Design of a drug launch office for a leading pharmaceutical company aimed at accelerating growth in LATAM
"Collaboration between regions unlocked strategic opportunities, enabling the design of an agile, efficient, and sustainable market model."
Challenge
A leading global pharmaceutical company faced the challenge of maintaining double-digit growth while preparing for the launch and commercialization of an innovative, highly specialized portfolio. Its ability to compete was hindered by fragmented processes, operational inefficiencies, and misalignment of key resources in a constantly evolving market environment.
Solution
We established a transformation office to redesign its market access and commercialization model, addressing challenges from a strategic and collaborative perspective:
- Identification of gaps and priorities: Through interviews, workshops, and document analysis, we identified critical areas for improvement, as well as potential quick wins to capitalize on benefits quickly.
- Comprehensive collaboration: We coordinated five LATAM regions to standardize practices and share key learnings.
- Design of a high-impact framework: We created an access model focused on maximizing commercial effectiveness, aligning strategic resources, and enhancing competitive enablers, with an emphasis on market anticipation and preparation.
Benefits to the Organization
The project delivered significant benefits:
- Strategic prioritization: Clear definition of objectives, aligned between local and regional levels.
- Improved field team performance: Increased activity and effectiveness of the sales force through more demanding and concise objectives, closer monitoring, and shared best practices.
- Resource optimization: Productivity and operational efficiency improvements, enhancing market responsiveness.
- Competitive advantage through innovation: Implementation of innovative tools and methodologies that consolidate its competitive leadership.