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, legislative and environmental aspects of the Irish and European pharmaceutical sectors and addresses how pharmaceutical companies ‘access the market’ to actively promote their therapies across key product sectors to key customer groups/stakeholders. Practitioners from the pharmaceutical industry and relevant regulatory agencies such as HSE and IMB will contribute.


• Supply Chain Management examines the complex, heavily regulated and rapidly changing pharmaceutical supply chain from raw material to patient, giving participants a clear understanding of manufacturing and distribution, the complexity of product forecasting in the supply chain cycle and the strategic value of excellence in supply chain management.


• Sales addresses both strategic and competitive elements of sales including; sales force productivity, sizing and structuring, resource allocation across products and markets, competitive assessment and pricing. Specific material relating to the issues faced by subsidiaries of large Multinationals including pharmaceuticals will be used.


• Marketing provides participants with the tools and insights required to engage with the principles and practices of marketing within the pharmaceutical sector. It emphasises the need for managers across the organisation to consider the key marketing challenges facing them and their capability to respond effectively and profitably.


• Finance introduces financial reports, the management of cost structures, return on investment, business planning, budgeting, forecasting, cash flow and cost of sales. It will also cover the appropriate use of pharmaceutical industry benchmarks and the impact of product pricing on profitability.


• Leadership gives participants personal insights and challenges them to consider their own authentic leadership style in order to build trusting relationships and broader networks required to lead their teams and to influence across the organisation. Today’s most effective leaders are highly self-aware, are comfortable taking personal responsibility and accountability but also know how to delegate and hold others accountable for results.


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.


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