A Clinical Services provider recently increased sales by £37million thanks to the assistance of Melissa. In what can only be described as an astonishing delivery, Melissa’s work over a three year period increased sales from £460k to £37.5m.
When Melissa arrived, the five-strong sales team had generated just £460k sales by month 10 of the fiscal year - just 2% of the £22m target. No-one in the team was maximising their existing relationships - in short, some of the team were simply not right for the role.
Melissa intensively reviewed which service offerings were being sold and in what way. She discovered that consultants had been spending too much time pitching cheaper, easier services in the hope that it would lead to more complex, valuable purchases. By working closely with them to build a personal, trusting relationship, she rebuilt their credibility in their network and oversaw the Operational side to ensure that faith remained in the quality of their service offering.
Studying pharma and biotech buying trends and the project managers at the company’s disposal, Melissa encouraged the Board and sales staff to focus their efforts in areas of strength, one of which being dermatology. Her decision paid instant dividends; she personally sold a phase 2 dermatology programme for £500k to demonstrate how success could be achieved.
Melissa conducted a workforce review of over 100 key people across Europe, discovering that certain project managers had hitherto unknown experience of running R &D dermatology groups. By sending them to potential clients alongside their operational duties, Melissa built the perfect CRO model.
Working across the company in this way, Melissa raised sales to £37.5m with a sales team of just eight people across Germany, France and the UK – covering the whole of Western Europe.
“Melissa is an exceptional Business development director,” said the Executive Director of Global Contract Development. “By working in a smart, empathetic and pragmatic way, she is able achieve the best from individuals. Melissa is focused on delivery but consistently goes the extra mile to get the result.”
