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Advanced Ways of Selling


Accelerate the topline growth above industry average in the pharmaceutical industry

COMPANY: International mid-size pharma OTC group

YEARS: 2017-2019

MISSION: Identify key acceleration priorities and design a transformation plan to deliver results in 18 months in Europe.

Growing market characterized by an explosion in competition with a tripling of the
number of players in only 5 years and the fast digitalization of sales channels.

Very pragmatic transformation program based on a new hybrid sales model which was
rapidly prototyped and tested in a few markets, as well as on a more effective sales system including an improved sales management approach, some new sales maximization tools and the implementation of enhanced field sales practices maximizing the value brought to clients.

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