abbott 14.30 to 14.40 14.40 to 15.05 15.05 to 15.30 15.30 to 15.55 15.55 to 16.05 Winning the "War of Talent" Talent Management and SFE Rewards and Recognition and SFE Performance Management, Career Progression and SFE Q&A Mr. Vivek Mohan, Managing Director ,Abbott Mr. Ronald Sequeira, Executive Director ­ HR, GSK Pharma Mr. Krishnanand Atreya, , Vice President, AstraZeneca TBD

-2Networking Tea Break -16.05 to 16.30 Putting the Customer First: Chairperson ­ Mr Ananthakrishnan, Managing Director MSD Pharmaceuticals 16.30 to 16.40 16.40 to 17.05 17.05 to 17.30 17.30 to 17.55 17.55 to 18.15 18.15 Onwards Putting the Customer First Ethical Marketing Practice Pharma Sales Person ­ Our Expectations Genes of an Efficient Sales Person Partner's Presentation Networking Get-together and Dinner Agenda Day 2 Session & Time 8.30 to 9.00 9.00 to 9.15 9.15 to 9.25 9.25 to 9.50 Welcome Developing Competencies and SFE ETMS and SFE Topic Networking Breakfast Mr. Rajan Tejuja Mr. Anand Balasundaram, Managing Director, AstraZeneca Mr. Vinayak Gokhale, Vice Chairman, OPPI SFE Committee & Sales, Training & Development Manager, Abbott Mr. Partha Ghosh, Director ­ Commercial, Pfizer Mr. Pramod D Khisty, Managing Director, ZERO.COM PTY


Chairperson ­ Mr Ananthakrishnan, Managing Director MSD Pharmaceuticals MCI Chairman Dr. Sangeeta Amladi, Kaya Clinics Dr. Shashank Joshi Mr.Saikat Mukhopadhyay, Executive Director , csmo pharmexx (India) Pvt. Ltd.


Developing Competencies and SFE: Chairperson ­ Mr. Kewal Handa

9.50 to 10.15 10.15 to 10.30 10.30 to 11.00

E Learning and SFE Q&A Partner Presentation Networking Tea Break ­ 11.00 to 11.30

Taking Sales Force Effectiveness to Excellence: Mr. K. Hari Ram, Chairman OPPI HRD Committee & Managing Director, Galderma 11.30 to 11.40 11.40 to 12.00 12.00 to 12.25 12.25 to 13.00 Taking Sales Force Effectiveness to Excellence SFE ­ Role of a First Line Sales Manager SFE Score Card Panel Discussion ­ Separate SFE/Commercial Excellence Function ­ Is it really required? Mr. K. Hari Ram Mr. Biplab Chatterjee, Vice President-Sales-Abbott Speaker TBD Mr. Deep Bhandari, General Manager, MSO, Novartis Mr. Sekar Sabapathy, Senior Sales Director ­ Cardiology BU, sanofi-aventis Mr. Mahesh Kalsekar, Principal, Commercial Effectiveness, IMS Mr. S Sridhar, Director ­ Finance, Pfizer Mr Vinayak Gokhale

13.00 to 13.15 13.30

Vote of Thanks & Close Networking Lunch



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