Business Cases: Field Force Leadership

Global Healthcare Company Seeks to Reshape its Sales Force for Leading Division Focused on Infusion Services

Challenge & Discovery

Our client, a global provider of healthcare services that ranges from retail pharmacy to specialty pharmacy & infusion services, was in process of strategically investing in its Infusion Services division with intent to dominate the market. This division had realized dramatic growth in recent years and in an effort to continue this growth curve and become the outright #1 provider of infusion services, the leadership had recognized that the account selling model required elevation in terms of strategy, execution, and structure.  The first step in this evolution was identifying a new VP Sales who had deep mastery in building high performance sales teams, change management laden amidst operational complexity, and deep knowledge of C-Suite account selling across organized health systems, commercial payers and individual hospitals. This was an incredibly complex profile.

Results & Impact

This client at first attempted to fill the position through their own internal recruiting efforts.  Over 6+ months they had received over 100 resumes, screened 30, 12 were phone interviewed, and 6 selected for face to face interviews. This effort did not yield a successful hire.  At this point the client engaged Ingeniquest to identify their VP Sales.  In two weeks, Ingeniquest identified just one spot on candidate.  This person was interviewed and a successful hire was made.  Notably this hire went on to meet 100% of expectations. Due to superior performance, this person was selected to be the new Chief Commercial Officer when they decided to spin off the company as a separate entity.

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