Upcoming Event: Senior Pharma Executive Forum - China Meets Europe
11/6/2012
Event: Senior Pharma Executive Forum – China Meets Europe
By: Hanno Wolfram, Veit Etzold
Dates: January 15 – 17, 2013
Venue: Sanya/China or Davos/Switzerland (Your preference please)
Price: USD 10,000
Phone: +86 186 0126 7831
We are living in turbulent times. The debt crisis in the west, the shift of power to the east, the rise in volatility and the speed of the internet create a world with increased complexity, speed and competition. How can a long term goal and a strategy be implemented in such a fast pace changing environment? And how can Chinese executives not only be champions in their home market, but capitalize on the global shift of power to tap into new consumer markets abroad?
Executives have to ask themselves this question again and again: What is our goal as a corporation? What is differentiating us from the competition? How can we achieve the goal via our strategy? How can we leverage our competence on a global scale? And how can we increase revenue and margins by aligning our product portfolio and our sales force?
This workshop focuses on the role of executives in Chinese pharmaceutical companies who not only want to be best in class in their home market but also capture business opportunities abroad. So far, China has focused on exporting products and machinery, but the next step is already within reach, if carefully mastered: The marketing and selling of premium goods to western and emerging markets and the advancement in the value chain concerning market share and price margin.
This workshop, which takes place in China and Europe, gives you hands on lessons on dealing with the Western world as a market place and doing business in new markets.
Attendance is restricted to Pharmaceutical Industry Senior Executives from China who are responsible of driving a global strategy for their firm and to improve marketing, positioning and sales of their business.
For helping executives from pharmaceutical companies to achieve this goal, this workshop offers:
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Analyzing the success factors of global champions and the lessons learned;
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Defining the nature of strategy and learning from adjacent fields, like military;
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Understanding the business and competitive landscape and the positioning and unique selling point of your own company;
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Forster and engineer innovation and breakthrough product launches;
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Capturing the power of stories to make your company seen and heard in the overcrowded market place;
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Aligning your story with the mission and vision of your company to enable a razor sharp and focused market entry in markets abroad;
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Increasing your revenue and your margin by improved sales management;
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Understanding your stakeholders in China and abroad;
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Getting the key to top level key account management (KAM);
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Separating the stars from the dogs: Identifying and serving your best clients and improving your revenue and margin structure; and
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Aligning your sales force motivation and success.
IDENTIFY the role of executives in global strategy and sales.
EXAMINE the opportunity of promising consumer markets abroad.
APPLY hands on techniques for improving your business for use on next Monday morning.
NAVIGATE through global markets and position your company as best in class in your market space.
CUT though complexity in Key Account Management, Sales Metrics Performance and Reporting.
Hanno Wolfram has more than 35 years of experience in international pharma. He is the author of the first textbook on Pharma Key Account Management.
(International edition to be published in 2013) and was a principal in Management Consulting with IMS. He is the founder and owner of
www.Innov8.de, a strategy consultancy dealing with strategy, competitive advantage and sales excellence in the pharmaceutical industry. Hanno is a frequent keynote speaker to pharmaceutical companies and has extensive expertise in implementing change in pharma sales & marketing.
Veit Etzold is a strategy consultant and lecturer in executive education on the topics of strategy, marketing and storytelling. His main focus is on marketing and selling non-tangible, high margin products. He worked as a manager for Allianz, the world's biggest insurance company by revenue and as a consultant for branding and marketing at the Boston Consulting Group. He is lecturer on strategy and marketing at European School of Management and Technology (ESMT), Berlin, Germany's #1 business school and at IESE Business School Barcelona, #1 in the world for executive education. He is an expert in emerging markets topics like Asia, Africa and the Islamic world and the winner of several case awards for cases on strategy and positioning. Besides teaching strategy and marketing, Veit is also writer of bestselling thriller novels in Germany and Europe. A business book on corporate storytelling by Veit will be issued by Wiley Publishing in autumn 2013. Veit holds a PhD in Media Science and an MBA from IESE Business School. He is based in Berlin.