Business Cases: Commercial Insights & Analytics

Specialty Pharmaceutical Company in Rebuilding Phase Elevating Marketing Science and Advanced Analytics Function

Challenge & Discovery

Our client, a global firm with a small commercial footprint in the US was coming off of the launch of a new product that was expected to accelerate the growth of their business in the US. This launch did not meet expectations and demand for the asset 12 months post launch was well below target. The leadership team assessed that there were significant gaps in targeted promotional investment and messaging. This spurred a change in their commercial infrastructure and the impetus to build an enhanced capability in advanced marketing analytics. Ingeniquest was charged with identifying a leader that could optimize the integration and impact of marketing analytics on both brand strategy and marketing investments.

Results & Impact

In 2 weeks, Ingeniquest conducted an expedited and targeted search effort in what is one of the most talent deprived markets in pharma commercial – advanced marketing analytics; particularly at the Associate Director/ Director level.  We presented just one candidate for consideration competing against several other search firms as well as an internal recruitment effort. Additionally, this client’s employer brand equity was on the decline due to a high level of attrition and consistent changes in executive leadership.  Ingeniquest was successful nonetheless in securing a key hire for our client yielding a 1:1 candidate presentation to hire ratio.