Optimizing the Sales & Marketing department in an Italian Pharma company

Optimizing the Sales & Marketing department in an Italian Pharma company

Optimizing the Sales & Marketing department in an Italian Pharma company - case study's slide

A leading Italian Pharmaceutical company achieved a steady top-line growth over the last two years, thanks to one key product in the osteoarticular therapeutic area.

However, the company’s commercial departments faced substantial personnel turnover or competency spillover and were not able to exploit market opportunities related to the full product portfolio.

Background and Challenges 

The client asked Tefen to identify and assess the levers needed in order to optimize the performance of the Sales & Marketing and commercial support departments.
In addition, the client asked Tefen to define an implementation roadmap to the process and launch internal teams or activities regarding the key areas.

Tools & Methodologies

The process was conducted while performing:

1. Assessment of the commercial processes, tools, and best practices, and analyzed the market’s data

2. Improvement of opportunity identification and prioritization on the basis of implementation effort and expected benefits

3. Development of an implementation road map and specific work plans, as well as internal work groups activation and hands-on support

Outcomes/Results

The project identified more than ten major areas of improvements, leading to an estimated higher revenues/savings of more than € 10M per year.