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Outsourcing the sales target to a contractual sales team on our payroll helped this pharma company to impeccably prioritize their new product launches and market expansion.




Background
One of the largest Indian pharmaceutical companies- in terms of market capitalisation and market share- operating in the industry for more than 50 years, wanted to partner with an agile and proficient recruitment firm to manage their sales operations.

Challenges
  • Management of a matured brand portfolio in a Contract Sales Outsourcing model.
  • Affiliating several products with statutory authorities- NPPA and DPCO.
  • Revamping the existing sales strategy to capitalise on tier 2 & 3 territories promoting only one brand.
  • Elevate portfolio management inculcated with cost-reduction strategies.

Solution
  • Knitting a Talent Based Outsourcing model within a meticulously designed sales funnel.
  • Integration of the People-Process-Technology framework to increase the scalability of tracking operations.
  • Improved managerial accounting ability by enforcing best industry practices for a cost-effective process.
  • Engaging and training cost-effective resources on the project.
  • Automation of the progress matrix with dashboards for better trend analysis.

Results
  • Captured tier 2 & 3 markets- engaging with 68,000 retailers PAN India.
  • Dramatic increase in yearly sales.
  • Achieved the annual sales target consistently till the tenure of engagement.