Situation: In 2004, BioPointe was engaged by Publicis Selling Solutions (PSS), a contract sales leasing company based in Lawrenceville, NJ, to assist in building a hospital sales force for a pharmaceutical manufacturer. King Pharmaceuticals, a privately held company based in Bristol, TN had 2 products that demanded additional sales support. THROMBIN-JMI® is indicated as an aid to hemostasis whenever oozing blood and minor bleeding from capillaries and small venules is accessible. And SYNERCID® is the first antibiotic approved for treatment of patients with serious or life- threatening infections associated with vancomycin-resistant Enterococcus faecium (VREF) bacteremia. Synercid is an IV formulation.
Objective: Parts of the position description required negotiating contracts and closing business. The key objective was to identify pharma reps, preferably calling on hospitals, with a business to business sales background. We were looking for closers!
Action: BioPointe initially targeted hospital pharma and medical device sales reps with strong business to business sales foundations. This proved to be effective in identifying and sourcing hospital pharma reps with strong closing skills.
Result: Hired 26 Hospital Sales Reps within 45 days for King Pharmaceuticals
