IMS successfully ran the inaugural European Sales Championship last year and at the same time introduced a new initiative; the IMS Marketing Championships. These two events, exclusive for the pharmaceutical industry, will continue in 2008 and have just been kicked-off across Europe.
IMS Sales Championship
In a time of growing pressure to improve sales force productivity, increasing cost containment and declining physician access, the IMS Sales Championship sets out to encourage strategic thinking, drive best practice and generate enthusiasm among the sales force.
The competition is built around a series of simulation exercises, based on the interactive Key Account Management workshop developed by IMS Learning Solutions and Change Management. The simulation-based approach delivers belief and insight into strategy as contestants play an active rather than passive role in the learning process.
Looking back…
In 2007, 13 European markets took part in the IMS Sales Championships, and over 400 pharmaceutical representatives actively participated in a bid to identify the leading sales rep talents in their respective countries.
The winners were not alone honoured with the title of local Sales Champions 2007, but also represented their countries in Monaco for ultimate glory in the European Sales Championship. Berlin Chemie (Hungary) took the 1st prize with MSD (Ireland) and Gilead Sciences (Italy) coming in 2nd and 3rd.
Clients gave overwhelming feedback on the value of both the local and European Sales Championships praising it for being interactive and similar to their own real-world operating environment and at the same time facilitating a better understanding of the concepts behind customer prioritisation.
Setting the scene for 2008
Led by experienced facilitators from IMS Learning Solutions and Change Management, this year’s competitive challenge involves a simulation-based “Key Account Management” exercise where participants in a virtual setting are tasked to keep their product on the formulary and increase market share over a sales cycle of 6 months. Topics addressed include: profiling, influence networks, resource allocation, building and managing key account plans.
Running in parallel with the competition is a thought leadership session for senior level sales managers, providing opportunity to discuss the different ramifications of present and future sales strategies at both an EMEA and local perspective.
Again, in 2008, the finalists from the local Sales Championships will be invited to take part in the IMS European Sales Championships competing for the title of “European Sales Champions 2008” and high stake prizes.
Announcing contestants 2008
The countries currently signed up to participate in this year’s IMS Sales Championships are: Finland, Belgium, UK, France, Portugal, Hungary, Poland and Italy. Belgium and UK have already successfully completed their Championships,
with Docpharma (Belgium) and Teva (UK) taking the first prizes.
For further information on the local and European IMS Sales Championships please contact Selma Nawaz on SNawaz@uk.imshealth.com
IMS Marketing Championships
Designed to help nominate leading pharmaceutical marketers, IMS piloted four local Marketing Championships last year in France, Poland, Spain and Portugal.
Central to the event was the simulation-based competition where top marketers from each participating company competed for the title of local Marketing Champions 2007. At the same time, in a parallel session, senior level marketing managers had the opportunity to discuss the impact of present and future marketing strategies at both an EMEA and local level.
The IMS Marketing Championships were met with great enthusiasm in the piloting countries and the event is rolled out across Europe this year.
Setting the scene for 2008
The IMS Marketing Championships will this year task the contestants with a simulation based “Product Launch” exercise from IMS Learning Solutions & Change Management. Contestants are asked to build and implement a marketing plan for an upcoming product launch. The competition will be led by expert facilitators from IMS Learning Solutions and Change Management practise addressing topics of: segmentation, positioning, sales force strategy and communication. Competing for the title of Marketing Champions 2008 the teams will pit their marketing wits against industry best practice while gaining the practical experience to make more informed decisions.
While the temperatures are rising in the contestants’ room, a thought leadership session runs simultaneously for the senior marketers where latest findings from the IMS Health Launch Excellence Study will be discussed and an interactive workshop will take place. Participants at both sessions will join up toward the end of the event for the competition debrief and winner announcements.
The contestants
Currently the following countries are set to run the IMS Marketing Championship 2008: Italy, France, Nordics, Spain, Portugal, Austria and Germany. First event will kick-off 15th May in Portugal.
Learn who takes the title as local Marketing Champions 2008 in our coming issues of the IMS Learning Solutions Newsletter.
For further information on the IMS Marketing Championships please contact Tina Kazmer on tkazmer@uk.imshealth.com
