Successful Sales Restructuring for MedTech Manufacturer

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Effective Sales Optimization in eight Regions of Germany

Leading MedTech manufacturer based in the USA, specialized in sleep apnoea devices, restructures sales processes in Germany. The goal is to minimize inefficiencies and increase service quality across 8 regions with 300 field employees. Successful implementation in 7 months.

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Company

Leading MedTech manufacturer based in the U.S focusing on devices for sleep apnoea, COPD, SW
German Site: 300 employees in field sales in 8 regions

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Challenge

Large-scale restructuring of the commercial organisation
Support of a highly-versed project manager to support the initiative

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Goals

Streamlining sales processes to minimize inefficiencies,
reduce costs, and accelerate sales cycles
Ensuring a customer-centric approach to sales by improving service quality, responsiveness, and satisfaction
Establishing key performance indicators and metrics to track progress, and evaluate the effectiveness of the initiative

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Measures

Assessment of current sales operations and identification of areas for improvement
Development of a plan outlining objectives, timeline, and resource requirements
Implementation of new sales processes, roles, and technology solutions aligned with strategic goals
Monitoring performance metrics closely while making adjustment as needed to ensure success

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Results

Seamless execution within 7 months / adherence to
timeline and budgets
Sales performance metric established
Strong stakeholder engagement and satisfaction
Parallel training of the QM systems and processes for all interfaces of the company

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