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Webinar: A Trainer’s Guide to Preparing Your Sales Team
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Webinar: A Trainer’s Guide to Preparing Your Sales Team

Join us for this 60-minute LTEN webinar, sponsored by CMR Institute, to learn about the most important content updates for you to make in 2019. Kim Andaloro, BMS, will discuss the key success factors behind their training program that led to better customer relationships — and results — in the field. Peter Dzwonczyk, Bausch Health, will discuss the design of their multi-phase sales rep training program and what they hope to accomplish by using updated off-the-shelf training.

2/19/2019
When: 02/19/2019
12:30 PM
Where: United States
Contact: Miki White
540.725.3859


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A Trainer’s Guide to Preparing Your Sales Team

Tuesday, February 19, 2019 12:30 PM - 1:30 PM EST

An unprecedented volume of policy updates and market developments are changing the selling environment week by week. When transformation in the market landscape occurs at such a rapid pace, you may feel like it’s impossible to determine what matters most to keep your training programs current—let alone design the right curriculum for each customer-facing role in your organization.

Join us for this 60-minute LTEN webinar, sponsored by CMR Institute, to learn about the most important content updates for you to make in 2019. The webinar will include two real-life case studies:  Kim Andaloro, senior project manager of value, access and payment at Bristol-Myers Squibb, will discuss the key success factors behind their training program that led to better customer relationships — and results — in the field. Peter Dzwonczyk, senior director, commercial training at Bausch Health, will discuss the design of their multi-phase sales rep training program and what they hope to accomplish by using updated off-the-shelf training.

You’ll hear precisely what you and your training team need to do in the coming months to keep your curriculum relevant and accurate for every customer-facing role. You’ll also learn how to:

  • Describe seven key policy and market developments that will require you to rethink your training in 2019.
  • Understand proven methods and resources that can help your organization overcome the inertia that delays necessary changes and enhancements to your training curricula.
  • Identify the key strategies BMS used to implement a competency-driven training program on value, access and payment topics for seven different functions in the organization, including both headquarters and roles within its field sales team.
  • Identify the key strategies Bausch Health used to design a multi-phase new hire training program and the expectations of the program.

Our Presenters:


 

Kim Andaloro has spent the majority of her career working in the pharmaceutical industry in a variety of organizational strategy, planning and operations roles across a breadth of functions including Finance, Medical Operations, Field Medical and Access project management.  While her primary focus has been in the US, she has lead a number of global projects and meetings, and has worked in Paris, France for the European Region.  Her most recognized achievements include her work in organizational redesign and capability building initiatives including expanding and enhancing the US Field Health Economics and Outcomes Research group and leading the Talent Development initiative for the US Access organization, standardizing competencies and creating career frameworks and facilitating talent development planning. 

While the majority of her career has been with Bristol-Myers Squibb, Co. she also spent a few years as a senior leader in a mid-sized Medical Communications company overseeing the creation and execution of ACCME projects and programs.   

Kim also has an entrepreneurial spirit as a former restaurant owner, she is an outdoor enthusiast who enjoys hiking, biking, and kayaking and also has a passion for serving the homeless and those suffering from addictions.  

     

Pete Dzwonczyk, Sr. Director, Commercial Learning & Development with Bausch Health Companies, is a 16-year industry veteran with more than 12 years in the Life Sciences’ training and development space. In his current role, Pete leads the commercial product and market access training for 4 of the commercial sales business units within Bausch Health Companies. He recently led a cross functional initiative to roll out the Bausch Catalyst sales model across the entire organization. Pete is a graduate of Rutgers University with a Bachelor of Science degree in Finance.


Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value. 







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