BioPointe Case Studies: medPointe

Neurology | Contract Sales

Situation: In 2004, BioPointe was engaged by Publicis Selling Solutions (PSS), a contract sales leasing company based in Lawrenceville, NJ, to assist in a large commercialization project for a pharmaceutical manufacturer. MedPointe Pharmaceuticals, based in Somerset, NJ, was awarded the US sales and marketing rights for Zomig (Acute Treatment for Migraine). Beginning January 1, 2004, MedPointe assumed full responsibility in the U.S. for all ZOMIG(R) franchise sales, sales transactions, marketing, and distribution. Astra Zeneca owned the Zomig brand and was relying on MedPointe to move US market share of Zomig. MedPointe needed to rapidly deploy a contract sales force with neurology experience while simultaneously building a primary care sales force. With limited staffing support, PSS needed logistics support for scheduling and organizing phone screen and face to face interview schedules to insure the project was executed according to plan.

Objective: To build a plan that attracts top performing neurology sales reps and to educate them on the benefits of working in a contract versus direct selling model.

Action:BioPointe launched a campaign initially identifying and targeting neurology companies with issues (product, reimbursement, leadership, etc.) in the market but yet had respected sales talent. This proved to be effective in acquiring company rosters which enabled BioPointe’s recruiting team to target several qualified candidates at once. BioPointe coordinated all travel and scheduling logistics. Interview teams were deployed across the US to facilitate face to face interviews and assure the on site process was organized.

Result: The BioPointe on site recruiting teams created a great first impression on candidates that were arriving for face to face interviews. Each candidate was greeted warmly and provided refreshments, hiring managers were kept totally up to speed (flight delays, cancelations, etc.), and all interview applications, resumes, and brag books were collected in compliance with EEO guidelines. The company hired 75 neurology sales professionals within 90 days.