Situation: In 2005, BioPointe was engaged by Publicis Selling Solutions (PSS), a contract sales leasing company based in Lawrenceville, NJ, to assist in recruiting a contract oncology sales force for OSI Pharmaceuticals. OSI Pharmaceuticals is a biopharmaceutical company based in Melville, NY. In November 2004, the U.S. Food and Drug Administration (FDA) approved OSI’s flagship product, Tarceva, for the treatment of patients with locally advanced or metastatic non-small cell lung cancer (NSCLC). The sale of Tarceva required a sales person who could stand toe to toe with oncology thought leaders from both technical and relational standpoints.
Objective: This became the search for “Trusted Advisors” project. The candidate profile required highly respected oncology sales professionals who were recognized as trusted advisors in their communities. The profile also called for new product launch experience. The challenge was convincing direct reps to consider a contract sales position.
Action: OSI’s strong employer brand provided the talent acquisition team enough leverage to diffuse the contract sales issue. This plan involved a direct recruiting initiative. BioPointe developed a recruiting universe that targeted medium to large size oncology biotech companies with low comp and below average benefits plans. BioPointe also engaged talent acquisition partners who specialized in oncology sales recruiting to assist in rapidly identifying, sourcing and phone screening candidates.
Result: Hired 21 contract sales reps within 60 days
