Pharma Sales: The New Reality
Facilitator: Ian Wilcox, The Hay Group
Ian Wilcox is a Hay Group Vice President and Leader of the Life Sciences Sector. Mr. Wilcox helps organizations improve how human capital is deployed and developed. He has delivered consulting solutions to a broad range of clients in the Pharmaceutical/Life Sciences sector, including Astra Zeneca, ICOS, King Pharmaceuticals, Shering AG and Novartis Pharmaceuticals. Mr. Wilcox’s expertise includes executive assessment, the design of talent management processes, and the on-boarding of new executives into organizations.
Mr. Wilcox holds an M.A., EdM in Organizational Psychology from Columbia University and a BA from the University of Windsor. He serves as a Board member for Astral Artistic Services, a Philadelphia based, nonprofit classical music organization whose mission is to discover the most promising classical musicians residing in the United States, assist their early professional career development, and present their world-class artistry to the community through concerts and outreach programs.
Ensuring Your Plans Deliver Business Value
Facilitator: Donya Rose, The Cygnal Group
Donya Rose is Managing Principal of The Cygnal Group. Ms. Rose has over twenty-five years experience in leading the design and implementation of systems and processes to ensure alignment of sales results with top business priorities. She has led projects in sales target setting, measurement and forecasting, technology enabled selling, and sales incentive compensation plan design. Today Ms. Rose focuses exclusively on sales compensation plan design, and has designed hundreds of sales compensation plans since that became her focus in 1999.
Ms. Rose’s recent larger clients for whom she has led sales compensation design efforts include Red Hat Software, Comcast Business Services, Valassis, and Allscripts-Misys. In addition, she regularly assists smaller companies and startups with sales compensation plan design as they launch their sales teams and move through the early stages of growing their top line.
Prior to founding The Cygnal Group, Ms. Rose was a consultant in Towers Perrin’s Sales Effectiveness Practice. She holds a Bachelor of Science in Mathematics from Davidson College, and a Master of Science.
Leveraging Sales Operations to Drive Sales Productivity
Facilitator: Mark Donnolo, The Sales Leadership Forum and SalesGlobe
Mark Donnolo is a founder of The Sales Leadership Forum, a sales leadership community and sales effectiveness advisory organization that provides its members with exclusive access to senior sales and marketing executives in leading growth companies, actionable research, and best practice consulting.
Mark Donnolo is also founder and Managing Partner of SalesGlobe, a management consulting firm focused on sales effectiveness and sales strategy. His areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation. Mr. Donnolo’s work spans several industries, including technology, telecommunications, business services, manufacturing, and financial services.
Mr. Donnolo holds an MBA from the University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He serves on the Board of Trustees of The University of the Arts, founded in1876 as the Philadelphia Museum and School of Industrial Art, the nation’s first visual and performing arts university.