Exceeding Goals
Pharmaceutical Company Hires Exceptional Talent for National Sales Expansion through PrincetonOne Recruitment Process Outsourcing Solution
The Client
The client is a specialty pharmaceutical company committed to developing new ways to help physicians individualize patient care. The company focuses on the treatment, diagnosis and detection of gastrointestinal, autoimmune and inflammatory diseases and disorders. With headquarters in San Diego , California , the client has more than 300 employees.
The Challenge
Upon receiving exclusive rights to a gastrointestinal medication, the client was in need of a sales force to promote the product. This required expanding the company’s GI sales division to acquire 58 new sales representatives, all within a three-and-a-half month period.
The Solution
The client partnered with PrincetonOne to manage all aspects of the recruitment process during the expansion. The objectives of the program were clearly defined to ensure PrincetonOne was able to meet the client’s expectations. PrincetonOne provided the company with the following:
| • | An effective and expanded sourcing campaign to attract qualified candidates |
| • | Seamless integration with current, key client sourcing efforts |
| • | Efficient applicant management |
| • | A consistent and thorough assessment and phone interview process customized to meet specific client standards and culture |
| • | Greater efficiencies during sourcing, screening and interviewing activities to achieve the desired timelines |
| • | Accurate applicant tracking and relevant reporting |
| • | Proper Department of Labor compliancy and documentation |
| • | Management of sourcing and administrative activities |
| • | Hiring manager interview coordination |
| • | Implementation of an ongoing corporate branding program to enhance the position of the client as a premier career opportunity and employer of choice |
In addition to managing the recruitment process, PrincetonOne also conversed with the client on a continual basis to provide expert consulting services and best practices.
During the project there were some initial challenges that arose, including a few territories with a low flow of candidates. To overcome this, PrincetonOne worked closely with its sourcing team to increase the number of qualified candidates by utilizing unique sourcing methods. Some of these methods included:
| • | Networking with current pharmaceutical representatives, nurses, search partners and pharmacies to obtain referrals |
| • | Calling directly to doctor’s offices to gain references of top performing representatives |
| • | Using the Internet as a tool to find representatives connected with pharmaceutical associations |
| • | Using the Internet to mine niche resume databases |
Measurable Results
The program was extremely successful, completing under budget and a week ahead of schedule.
PrincetonOne provided the client with more than 8 qualified candidates per position, which was 220 percent above the original goal (4 qualified candidates per position). In addition, of the qualified candidates hired, more than 67 percent had a background in specialty pharmaceutical sales, and 64 percent had between 5 and 9 years of experience.
As a result of the success attained with this expansion, PrincetonOne was awarded full responsibility for the client’s field sales attrition. Since the program’s infrastructure was already in place, PrincetonOne was able to immediately transition to the attrition program, due to its scalable model. The program’s structure additionally allows for future expansions by the client without significant ramp-up time. To date, the partnership has had 100 percent success.
Performance Metrics Summary
Project Statistics:
| • | Number of positions: 58 |
| • | Number of positions filled: 56 |
| • | Fill rate: 97% |
| • | Applications/candidates: 2,783 |
| • | Qualified candidates: 2,037 |
| • | Ethnically diverse/female: 16%/46% |
Ongoing Attrition Statistics:
| • | Number of positions: 40 |
| • | Number of positions filled: 40 |
| • | Fill rate: 100% |
| • | Time to submit candidates: 7 days |
| • | Time to fill positions: 40 days |
For further information, please contact:
Ryan Hoffman
Director of Business Development, PrincetonOne HirePursuit
(317) 352-3111
Ryan.Hoffman@PrincetonOne.com
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