Roche Canada CEO: “It’s Never Been Tougher to be a Sales Manager"

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Ronnie Miller, President and CEO of Roche Canada, spoke to eyeforpharma about today’s uphill struggle for pharma sales teams, the lack of “face time” and shared the stark truth – that it’s never been tougher to be a sales manager.

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We are facing increased competition for that limited amount of interaction.

“Sales force effectiveness is incredibly important, as well as analytic review of our markets and customer relationships. Our strategy and implementation need to be really tight. It’s never been tougher to be a sales manager. They need to uncover business opportunities, find a “way-in”, and coach sales representatives to bring up their science game.”

It’s no secret to pharma sales professionals that the physician’s door is now closed more often than not, the infamous “90 second pitch” has become standard practice, but with this harsh reality innovation has now begun to flourish as the industry increasingly looks for more creative ways to interact with the customer.

Closed loop marketing and market segmentation are now regular topics for discussion, this is no different at Roche Canada.

“In addition to more stringent regulations restricting how we interact with customers, we’re also facing access, or “face-time” issues. In some cases, we may only be able to certain specialists twice a year. And we are facing increased competition for that limited amount of interaction.”

“What we are finding is that we have to be much smarter about our market segmentation and targeting - who and how often we’re calling on [customers].”

You can read the full interview with Ronnie Miller, as well as further expert insights from Mike Tremblay, President of Astellas Canada and more here.

Ronnie Miller will be sharing his experiences in sales force effectiveness at this year’s Sales Excellence Canada, for more information on Canada’s largest industry sales event visit the official website

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Lucy Fisher
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