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The Center for Professional Advancement, 90 Minute Accredited Online Training
October 14, 2008 at 11:00 a.m. - 12:30 p.m. (EST–New York time)
Who Should Attend
This course will be very beneficial to professionals within the Pharmaceutical, Biotechnology and Medical Device Industries who are interested in learning if and why outsourcing their sales would be right for their companies. It will be especially valuable to company executives including: Presidents, CEOs, COOs and Marketing/Sales. Description
This 90-minute accredited online training course is for executives who are interested in learning if Outsourcing Sales is “right” for their firm; and if it is, then how best to select, engage and manage a Contract Sales Organization (CSO). This program outlines industry trends and provides tips for optimizing the relationship with your CSO. Participants will gain a thorough understanding of the Outsourcing of the Sales Function in the Bio-Pharma Industry.
Module 1:
• Introduction
• “Outsourcing?”
• Bio-Pharmaceutical Outsourcing of Sales: An Industry
Overview
• Vendor Selection & Management (part 1)
Module 2:
• Vendor Selection & Management (part 2)
• Outsourcing “Sales” & “Sales Management”: The Sponsor's
Responsibility (What's worked/what hasn't worked)
Module 3:
• Outsourcing vs. Co-promoting
• Quality Agreements in Pharmaceutical/Biopharmaceutical
Outsourcing
• Ensuring Compliance When Working with Contract Sales
(i.e., Third Party) Organizations
• Conclusion
Question and Answer Session
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Organized by:
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The Center for Professional Advancement |
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Invited Speakers:
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Terry Tormey, Founder/President , The Tormey Consulting Group; Pharmaceutical Industry Veteran with over 30
Terry Tormey, is the Founder/President of The Tormey Consulting Group, that assists bio-pharmaceutical companies with the selection and management of their outsourced Sales & Marketing partners. Mr. Tormey, the former Sr. VP of Business Development at Innovex, and the former President/COO of Nelson Professional Sales (now known as Publicis Selling Solutions), started his career in pharmaceutical sales in 1976 with Johnson & Johnson's Ortho Pharmaceuticals Division and was on the J&J McNeil management team that orchestrated the successful recovery of the Tylenol® brand after the tampering incident. He later joined the American Home Products team that launched Advil® to the Professional Community (Physicians, Pharmacists, etc.) in the U.S. During his career he has held virtually every sales, sales training, and sales management position up to, and including, Vice President of Sales on the client side of the business.
As co-owner and President of The Medical Phone Company® (TMPC) the firm grew to be the largest healthcare telesales company in the United States. In 1999 Nelson Communications Worldwide acquired TMPC, where Mr. Tormey continued to serve as President. He was assigned the responsibilities of President/COO of Nelson Professional Sales, the contract sales organization (CSO), where he initiated many innovative strategies, which included identifying new markets for CSO services, such as Biotech, Emerging Technology, and Medical Device companies.
Mr. Tormey is a member of the Board of Directors of Quigley Corporation (Nasdaq: QGLY). He has been elected to the Board of Directors of the Foundation for Ichthyosis & Related Skin Types, Inc. (F.I.R.S.T.), a non-profit organization supporting research in a variety of rare skin disorders. In 2008 he was appointed to the Board of Directors of ExamRoomTv, a start-up Medical Communications firm; as well as being appointed to the Board of Advisors to BioVid, a Princeton based Healthcare Market Research firm. Mr. Tormey was on the Board of Directors of Global Resources, a worldwide consortium of Contract Sales Organizations, incorporated in Ireland.
Mr. Tormey holds a BS Degree in Biology from St. Vincent College, Latrobe, PA. Additional course work in Business and Management at Wharton (University of Pennsylvania) and Georgetown University. He has also been a participant in the Directors' Education Institute at Duke University Law School and the Fuqua Business School.
Author or numerous articles on outsourcing pharmaceutical services, and Sales and Sales Management, Mr. Tormey is a frequent guest lecturer at Philadelphia area universities. He is also a member of The Greater Philadelphia Senior Executive Group (GPSEG), and is a member of BioStrategy Partners.
Mr.Tormey has also been recognized as one of “The 100 Most Inspiring People in the Life-Sciences Industry,” by the readers of PharmaVOICE (2005).
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Deadline for Abstracts:
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n/a
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Registration:
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Please click here for registration information.
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E-mail:
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salbers@cfpa.com
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