rubiks the challenge 300x268 - Developing a Field Sales Organization in Managed CareThe Challenge

    A leading supplier of pharmaceutical and medical technology products launched a new commercial team in order to drive sales in the managed healthcare sector.

    rubik the approach 300x257 - Developing a Field Sales Organization in Managed CareThe Approach

    Market Edge collaborated with the client and its target accounts to

    • Define core customer needs (and the associated field sales force capabilities required)
    • Develop, launch and assess a 360-degree capability assessment that increased understanding of the business system, consumers, caregivers, key influencers and critical success factors for the sales force.
    • Design and implement a capability framework to close gaps from analysis above

    rubik the solution 300x253 - Developing a Field Sales Organization in Managed CareThe Outcome

    The assessment process led to the development of a Commercial Capability Framework that included

    • New roles and associated profiles
    • Commercial working processes
    • Commercial competency mode
    • New specific skills (e.g. solution selling to hospitalValue Analysis Committees)

    Organizational development is currently being implemented to deliver the new capabilities to 120 individuals in 4 global regions. Performance measures and feedback loops monitor progress.  Objectives are in place for specific KPI measurement upon completion.