Case Study

Sales Build for Major Multinational Pharmaceutical Company

Background

Mix Talent was engaged by a major multinational pharmaceutical company to lead a neurological sales build for its US commercial subsidiary.  

The client needed support with recruiting, interview logistics, scheduling, and travel around a hiring event to identify:

  • Vice President of Sales
  • 9 Key Account Managers (KAMs)

Required experience for the KAMs included:

  • Buy & Bill
  • Alternative sites of care
  • Product launch
  • Reside in territory
  • Startup experience

Approach

Mix kicked off this project by engaging its in-house Industrial/Organizational Psychologists to write position descriptions and a custom assessment to measure aptitude for key behaviors needed for success in the role.

Mix’s recruiting team launched an outbound recruiting campaign leveraging its proprietary database, LinkedIn campaigns, and referrals to identify candidates.  

Mix screened candidates for all positions, had them complete the assessment, and then provided interview guides for each candidate based on the assessment findings.

Results

Overall, the project resulted in:

VP of sales: Mix presented 10 to the client, 6 were interviewed, 3 made it to the final round, and one was hired

Key Account Managers: 18 were interviewed by the client and 9 were hired in key markets

2020 has been an exciting year. We doubled in size and launched a new indication in the middle of a pandemic. We could not have done this as successfully as we did without your strategic partnership. Your team became ‘our’ team.

Client VP of Sales
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