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Sales manager for a distributor
of medical products

The Task
Our client, a distributor of medical products, had achieved significant growth during the pandemic. However, the company's shareholders were still in charge of sales and business development. By 2022, it became clear that they could no longer cope with the volume of tasks without a professional sales manager. At the same time, the company was preparing to launch its own brands and introduce another 10 SKUs into the assortment. To do this, they needed to find a professional with an established contact base and the skills to build processes in fast-growing companies.
The Challenge
Due to the turnover and size of the company, as well as the lack of a valuable brand, it was extremely difficult to attract a suitable candidate. In this highly competitive market, professionals saw many risks in joining such a small player.
The Process
We identified a list of highly significant companies with strong sales training for employees, which included the top 10 pharmaceutical manufacturers. Then, we called a significant number of specialists who worked in key account management and offered them a recommendation bonus. This method allowed us to collect very high quality recommendations, and the client ended up with a short list of 4 specialists in 3 weeks. The selected candidate had experience launching OTC products in top 10 pharma companies, had managed a department of 40 people, and built sales for 18 billion rubles.