Jason Bryant - Pharma Partnering (a division of Petal Consulting) 

Rob Heathcote - Head of Product Management, QuintilesIMS

After starting out in the pharmaceutical industry as a sales representative for Astra, I have spent the past 20 years in business intelligence and market research roles for MSD and Roche. 

I have a broad range of experience from sub-national sales analytics for big primary care field forces, through to bespoke investigative market research in speciality care, strategic planning, forecasting, and information strategy; all roles that have given me a breadth of experience and understanding of the power of business intelligence to shape and drive the ways companies operate and promote their products.

More recently I have joined QuintilesIMS, working in the Brand and Product Management team, developing and evolving their core data offerings.

Wilf Iliffe - Director, 14 Four Analytics Ltd.

Wilf joined the pharmaceutical industry in 1989 and, after a successful career as a representative, moved into sales information. He has worked on CRM systems since their infancy and has developed and deployed reporting systems off the back of them for five top 10 pharmaceutical companies in the last 20 years, most recently with Veeva at MSD, where they partnered with CSL on reporting systems.

He has also worked on all of the key areas within Sales Force Effectiveness: field force sizing and deployment; targeting and segmentation; promotion response and ROI; KAM; training and last but not least, incentive and bonus scheme design.

Wilf sees the role of the business analyst as one that must turn data into information and deliver it to the user in a way that enables non-analysts to understand it and to take action as a result. Wilf won the BOBI Award for ‘Excellence in Sales Force Effectiveness / Commercial Analytics’ in 2013.

Wilf is also currently Chair of the BOBI Committee.

David Jackson – Manager, ZS Associates

As a Business Consulting Manager, David works primarily with pharmaceutical clients in Europe, addressing a variety of issues in ZS’s sales, marketing, operations and technology spaces. His work ranges from strategic consulting engagements through to helping clients with more tactical operations and process optimisation.

Since joining ZS in 2006, David’s particular areas of focus have centred on the commercial organisation, including its design, set-up, and optimisation. David brings his expertise to initiatives such as incentive compensation, role definition, key account management, and also commercial reporting design and commercial operations and analytics.

He is a certified PRINCE2® practitioner, and holds an MSci in Chemistry from Imperial College, London.

Paul O'Nions - Head of Business Operations & Support, Diabetes & Cardiovascular, Sanofi UK & Ireland

Paul O’Nions has been in the industry since 2001, joining Novo Nordisk as a Business Intelligence analyst, progressing through various BI roles at all levels and now has a leadership position within Sanofi.

Paul has always focused on both marketing and sales information ensuring information and insight is delivered to bridge the gap between the sales, marketing and market access functions with the aim to maximise synergies that ensure marketing strategy turns into sales success. This has culminated in three BOBI awards over the years: best use of secondary data; best customer insight; and best sales effectiveness research. Key projects have included the design and implementation of segmentation and targeting strategies, key account management planning processes with integrated analytics, and sales force optimisation projects – all of which have been intrinsically linked to maximise business return.

Paul is now on the Board of the BHBIA and his primary focus is ensuring the needs of the secondary data analysts, field force excellence colleagues, CRM specialists and data visualisation professionals are heard and, more importantly, acted upon.

Lee Ronan - Commercial Director, CSL

Lee joined CSL in 2006 from Sanofi Aventis where he was Senior business intelligence manager.  Lee Joined Aventis in 2002 and worked his way up through Business Intelligence before spending time in the field as a sales representative. Lee has client side experience of BI information and reporting systems as well as targeting and segmentation, forecasting and sales incentives management.  Lee is a regular presenter of BHBIA training courses and a member of the BHBIA BOBI Committee.