Conveners

Rob Heathcote - Head of Product Management, IQVIA

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 IQVIA, working in the Brand and Product Management team, developing and evolving their core data offerings.

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

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.

Speakers

Paul Berg - Principal, IQVIA

Paul Berg is a Principal at IQVIA where he heads the UK Commercial Effectiveness team. He has more than 12 years’ experience consulting to the pharmaceutical industry, and has advised more than 50 client organisations in the more than 25 countries on commercial strategy issues.

Paul has addressed various business problems, including organisation design, sales force sizing and alignment, customer targeting, incentive plan design, clinical development pipeline strategy, forecasting, opportunity assessment and market research, across a wide range of different therapy areas.

Prior to joining IQVIA, Paul was a Manager in the London office of ZS Associates. He holds a Bachelor’s degree in Natural Sciences and a Master’s degree in Chemistry, both from University of Cambridge.

David Jackson – Associate Principal, ZS Associates

As an Associate Principal, 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.

Samir Paul – Founder & Director, Inicio Consulting

Samir started his career in the Life Sciences industry 17 years ago at Abbott primarily working on integration of CRM and Analytics solutions for sales & marketing, before moving into focusing on Primary Market Research and SFE programmes.  After 5 years at Abbott, Samir decided to move to the service side and joined In2Focus (later to become part of Ashfield Healthcare) where he led Business Development efforts for both PMR and SFE solutions in the UK and Europe.  After a short stint at Binley’s business developing their NHS data solutions, Samir re-joined Abbott (later to become AbbVie) in a pan European role focusing on building analytical capability across the region for commercial teams.

Samir is focused on leveraging the best outcomes from commercial data and market research, in transforming how commercial teams use data and insights to drive more effective decision-making and action. Samir established Inicio Consulting in August 2015 as a platform to take his unique blend of experience and expertise to a wider client base. Samir’s experience has seen him work on both the client and service side of the industry and has worked on National, European and Global programmes.

Kate Stevens – KES Consultancy

During 13 years in the pharmaceutical industry Kate has been providing strategic insights within multiple primary and secondary care therapy areas across diverse stakeholder teams.

In this time her Business Intelligence career has seen her work on projects spanning Sales Force Effectiveness, CRM System management, Targeting and Segmentation, Territory Structuring, NHS Data integration, Sales Analytics, multi-channel marketing analytics, forecasting, launch tracking and market analysis. She has worked across all stages of the product lifecycle, from breakthrough launch molecules to mature historic brands, contributing to long and short-term strategic brand plans and operational execution.

Kate started her career with Alchemy Pharma Consultancy Ltd before moving to Genus Pharmaceuticals. In 2014 she joined the AbbVie Insights team working on launch and speciality brands before moving into freelance consultancy in late 2017. Kate has a passion for making data tell a story so that its outputs are easy for anyone to understand and act upon with confidence.