Industry

Healthcare & Life Sciences

Company Profile

  • ~$50B annual sales, multi-national company
  • Broad pipeline across many disease areas

Situation and Objectives

  • Blockbuster drug has enjoyed clinical and financial success since launch
  • Drug is facing entrenched competitors as the market landscape rapidly changes
  • Drug must also compete with a new wave of treatments, endangering its market position

Approach

  • Benchmarking to evaluate sales force organization and performance against competitors
  • Prioritization of customized territories based on customer-level segmentation, minimizing disruption while maximizing broader market coverage
  • Optimization of roles and responsibilities for greater indication focus and deeper customer relationships

Results

  • Optimized sales force size and refined territory design
  • Re-defined sales strategy for broader market coverage
  • Refined roles and responsibilities for greater indication focus and deeper customer relationships

Impact

  • Refined sales strategy put drug on track to exceed annual sales targets by ~5%

Download this resource: