US oncology biotech, European commercial launch

Proclinical Staffing our consultant managing the role
Posting date: 29/04/2020

US oncology biotech, European commercial launch

Case study

The overview

We partnered with a US oncology biotech to assist them with their commercial build in Europe ahead of a new product launch.

The challenge

The company had a small presence in Switzerland but was otherwise fairly new to the European market and lacked local knowledge. As they were fairly unknown in Europe we were tasked to manage and promote their employer brand to the candidate community.

The solution

As we were selected as their exclusive staffing partner for the commercial build, we were able to promote a consistent message to the marketplace.

The first territory to be completed was Germany, and we were able to utilise our local office in Frankfurt to complete the required hires. Native language speakers enabled a solid rapport to be built up with candidates, whilst understanding the cultural nuances of the country.

The importance of a local partner became even more apparent, as this was all happening during the Covid-19 pandemic in 2020. It meant that we were able to successfully organise and run assessment centres in person in three major German cities, whilst complying with local Covid-19 regulations. The assessment centres ensured that our partner had the best visibility over the talent in the market and did not have to rely on video interviewing.

Our partner’s TA function was extremely small, so we were able to act as an extension of the business, with a single point of contact streamlining all communication and ensuring all operations ran smoothly.

The outcome

Despite the ongoing pandemic, we successfully identified 12 key account managers to build the German sales team for our partner.

The partnership continues, with a European medical build scheduled for early 2021.

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