The Italian branch of a German multinational specializing in nutraceuticals needed to find a new Pharmaceutical Sales Director.
The Italian subsidiary of a multinational company specialized in natural-based nutraceuticals decided to initiate a organizational renewal process. The company, with a strong pharmaceutical and para-pharmaceutical focus, operates through pharmacies, para-pharmacies, and e-commerce channels. Although part of an international group, the Italian structure enjoys significant operational autonomy and presents substantial growth potential in the national market.
It was necessary to identify a new Sales Director with a background in the pharmaceutical sector, capable of guiding the company toward new expansion and development objectives.
Specifically, the role required a professional able to grow the company both in terms of business volume and territorial coverage. It was essential that they could structure and consolidate a stable, loyal sales force across the national territory, with an in-depth understanding of the Central-Southern Italy dynamics. This area, in particular, needed strengthening, with priority given to the strategic Lazio region.
The Pharmaceutical Sales Director needed to have expertise in sales management, marketing, and e-commerce, as well as the ability to manage a large network of distributors and create long-lasting, valuable partnerships. Moreover, knowledge of the pharmacy and para-pharmacy channels was an essential requirement, as it would have a decisive impact not only on operational aspects but also on strategic ones.
To meet these requirements, we conducted a specialized headhunting process in the pharmaceutical sector. The search for the new Pharmaceutical Sales Director began taking into account all the specific client requirements: extensive experience in the pharmaceutical and para-pharmaceutical sectors, ability to manage a network of agents and distributors, managerial skills, and strong strategic expertise.
Starting from a well-defined job description, the selection process was structured into four steps:
The recruitment lead provided end-to-end consultancy, supporting both the client and the candidate throughout all phases of the process. The selection stood out for its efficiency: within a few weeks, a shortlist of candidates closely aligned with the company’s requirements was identified, and the search was successfully concluded in just a few months.
In a short time, we selected a shortlist of well-profiled candidates for the Pharmaceutical Sales Director position. The selected professional had an in-depth knowledge of the entire Italian territory, both in the North and in Central-Southern Italy, particularly in Lazio, a key area for the company’s strategic development.
The chosen candidate fully met the required profile: excellent knowledge of the pharmaceutical and para-pharmaceutical sectors, managerial experience, strong motivation, willingness to travel, and skills in marketing and e-commerce. The process adhered to the planned timeline, and the new Pharmaceutical Sales Director immediately began planning the expansion of the sales network in Central-Southern Italy, with a particular focus on the critical Lazio area.
The selection project demonstrated that a targeted headhunting process can quickly identify a professional perfectly aligned with the strategic and operational needs of the company.
Over time, the selected professional has managed a portfolio of complex clients, implemented digital marketing and e-commerce tools, continuously monitored performance—especially in the most challenging geographic areas—and further developed the sales force. All of this ensured stable revenue growth, enhanced the para-pharmaceutical segment, and consolidated the company’s presence in the pharmacy and para-pharmacy channels.
In short, thanks to this intervention, the company gained a well-prepared and motivated Pharmaceutical Sales Director, capable of guiding the sales network toward the planned growth and innovation objectives.
