Categories
Date
1st September 2021

The challenge

A top 5 pharmaceutical company approached us to provide flexible resource to help manage a loss of exclusivity situation over the next 2 years in the diabetes market.

The client wanted to maintain a presence in the market especially amongst market access customers whilst transferring headcount staff to other business units.

The solution

We were engaged on a 3 year contract to increase the levels of flexibility in the client’s field force.

We deployed graduate/recently qualified resource in targeted areas across the UK from the CHASE Graduate Academy.

The deployment coincided with the emergence of Covid-19 and so our flexible resource was required to work virtually as well as face to face.

The outcomes

2 Account Managers recruited during Covid-19 -  graduate or new to Industry

  • No previous customer relationships!
  • On-boarding and training was all virtual
  • 184 customer interactions – virtual or in person – June to August 2020
  • 1 major switch programme signed up and implemented
  • Calls per day were higher than experienced Account Managers
  • First to conduct video calls on platform
  • Best practice shared with headcount Account Manager team
  • Results driven, can-do attitude, technologically adept

CUSTOMER FEEDBACK

"No mindset barriers – Her numbers are better than anyone else."

Sales Director

"Hugely Impressed. Kept Calm and carried on. Models the requirements for moving to the future."

Sales Director

 

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