Health Care Revenue Leaders: Activate Your Growth Strategy

By: Avrille Hanzel Medical Device, Revenue Growth Strategy, Sales Strategy, Sales Territories, Sales Transformation

Developing your growth strategy is important. However your strategy is only as good as its execution. The Alexander Group (AGI) recently helped a leading health care company activate their sales and marketing transformation to drive growth in an established and steady market.

Phase 1 of this sales transformation focused on strategy activation through a specialized blueprint and roadmap (1:03). AGI helped the sales team improve focus, define customer touchpoints, determine future-state workload and headcount sizing, and provide best-in-class CRM practices. Phase 2 was the detailed design and implementation of the transformation (2:01). As part of the territory design process, AGI facilitated a complex segmentation model. The model called for a shift from a geography-based territory alignment to an account-based alignment. To support adoption of this new model, AGI worked with the client to develop key communication materials and tools.

Using this two-phased process, the company successfully aligned their goals to a new strategy, achieved project deadlines and experienced a year-over-year increase in revenue.

Turn Your Growth Strategy Into a Reality

For more information about how Alexander Group can help you with your organization’s sales and marketing transformation, please contact our Healthcare practice leaders.

  1. Medical Device Marketing Transformation: Filling the Sales-Marketing Gaps
  2. Revenue Motions – Putting It All Together
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Avrille Hanzel

Avrille Hanzel is a manager in the Chicago office. She works with clients across multiple industries, including manufacturing, distribution, media and health care. Recently, Avrille was involved with a full sales transformation for a leading media company where she led sales compensation design and change management efforts. She also has experience leading sales organization assessments, job role design, compensation assessment and design, and territory optimization and design.

Prior to joining the Alexander Group, Avrille worked with the strategy consulting team in Deloitte UK’s London office, where she helped develop a growth strategy for a large professional services firm. Prior to Deloitte, Avrille was a project manager at the United Nations Foundation. In this role, she managed projects with diverse stakeholders within the Federal Ministry of Health in Nigeria and the Department of Health in South Africa to mainstream the use of mobile health (mHealth) into their existing health system infrastructures.

Avrille earned her MBA from University of Oxford, Said Business School and her B.A. in sociology and anthropology from the University of Michigan.