Success Story
Surpassing U.S. Launch Benchmarks with a Contract Sales Team
Background
A global biopharmaceutical company preparing for its first U.S. product launch sought a commercial entry strategy that balanced flexibility with speed to ROI. To support this approach, the organization engaged Mix as a strategic partner to help design and launch a contract field sales model, using early performance to inform future investment and scale.
After launch, the contract sales team delivered 4.6x more net sales and 2.4x more prescriptions per representative.
To kick off the project, the client needed support with:
Launching a U.S. field sales team without existing commercial infrastructure. They needed operational support with human resources, finance, legal, compliance, talent acquisition training & development, sales operations, client services, and reporting & analytics.
Recruiting experienced sales leadership to shape launch strategy and field execution.
Hiring and deploying frontline sales representatives and managers aligned to a defined performance profile.
Maintaining flexibility with field and operational scale to adjust over time based on performance.
Approach
Mix partnered closely with the client’s commercial leadership team to design and launch a U.S. contract field sales organization focused on performance and scale.
Launch planning and customized process
Drawing on deep build experience, we developed a robust project implementation plan that aligned stakeholders and defined the path forward.
Project management & infrastructure support
Backed by proven expertise, disciplined processes, and scalable capabilities, our project management function and infrastructure ensured every phase of the initiative was executed with precision. We established clear governance, aligned stakeholders, and maintained rigorous oversight to keep timelines, budgets, and quality standards on track. Through proactive risk management, transparent communication, and structured change control practices, we were fully prepared for launch and positioned to rapidly scale as needs evolved. This foundation enabled seamless expansions, operational stability, and sustained ongoing success.
Strategic leadership & collaboration
After recruiting the VP of Sales and deploying Mix’s Strategic Field Team Leader, we worked closely with the client during start-up, launch, and ongoing deployment, providing day-to-day strategic guidance and field leadership as the organization took shape.
Holistic talent acquisition approach
Our Talent Acquisition team leveraged a comprehensive interview process in addition to the use of our proprietary assessments to identify and secure the right talent for every role. By integrating behavioral assessments into the selection process, recruiters ensured that 100% of managers and representatives were hired to an established success profile – aligning not only on experience, but on competencies, motivations, and workstyle behaviors proven to drive performance in the field.
Operational & compliance expertise
We provided integrated operational management with the client’s infrastructure and optimized launch readiness and overall field team execution
Results
Mix’s field team delivered standout early performance, surpassing U.S. launch benchmarks and enabling the client to expand its commercial footprint to deliver on launch expectations.
Launched with 27 contract sales representatives, including 20 prior President’s Club winners.
The team delivered 2.4× more prescriptions and 4.6× more net sales per rep versus comparable U.S. launches.
Field performance outpaced digital channels, leading the client to double the size of the salesforce to 54 reps with 5 regional managers.