Building a sales network for a long-established company

A historic pharmaceutical company needs to start building a sales and scientific information network throughout Italy.

Introduction

A historic pharmaceutical company has decided to embark on a strategic expansion journey. The launch of new product lines has highlighted a key requirement: to build a solid and widespread commercial and medical-scientific information network across the entire Italian territory and to strengthen the existing workforce.

To tackle this challenge, the company turned to Professional Recruitment with the aim of building commercial and scientific teams that are aligned with the company’s values, motivated, and capable of supporting the long-term growth process.

Requirement

The client’s requirements were structured on two levels:

on one hand, the expansion of the sales and scientific information network,
on the other hand, the stabilization and consolidation of the existing network.

The creation of a solid and widespread commercial network was essential, as some areas of the territory were uncovered or only partially covered. This expansion was particularly necessary to support the launch of new product lines, with a specific focus on those aimed at general practitioners (GPs) and the veterinary sector. Each of these required a dedicated medical-scientific information network.

At the same time, the company aimed to reduce turnover and strengthen employee retention within its commercial workforce, thereby ensuring a more solid and enduring organizational structure to support the new phase of development.

Do you think you have the same need?

Proposed solution

To effectively address the expressed needs, Professional Recruitment established a team of consultants specialized in the Pharma sector, fully dedicated to the project. The deep market knowledge and the psychological background of the recruiters enabled the identification of candidates aligned not only technically but also in terms of values and motivation.

To support this work, a structured selection process strongly oriented towards employer branding was implemented. In this way, the client company’s values, projects, and stability were communicated effectively, enhancing its attractiveness both to experienced professionals and to more junior profiles.

The project for building the commercial network also involved adapting the search to territorial specificities and the company’s commercial priorities. This approach allowed for flexible, targeted selection processes based on individual geographic needs, such as client density, commercial development potential, and the presence of competitors.

Results achieved

The consultative approach of Professional Recruitment generated tangible results on multiple fronts. The main benefits achieved in building the scientific information network include:

Reduction in turnover, thanks to better alignment between candidate expectations, role characteristics, and company culture.
Increased speed and flexibility in launching searches on a territorial basis, allowing the company to quickly cover new geographic areas.
Deployment of teams dedicated to new product lines, with profiles selected for specific skills, capable of supporting the launch and commercial development of new projects.

The targeted and ongoing consultancy fostered a productive collaboration, to the point that the company decided to establish a long-term strategic partnership with Professional Recruitment.

Conclusions and future prospects

A targeted and specialized approach to recruitment accelerates growth and stabilizes a pharmaceutical company’s commercial network, laying the foundations for sustainable and lasting development.

The ability to combine sector specialization, brand enhancement, and high operational flexibility has enabled Professional Recruitment to become a strategic partner in the client’s expansion process, contributing to the creation of a commercial network that is solid, motivated, and aligned with the company’s ambitions.

With a now more structured and stable organization, the company is better equipped to face new commercial challenges, keeping the quality of scientific information and the enhancement of human capital at the forefront.

Our Contacts

Customer contacts

clienti@professionalrecruitment.it

Phone number

+39 02 39669392

Professional Recruitment

Building a sales network for a long-established company

Introduction

Requirement

Do you think you have the same need?

Proposed solution

Results achieved

Conclusions and future prospects

Our Contacts

Customer contacts

Phone number

LinkedIn

Registered office

Operational headquarters

Customer contacts

Candidate contacts