Pharma & BioTech

Strategies to Improve Operations and Competitiveness

Optimizing Pharmaceutical and Biotech Performance With Proven Solutions

The pharmaceutical and biotech industry has faced significant market dynamics in recent years that greatly impact bio-pharma reps. Alexander Group’s research shows:

  • 75% of clinical trials are now occurring outside of Big Pharma companies
  • 50% of new products are orphan drugs explicitly developed for rare diseases
  • Additionally, the increasing acceptance of biosimilars as an alternative to expensive brand-name drugs impacted the market

To adapt to these evolving market conditions, high-performing pharma and biotech companies provide are adapting more patient-centric commercial models. Commercial changes include more investment in specialist commercial roles, reimbursement support, digital provider engagement, case management, patient support programs and patient access programs.

BioTech pharma companies should consider additional attributes to help their sales reps adapt to the evolving market headwinds and customer needs. This approach can include providing more training and support, investing in new technologies and developing a strong relationship with key stakeholders, such as healthcare providers and payers.

Alexander Group works with biotech leaders to establish sales strategies to support your go-to-market model with specific sales strategies that grow revenue and increase market presence.

How We Help

  • Digital & virtual engagement: Enable sellers to interact virtually with hospital providers through advanced technology and digital capabilities to overcome limited access to providers.
  • Omnichannel strategy: Develop a robust omnichannel process to work in tandem with the primary sales reps so they can focus more attention on high-priority accounts.
  • Alternative resources: Identify the correct mix of core and alternative roles deployed to drive cost-efficient productivity and meet evolving customer expectations.
  • Sales compensation: Align sales compensation programs with go-to-market strategy and ensure pay levels match therapeutic focus and sales motion.
  • Research & benchmarks: Determine current and relevant data, trends, benchmarks and voice of customer research to help guide Sales, Marketing and Operations decisions.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Healthcare Events

  • EMEA Sales Comp Community: The Last Mile: Ensure Your Sales Compensation Programme is Set Up for Success

    Virtual Roundtable

    As we head into 2024, ensure your sales compensation programme’s strategy and structure are in place to successfully measure, track and manage for constant improvement.

    • Costing Modelling: How to make sure changes to your compensation programme won’t break your budget.
    • Manager Training: Leveraging first line managers to champion new plan designs.
    • Plan Communication: Tools to simplify what sellers need to know about their sales compensation plan.

    • Wednesday, December 6, 2023
      2:00 p.m. – 3:00 p.m. BST
    • Virtual
  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

Join our Pharma and BioTech Community

Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.

Practice Leadership

Alexander Group Can Help

Is your go-to-market strategy focused on sales productivity to ensure profitable growth?