PROGRAMME CONTENT
The programme content has been designed to address the challenges facing the Industry
using relevant case studies and key contributions from industry experts. The programme
consists of six modules as follows:
• Pharmaceutical Market Dynamics covers the key regulatory, • Marketing provides participants with the tools and insights
legislative and environmental aspects of the Irish and European required to engage with the principles and practices of marketing
pharmaceutical sectors and addresses how pharmaceutical within the pharmaceutical sector. It emphasises the need for
companies ‘access the market’ to actively promote their therapies managers across the organisation to consider the key marketing
across key product sectors to key customer groups/stakeholders. challenges facing them and their capability to respond effectively
Practitioners from the pharmaceutical industry and relevant and profitably.
regulatory agencies such as HSE and IMB will contribute.
• Finance introduces financial reports, the management of cost
• Supply Chain Management examines the complex, heavily structures, return on investment, business planning, budgeting,
regulated and rapidly changing pharmaceutical supply chain from forecasting, cash flow and cost of sales. It will also cover the
raw material to patient, giving participants a clear understanding appropriate use of pharmaceutical industry benchmarks and the
of manufacturing and distribution, the complexity of product impact of product pricing on profitability.
forecasting in the supply chain cycle and the strategic value of
excellence in supply chain management. • Leadership gives participants personal insights and challenges
them to consider their own authentic leadership style in order to
• Sales addresses both strategic and competitive elements of sales build trusting relationships and broader networks required to lead
including; sales force productivity, sizing and structuring, resource their teams and to influence across the organisation. Today’s most
allocation across products and markets, competitive assessment effective leaders are highly self-aware, are comfortable taking
and pricing. Specific material relating to the issues faced by personal responsibility and accountability but also know how to
subsidiaries of large Multinationals including pharmaceuticals will delegate and hold others accountable for results.
be used.
The Pharmaceutical Managers’
Institute of Ireland represents over
80 pharmaceutical companies and
its membership is made up of
managers across the Industry from
many disciplines including sales
and marketing, regulatory,
corporate and public affairs,
distribution, finance and many
others.
P
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