Improving Targeting And Call Plans With Inclusion Of Managed Care And Health System Considerations

    Session Details

    In order for pharmaceutical companies to achieve a favorite formulary position, they are providing more discounts and rebates to payers.  In addition, the key account management (KAM) team is also investing significant effort with HS/IDNs for influencing treatment guidelines. Manufacturers must consider the influence of payers and providers on treatment decisions and reconfigure their strategy and operations. The objective of this webinar session is to provide an overview of the HCP scoring and segmentation approach based on payer and IDN influence, and how HCP scoring can be leveraged to optimize call plans.

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    Rakesh Kumar Shingala

    Rakesh Kumar Shingala, Senior Director, Commercial Excellence, Axtria

    Rakesh has 13+ years of professional experience, working in the areas of Commercial Operations, Managed Markets, business reporting solutions and ad-hoc analytics across top pharmaceutical companies. At Axtria, he has been leading engagements and delivering projects in the space of call planning & incentive compensation across multiple clients.

    Anuj Sheoran

    Anuj Sheoran

    Anuj brings 8+ years of experience in consulting, data analytics, and sales operations. He has rich experience in incentive compensation quota setting, call planning, drug sales forecasting, and business intelligence solutions in managed markets. At present, he is working on targeting and call planning for orphan drugs.