Introduction to Pharma Sales Management

Who is this Course For?

This introductory course is designed for the following potential delegates:

High performance representatives that are being considered for Sales Management roles as part of their career development
Relatively new Sales Managers with up to 3 years in the role.
Other personnel who would benefit from a deeper insight into the critical Sales Management function.

Course Objectives

At the end of this course you will:
Learn about the key skills and competencies required for successful Sales Management.
Understand your own motivation as a Sales Manager.
Learn how to manage yourself as a Sales Manager.
Gather tips to rapidly build credibility and engagement with the team you inherit
Gain insights into how to recruit, develop, motivate and retain a high performance team.
Understand the needs of marketing and brand teams, how to work with them and ensure aligned expectations
Establish effective meeting procedures and planning disciplines that drive results
Understand the specific and informal agendas in your organisation and work with these to drive great team results
Know exactly where you are up to all of the time
Come away with a personal action plan for review with their manager/sponsor organisation

Program

The program combines both theory & practice into a two day course:

DAY 1

Session One: The Right Stuff

The role of Sales Manager and the required skills and competencies
Your motivation in choosing to lead
Managing yourself

Session Two: Building the Team

Managing the team you inherit
Recruiting star performers
Coaching and performance management
Giving (and receiving) feedback

Course Dinner with a Pharma Industry Senior Executive Guest Speaker

DAY 2

Session Three: Don't Plan to Fail

The Sales Manager, marketing and brand strategy: delivering the goods
Making sense of the numbers
Planning and setting team direction
Meetings that motivate and produce results

Session Four: Managing in the Organisation

Building networks within the organisation
Reading the culture...understanding what counts
Managing up to win attention and resources

Session Five: Monitoring Performance...Yours and the Team

Understanding your current reality
Prioritising what really counts

Session Six: A Personal Action Plan

Workshop to pull it all together
Summary, feedback and closing remarks

Please note: if necessary, the APMRG may modify the program, venue/date.

Course Dates & Venues:

Dates & Registration:

5 - 6 Dec, 2012 Click here to register for 5 - 6 Dec 2012

Venue: The Westin or Sheraton on the Park, Sydney NSW

Note - venue to be confirmed and registrants advised closer to the event date (usually 2-4 weeks prior)

Your Investment:

Earlybird* - APMRG Members: $3,474 + GST. Non-Members: $3,974 + GST

After earlybird - APMRG Members: $3,974 + GST. Non-Members: $4,474 + GST

Includes all meals and course dinner. Accomodation or travel costs are not included. Credit card fees & charges apply

*For details about earlybird timing see registration links above for each course date

Download Course Details via PDF Click here

Testimonials

"…would recommend to colleagues, especially brand new managers. This would have been fantastic when I first started in the management role" - District Sales Manager, Pfizer

"…absolutely would recommend to colleagues. It would have been great learning for me to have been able to attend this before I came into management - especially to avoid some of the pitfalls …" - Regional Sales Manager

"Excellent content and presenters. I like the fact that presenters have extensive experience. Also highly ethical and credible." - Territory Manager, Abbott

"Good, realistic, balanced overview of the role. Lots of practical information with practical actions taken back to my role" - Senior Sales Representative, Invida

"Very useful regardless of where you are in management role" - District Sales Manager, Pfizer

"Yes, would recommend to colleagues!" - L&D Manager, Sanofi-Aventis

"...good introduction to sales management, especially when there is no [company] formal training" - Product Specialist Representative