TOTAL STAFFING SOLUTION CASE STUDY

Challenge: One of the largest generic drug manufacturers in the country needed to build a sales and marketing infrastructure from the ground-up to promote their new line of branded specialty pharmaceuticals. Their ultimate goal was to capitalize on their financial success in the generic arena, and transition into a fully functioning pharmaceutical powerhouse with both generic and specialty branded divisions. The initial goal was a 60 person national sales organization on the ground within a 6-month time frame.

Solution: We interfaced directly with the company’s executive team, including the CEO, to discuss what type of individuals they wanted to bring aboard to launch their first branded product. In their words this build, “was the single most important step in the company’s recent history.” They wanted highly tenured managers and representatives with documented sales success relative to a position selling into the HIV and Oncology marketplaces. First we helped determine the profile and qualifications required to run this type of sales force, targeted various companies that competed in the space and then identified, recruited and placed an individual from a direct competitor to fill the VP Sales position. Working directly with this new hire, we began to discuss the key components necessary in the assembly of their management team. Through our superior knowledge of the clients’ needs, and the marketplace; we assembled a stellar team of Regional Business Directors. These Directors averaged 15 years of management experience, with an unprecedented background of working for small specialty pharmaceutical and biotech companies. These managers fit the CEO and VP’s vision perfectly, and began the seamless integration of their presence in the branded marketplace. We had extensive meetings with the management team to devise a timeline and strategy for the initial sales force build, a massive undertaking that required the recruitment, placement, and rollout of 60 Representatives within a 2-month time frame. By listening to what our client wanted, we were able to assemble a high-level specialty sales-force, with representatives who averaged 8 years of specialty sales experience. By skillfully recruiting their entire sales organization, we had left an indelible impression on their CEO. To this day, they remain one of our biggest clients, and we remain the only source for their staffing needs.

Result: A long term partnership built on mutual respect and trust, as well as an entire sales organization built through this partnership from the ground up…including 1 VP of Sales, 7 Regional Business Directors, 1 Director of National Accounts, 1 Director Institutional Sales, 1 Director of Long Term Care, 3 Regional Managers of Long Term Care, 5 National Account Managers, 80 Area Business Managers and a Director of Sales Training.