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Scientist vs Salesman
Which approach will enable your sales reps to raise their value to the industry?

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A conversation with Tim Ryan, Executive Director of Prescription Medicines, Training, and Development at Boehringer Ingelheim, about his upcoming presentation/panel discussion at eyeforpharma's Sales Force Effectiveness USA 2010 conference on May 17-18 in Princeton, NJ. (See guest bio.)

Interview Date: Friday, March 12, 2010

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Background

Physicians are under pressure to deliver better patient care while complying with more restrictive budget constraints. They are looking for help to add value to their efforts to deliver good outcomes and satisfactory patient care. They expect appropriate help from pharmaceutical sales reps, as well as from other parts of the company that provide important support services.

Questions/Topics Discussed

  • Sales reps in the past combined sales expertise with a sound scientific background. Is this something we are coming back to in the future?
  • Is there a difference among physician specialists regarding the level of scientific expertise demanded of sales reps?
  • Is there a trend to use medical science liaisons in conjunction with sales reps?


Guest Bio

Tim RyanTim Ryan is currently responsible for leading the Prescription Medicines Training & Development function at Boehringer Ingelheim. Sales, Marketing, and Managed Markets are the primary customers of this function with secondary support of training for other functions such as Business Analytics, Commercial Operations, etc. Prior to this current role, he has 15+ years of Phrama experience which include sales, a variety of Sales Training & Development roles during Boehringer’s sales force expansion, leading the Sales Operations function, and serving as a Regional Sales Director for the Mid-Atlantic.

Education includes BS from Indiana University’s Business school and an MBA from Butler University.


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