Sales and marketing for specialty Pharma house

Proposition:

Management of the company’s three ‘critical care’ product lines


Who we are engaged with:

CEO


Business case:

This company, a leader in Pharma launched a critical care product range. They realized that their existing team of medical reps may not be best suited to sell this high-end product. CMO Axis is handling the complete GTM including identifying TG, staffing ‘nutritional advisors’ and managing end sales for these products.


Deliverables:
  • Research of landscape, TG identification, messaging.
  • Fixing sales targets in line with business plans.
  • Staffing and running a team that will sell this in key markets (initially NCR).
  • Setting up specialty distribution channels (exclusively for hospitals).
  • Providing all back-end collateral and sales aids for this team.

Outcomes:
  • Grew the market from almost zero revenues and a significant negative image with trade channels to annualized revenue of 2Cr in 1 year.
  • Expanded from NCR to Punjab and UP markets.

Case Studies