SUPPLEMENTAL SOURCING CASE STUDY

Challenge: An emerging biopharmaceutical organization planning to build a sales force to re-launch and reposition an asthma drug within the respiratory community. Our client turned to us for assistance in completing their sales force build. Several months prior to our involvement, the company hired the management team and they were tasked with building and recruiting their own sales teams with the help of the human resources department. The company needed to hire 80 experienced pharmaceutical representatives and have the entire sales force on board prior to the launch meeting. With the launch date only eight weeks away, only 7 territories were filled, and only 30 territories had candidates in the process.

The recruiting profile called for 5 years of pharmaceutical sales experience with at least 2 years calling on specialists. Respiratory sales experience was considered a major plus.

Solution: TalenTactics customized a solution to meet the needs of this rapidly growing biotech firm. We worked very closely with upper management and the field managers and designed a strategy to ensure that all representatives would be hired prior to launch. Individualized recruiting plans were devised for each hiring manager based on where they were in the process. The research division of TalenTactics was able to clearly define the respiratory market and identify top performing sales representatives calling upon this market. Building on our detailed knowledge of the candidate pool in this therapeutic area, our recruiters identified the top sales talent who could demonstrate the experience and relationships necessary to make an immediate impact in the field.

Result: Understanding the importance of rapid results without sacrificing quality, we created systems and approaches that let us deliver both. Our client’s sales force was completed on time and under budget prior to the launch/training meeting. The backgrounds of the representatives hired exceeded the expectations of the client. Over 90% of the new hires possessed a background selling into the respiratory arena.