Sales channel productivity implementation

Project status
Project start date
Not specified
Project posted
31 Oct 2016 13:19
Project duration (approx.)
2 Months
Budget (approx.)
US$1000 / day
Pharmaceuticals, Medical Devices
Area of expertise
Change Management, Operations, Project Management, Business Process Optimisation
Consultant location
United States
English (Essential)

Objectives and Key Deliverables

Our client requests support with support and tracking of implementation of a number of agreed sales channel productivity improvements, including:
o Non sales FTE related measures (e.g. Travel, Entertainment, Summit)
o Sales Force Integration
o Low Cost Channels
o Low Productivity Resources

Activities will include change management and communication, project management, metrics and analysis.

We are looking for people who will complement our team (i.e. this is not a one person project)

Location is Maryland; 1 hour drive to DC or Baltimore. Expenses reimbursed.

o Task 1
tracking and reporting of the progress and success of implementation of the already decided measures including detection & flagging of issues on a monthly basis. The result/outcome will be a commercial operations implementation report with standardized formats.
o Task 2
conceptual support as needed to define/design the new Service concept (Tech Service, Field Service) including its implications/changes on organization, processes, systems and interfaces. The result/outcome will be the commercial operations implementation plan

o Task 3
set-up of a Sales Channel Productivity Model which allows to plan and switch from existing to lower cost sales channels. The result/outcome will be a “Sales Channel Productivity Model” (Excel, PowerPoint) filled with actual data (customer, products, sales channels and related cost) and actionable switching parameters.

- candidates need to understand P&L and sales channels
- sales force effectiveness / optimization experience
- change management and communication experience
- metrics and analysis capability

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