pharmacompanies

Patient experience and engagement is so vital to their health success. Vishal Singal, a Principal at Axtria, highlights why patient engagement is so critical and what aspects need to be implemented for patients to feel like they are in charge of their health and medical decisions. He is helping pharma companies drive patient engagement by focusing on patient preferences and goals, the limits or tools set in the ecosystem that develops trust and transparency with the patients, integrated experience, and growing patient cohorts. It’s essential for patients to feel like they are in control. Tune in today to hear why patient engagement is so critical.  

Links Mentioned:

Vishal Singal LinkedIn

Jasmeet Sawhney LinkedIn

In today’s episode, we are joined by Mehmet Bozbay, Head of Field Deployment, Incentives & Analytics at Astellas Pharma US. We discuss the evolution of the field force and how it plays into the success of sales reps. Mehmet talks about the shift seen since the pandemic and what areas need enhancing to create the proper execution and effectiveness for success. He talks about how the role of sales reps is evolving and where customers are expecting more. Tune in to learn how healthcare providers and sales reps are changing the game, where they are investing, and other tips on improving the quality of their field force. 

IN THIS EPISODE:

• [2:40] Strategy and evolution for deploying the field force and the impact due to COVID. 
• [4:20] Customer standpoint: how have their needs evolved?
• [5:30] How did interactions change during the pandemic?
• [8:00] Are call plans still available in this new world?
• [9:20] How are pharma companies adapting to ensure their reps are prepared and qualified to conduct business within account-based models?
• [11:08] What evolution do you see in incentivizing the field force?
• [13:18] How should analytics interplay with field force operations? 
• [14:21] What does the field force roadmap look like? 

KEY TAKEAWAYS:

• In the post-COVID world, the need for a well-rounded promotion strategy is extremely important. Having personal and non-personal promotion levers in their swim lanes can lead to many lost opportunities.
• The role of a sales rep is more important than ever in an increasingly complex marketplace. A harmonized deployment approach, incentives, and supporting analytics enable the success of the sales rep of the future.
• Successful implementation of an omnichannel strategy requires alignment and buy-in across the organization.   

BIO:

Mehmet Bozbay is Head of Field Deployment, Incentives & Analytics at Astellas Pharma US. He has more than 18 years of experience in sales and marketing strategy and operations. His specialties are Salesforce Incentive Design & Compensation, Sales & Marketing Operations, Field Analytics, and more. Mehmet has been with Astellas Pharma US for over eight years. 

LINKS MENTIONED:

Mehmet Bozbay LinkedIn

Astellas Pharma US 

Axtria on LinkedIn: https://www.linkedin.com/company/axtria/

In this episode, we are joined by Bharti Rai, an accomplished and versatile leader with 25 years of experience in healthcare and Big 4 management consulting. She has been at the forefront of strategy, business, and digital transformations to champion data-driven decision-making and customer-centricity with a dynamic and collaborative leadership style. We discuss the biggest challenges for pharma and life sciences companies during commercial transformation and the consequences for companies who refuse to evolve. Tune in as Bharti shares how companies can measure their success in the commercial process and what kind of mindset companies should adopt to achieve transformation successfully.  

IN THIS EPISODE:

• [02:04] What role does culture and mindset play in commercial transformation?
• [07:45] Bharti shares the four biggest digitization challenges for pharma and life sciences companies.
• [16:20] How macro-level areas must be carefully navigated when driving maturity across people, processes, and systems.
• [20:29] Measuring and tracking the success of the digitization process.
• [25:11] What should pharma and life sciences companies look for when building their teams and the talent pool.

KEY TAKEAWAYS:

• Digital transformations usually start top-down with leadership and then progress to the rest of the functions. Getting the leadership to believe in it is not enough. It has to permeate the rest of the organization.
• Pharma and life sciences companies understand that digitization is inevitable and necessary, but they struggle to figure out how to do it effectively and with lasting effect.
• Most companies are solely focused on technology and miss out on other essential elements in digital transformation, such as the importance of people, evolution, talent, mindset, and culture.

LINKS MENTIONED:

Bharti Rai on LinkedIn: https://www.linkedin.com/in/raibharti/

Axtria on LinkedIn: https://www.linkedin.com/company/axtria/

BIO:

Bharti Rai is an accomplished and versatile leader with 25 years of experience in healthcare and Big 4 management consulting. She has been at the forefront of strategy, business, and digital transformations to champion data-driven decision-making and customer-centricity with a dynamic and collaborative leadership style.

She joined Novartis in 2018. As the VP of Commercial Operations, Insights, Data, and Analytics, she led the vision and creation of the US function from the ground up and transformed it from a back-office function to a strategic one that helped with decision-making across the business. 

Prior to Novartis, she held roles at Bayer Healthcare and Deloitte Consulting across processors engineering, digital health, commercial, operations, and data. She is recognized as an industry thought leader and is the recipient of numerous industry awards. 

In this episode, GOLD is joined by Isabel Afonso, General Manager, Novartis Oncology China, who shares insights on the pharmaceutical landscape of the country and the potential of partnerships with multinational corporations, followed by a conversation with Dr Farid Khan, CEO and Founder, PharmaKure, about the vital ongoing need for drug development and the scientific details behind biopharmaceuticals. 

If you’re interested in learning more about the topic areas discussed in this episode, check out the following content: 

Pharma in… China https://www.emg-gold.com/post/pharma-in-china 

A big boom in biotech https://www.emg-gold.com/post/a-big-boom-in-biotech 

A heyday for mRNA https://www.emg-gold.com/post/a-heyday-for-mrna  

The vast galaxy of neurology https://www.emg-gold.com/post/the-vast-galaxy-of-neurology 

With COVID-19 cases rising again worldwide and pandemic fatigue setting in, all eyes are on the pharma industry in the pursuit of a COVID vaccine. Mike Ferguson talks to pharma credit analyst Tulip Lim about how pharma companies are ensuring affordability and access, how they're responding to pressure, and how prepared the industry is to face the pandemic. After, Mike and Corinne catch up on the dynamics between the many stakeholders watching vaccine development closely--including the public and governments.