MedForce Europe 2019

11 - 12 June, 2019

nHow Hotel - Berlin

Contact Us: 44 (0) 2073689894

Day 1 - 11th June .2019


 

7:30 am - 8:35 am Registration & Welcome Coffee

8:35 am - 8:40 am Welcome Remarks

Evelina Zemziulina, Conference Director Medforce 

8:40 am - 8:45 am Chairperson’s Opening Address

Peter Schuck - VP Global Sales Marketing, HARTMANN GROUP
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Peter Schuck

VP Global Sales Marketing
HARTMANN GROUP

Responding To The Fast Moving Healthcare Market

8:45 am - 9:05 am OPENING KEYNOTE: How to plan and execute the transformation of your commercial organisation to succeed in the rapidly shifting European healthcare landscape

Jens Leveringhaus - EVP & Head of Product Value Management, Member of the Executive Management Board EMEA, Fresenius Medical Care
·         The healthcare market in 2019: Where are the biggest threats and opportunities coming from?
·         How to ensure your commercial models reflect the healthcare industry shifts
·         What are the opportunities to adapt to the market and stay profitable?
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Jens Leveringhaus

EVP & Head of Product Value Management, Member of the Executive Management Board EMEA
Fresenius Medical Care

9:05 am - 9:25 am EXCLUSIVE CUSTOMER INSIGHT KEYNOTE: Reaching “Quadruple Aim”: How can MedTech suppliers help healthcare professionals increase operational efficiency and patient outcomes while reducing the cost of care

Jane Ollis - Non Executive VP, East Kent Hospitals University NHS Foundation Trust
·         What are the key pillars of a successfully performing hospital: Drivers of a hospital as a commercial organization
·         What are the main challenges that hospitals face in a competitive environment of profitable healthcare
·         What are the products and service offerings within a hospital and how MedTech suppliers can close any gaps
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Jane Ollis

Non Executive VP
East Kent Hospitals University NHS Foundation Trust

9:25 am - 10:05 am INTERACTIVE KEYNOTE: How to create synergies between healthcare providers and MedTech suppliers when adopting an outcome based approach to bridge the clinical and commercial goal gaps

Emmanuel Grenon - Senior Director Strategy, Business Development & Integrated Health Solutions, Medtronic
·         Moving from services to evidence: How to measure the success of clinical outcomes?
·         What are the main collaboration points and responsibilities of each stakeholder?
·         Can evidence based medicine result in resistance to adopting new medical technology?
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Emmanuel Grenon

Senior Director Strategy, Business Development & Integrated Health Solutions
Medtronic

10:05 am - 10:25 am CASE STUDY: Creating a shared future in a fractured healthcare system: How to build successful partnerships between the industry and healthcare providers

Satschin Bansal - Senior Director, Hospital Solutions & Digital Health, EMEA, Zimmer
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Satschin Bansal

Senior Director, Hospital Solutions & Digital Health, EMEA
Zimmer

10:25 am - 11:05 am All STAR STAKEHOLDER Q&A: What impact are regulations, reimbursement mechanisms and the consolidation of hospital groups and GPOs having on MedTech commercial structures, and how do you need to evolve to succeed in this new healthcare landscape?

Peter Schuck - VP Global Sales Marketing HARTMANN GROUP Benjamin Schultz - General Manager Germany, Austria, Cardinal Health Satschin Bansal - Senior Director, Hospital Solutions & Digital Health, EMEA, Zimmer Juergen Kelch - Senior Director Commercial Operations Acute Care, Getinge Group
·         What steps should medical device companies take now in order to face the fast changing healthcare environment: Minimizing the impact of hospital consolidation and customer stakeholder change
·         What regulations will impact commercial profitability of MedTech sector the most?
·         How to develop successful business models to navigate in haematogenous reimbursement  markets
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Peter Schuck

VP Global Sales Marketing
HARTMANN GROUP

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Benjamin Schultz

General Manager Germany, Austria
Cardinal Health

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Satschin Bansal

Senior Director, Hospital Solutions & Digital Health, EMEA
Zimmer

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Juergen Kelch

Senior Director Commercial Operations Acute Care
Getinge Group

11:05 am - 11:40 am Morning Networking Break

Leveraging New Digital Engagement Strategies

11:40 am - 12:00 pm INTERVIEW: How can you integrate your sales and marketing teams in new commercial models to fully leverage digital capabilities and create winning engagement campaigns?

Dr. Thomas Kraft - Senior Vice President Global Marketing & Sales, Aesculap B.Braun
·         How to envision and set up a strategy, operational models and execution towards new customer communications
·         Breaking down silos and developing holistic approach: How to integrate resources and digital capabilities across the entire commercial organization into one stream
·         How to structure your sales and marketing teams in order to get buy in and value recognition of digital on both sides
·         What is the future role of sales in defining marketing strategy: How to ensure your sales reps take an important role of linking engagement strategy with a digital piece
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Dr. Thomas Kraft

Senior Vice President Global Marketing & Sales
Aesculap B.Braun

12:00 pm - 12:20 pm CASE STUDY: How to drive an end-to-end commercial strategy that enables you to successfully adapt in a multi-channel selling environment

Alex Hay - Director, EMEA, Blackdot James Williams - Manager EMEA, Blackdot
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Alex Hay

Director, EMEA
Blackdot

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James Williams

Manager EMEA
Blackdot

12:20 pm - 12:40 pm CASE STUDY: How to tailor your marketing communication to offer the most relevant content to a diverse group of stakeholders at scale

Doris Pommi - Global SVP, General Manager Cardiovascular Care, Siemens Healthcare
·         Profiling and segmenting your customers
·         How to identify topics of relevance for new stakeholder groups and create new type of content in systematic way
·         What marketing channels you should be using for different customer groups
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Doris Pommi

Global SVP, General Manager Cardiovascular Care
Siemens Healthcare

12:40 pm - 1:00 pm CASE STUDY: Behind-the-scenes: How leading MedTech companies are gaining commercial advantage from digital technology

Lars U. Diemer - Chief Executive Officer, Agnitio
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Lars U. Diemer

Chief Executive Officer
Agnitio

1:00 pm - 2:00 pm Networking Lunch

1:00 pm - 2:00 pm SYNERGY WORKSHOP: Navigating MedTech sales –map your route to success using data and sales behaviour change

Jo Derriman - Client Director, Huthwaite International Jason R. Lau - Associate Product Manager, EU Commercial Targeting, Decision Resources Group
Join us to learn more about the increasing range of data available to medtech commercial teams and how this can improve the effectiveness of your sales and negotiation strategy
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Jo Derriman

Client Director
Huthwaite International

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Jason R. Lau

Associate Product Manager, EU Commercial Targeting
Decision Resources Group

Moderator:  Andrea Miotto, Senior Director of Global Strategy, Intuitive Surgical

STREAM A – Building A Winning Account Management Approach

2:00 pm - 2:20 pm CASE STUDY: How to develop an attractive account manager job profile with the right competencies to attract the very best talent
Perng Chian Chew - Senior Key Account Director EMEA, Smith & Nephew
·         How to define a clear strategy for your accounts in order to develop a successful job profile which is aligned with competencies and enables you to do talent acquisition
·         How to develop a job profile for key account managers: What type of competencies you should be looking for?
·         Converting your sales representatives into key account managers: Does and don’ts
·         What methodology and education support to use in order to deal with key accounts
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Perng Chian Chew

Senior Key Account Director EMEA
Smith & Nephew

STREAM A – Building A Winning Account Management Approach

2:20 pm - 2:40 pm CASE STUDY: How to facilitate the adoption of CRM tools in order to increase the transparency and efficiency of your salesforce

STREAM A – Building A Winning Account Management Approach

2:40 pm - 3:00 pm PANEL DISCUSSION: How can you apply a successful key account strategy framework that allows you to deliver a more personalised end-to-end experience to each customer and stay competitive?
Perng Chian Chew - Senior Key Account Director EMEA Smith & Nephew Alexandre Schneider - Vice President Global Commercial Performance & Strategic Accounts, bioMerieux Marc Gimeno - VP Finance and CFO, EMEA, Zimmer Biomet Andrea Miotto - Senior Director of Global Strategy, Intuitive Surgical
·         Looking beyond transactional approach: How to position yourself as an orchestrator of the end-to-end experience including offerings
·         How to build the best combined offer based on understanding of your key accounts’ network, what impacts them and what they are trying to achieve
·         What should your innovative personalized approach include?
·         How to ensure a confident and effective communication once obtained an access to decision makers
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Perng Chian Chew

Senior Key Account Director EMEA
Smith & Nephew

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Alexandre Schneider

Vice President Global Commercial Performance & Strategic Accounts
bioMerieux

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Marc Gimeno

VP Finance and CFO, EMEA
Zimmer Biomet

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Andrea Miotto

Senior Director of Global Strategy
Intuitive Surgical

STREAM A – Building A Winning Account Management Approach

3:00 pm - 3:40 pm CASE STUDY: How to use design thinking to build better tools for your sales force and make them more efficient
Laurent Saada - VP, Global Sales Excellence, Straumann AG
Reserved for Seismic
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Laurent Saada

VP, Global Sales Excellence
Straumann AG

Moderator:  Dirk Abeel, Global Medical Sales Director, Reckitt Benckiser 

STREAM – B Leveraging Marketing as a Demand Generation Tool

2:00 pm - 2:40 pm CASE STUDY INTERACTIVE: How to build your social selling program that changing behaviors and delivering results
Dan Di Federico - Director, Global Head of Social Media, Philips Healthcare

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Dan Di Federico

Director, Global Head of Social Media
Philips Healthcare

STREAM – B Leveraging Marketing as a Demand Generation Tool

2:40 pm - 3:20 pm CASE STUDY INTERACTIVE: How marketing can equip the salesforce teams with better marketing tools and techniques to better attract, engage and retain customers
Javier Albarran - Global Head of Commercial Excellence Engagement, Alcon

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Javier Albarran

Global Head of Commercial Excellence Engagement
Alcon

STREAM – B Leveraging Marketing as a Demand Generation Tool

3:20 pm - 3:40 pm CASE STUDY: How can marketing support sales with a shift towards value-based selling?
Ernesto M. Nogueira - Managing Director, ValueConnected
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Ernesto M. Nogueira

Managing Director
ValueConnected

INTERACTIVE STREAM C – Working Groups

2:00 pm - 3:00 pm WORKSHOP: Multi-Channel Marketing: How to accelerate your organisation’s journey towards digital maturity
Alex Hay - Director, EMEA, Blackdot James Williams - Manager EMEA, Blackdot
·         Explore the maturity stages health science organisations must navigate to reach multi-channel effectiveness
·         Understand the multiple pathways to accelerating multi-channel maturity  
·         Learn how to build a successful marketing and sales engine that is future-fit for the digital customer
·         Apply cross-sectoral best practice tips to the health science setting
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Alex Hay

Director, EMEA
Blackdot

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James Williams

Manager EMEA
Blackdot

INTERACTIVE STREAM C – Working Groups

3:00 pm - 3:40 pm CREATIVE BOARDROOM: How will the move to a patient specific purchasing strategy impact your business models and what is the role of logistics in supporting it?
Markus Ochs - VP & GM, Trauma & Extremities, Europe, Stryker
·         What is a role of personalized medicine in current digital transformation models?
·         How the shift form mass to personalized medicine will affect stakeholders within a hospital: Moving from volume-price to patient specific purchasing strategy
·         How to set up a transparent and effective data sharing channel between a hospital and medtech supplier
·         Who should be responsible for the quality and fit of personalized products?
·         The importance of logistics: Setting up agile just in time deliveries to hospitals
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Markus Ochs

VP & GM, Trauma & Extremities, Europe
Stryker

3:40 pm - 4:10 pm Afternoon Networking break

Moderator:  Andrea Miotto, Senior Director of Global Strategy, Intuitive Surgical

STREAM A – Building A High Performing Sales Enablement Strategy

4:10 pm - 4:30 pm CASE STUDY: How to equip your sales reps with the negotiation, up-selling and cross-selling tools and techniques they need to increase their commercial results
Laetitia Fresnais - Head of Sales France, Carl Zeiss
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Laetitia Fresnais

Head of Sales France
Carl Zeiss

STREAM A – Building A High Performing Sales Enablement Strategy

4:30 pm - 4:50 pm CASE STUDY: Implementing the Challenger Model: Case studies and best practices from over 600 implementations, covering the evolution from a best-selling sales book to a full-scale transformation program
Albertina Cabal - Director, Sales and Marketing Solutions, Challenger

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Albertina Cabal

Director, Sales and Marketing Solutions
Challenger

STREAM A – Building A High Performing Sales Enablement Strategy

4:50 pm - 5:30 pm CASE STUDY INTERACTIVE: How to successfully implement a CRM system across varied healthcare markets to achieve consistency in your B2B and B2C businesses
Silvijo Kunic - Former Head of Surgical Western Europe & Poland, Bausch + Lomb, Independent Consultant, Bausch + Lomb
·         What are the challenges to navigate and implement CRM system across different healthcare markets?
·         How to overcome the implementation issues in regards to tender business
·         Tailoring your CRM to B2B and B2C markets
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Silvijo Kunic

Former Head of Surgical Western Europe & Poland, Bausch + Lomb, Independent Consultant
Bausch + Lomb

Moderator:  Dirk Abeel, Global Medical Sales Director, Reckitt Benckiser 

STREAM B – Igniting Your Marketing Strategies

4:10 pm - 4:50 pm CASE STUDY INTERACTIVE: How to use innovative digital tools to support clinical and non-clinical communications interactions with HCPs and GPOs
Sonia Hennou - Professional Education and Digital Lead – Heart Valve Therapy, Edwards Lifesciences
·         What type of interaction with MedTech suppliers HCPS are looking for?
·         Criteria for clinical and non clinical communications: What content is relevant for each stakeholder group?
·         What channels do you use for which type of content, engagement?
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Sonia Hennou

Professional Education and Digital Lead – Heart Valve Therapy
Edwards Lifesciences

STREAM B – Igniting Your Marketing Strategies

4:50 pm - 5:30 pm CASE STUDY INTERACTIVE: Low hanging fruits doesn't feed you forever: How strategic marketing needs to work with sales reps to create synergy and higher returns
Roland Weiniger - Marketing Communications Specialist, Abiomed

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Roland Weiniger

Marketing Communications Specialist
Abiomed

INTERACTIVE STREAM – Working Groups

4:10 pm - 5:10 pm WORKSHOP: How you sell is the last advantage: Is your sales team equipped to thrive?
Brad Ansley - Director, SPI Health
Exert Speaker,  Sales Performance International
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Brad Ansley

Director
SPI Health

5:30 pm - 6:00 pm GUEST SPEAKER – HR PERSPECTIVE: Recruiting commercial rockstars: How to attract a new generation of tech-savvy and business minded millennials and leverage their talent to achieve commercial success

Caroline Fischer - Global Talent Acquisition Leader, Nokia
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Caroline Fischer

Global Talent Acquisition Leader
Nokia

6:00 pm - 7:00 pm Networking Drinks Reception