Expanding into New Markets with the Right Commercial Leader

Key takeaways

• Successfully hired a Head of Sales to drive commercial strategy and expansion
• Enabled client to penetrate new pharma and biotech markets across Europe, exceeding revenue targets
• Helped refine hiring budgets and a competitive compensation package through bespoke salary benchmarking

The challenge

Expanding into new markets is a fundamental growth strategy for any business, but it requires the right leadership to develop and execute a successful commercial plan.
 
A UK-based life sciences company approached EPM Scientific for support in finding a capable Head of Sales to spearhead their expansion into the pharma and biotech sectors. Previously, their sales efforts were concentrated in academia, but they wanted to grow their business and increase their market share in Europe. The ideal candidate would not only bring industry knowledge but also the ability to develop and implement a scalable commercial strategy from the ground up.

However, the firm had been unable to identify and secure such a leader so far. They asked EPM Scientific for help capturing the attention of the right candidates, guidance on structuring a competitive offer, and ensuring their budget aligned with market expectations.

The solution

To meet the client’s needs, we conducted an in-depth market analysis to identify sales leaders with proven experience in pharma and biotech. By targeting high-performing individuals from direct competitors, we presented a shortlist of leaders who could make an immediate impact. We also provided salary and total compensation benchmarking insights to help them refine their budget and form a competitive offer. 

The result

The client successfully hired one of the experienced Head of Sales we had shortlisted, enabling them to execute their expansion strategy and enter the pharma and biotech markets. Under their leadership, the company exceeded sales revenue targets that would not have been possible without them.

Thanks to their achievements, the business has since expanded its sales team across the Netherlands, Germany, and the UK with further help from EPM Scientific. With the right talent in place, the company is now going from strength to strength.

Summary

Securing the right leadership can be the difference between business failure or success. By placing an exceptional sales head through our expansive candidate network and value-added benchmarking services, we empowered our client to enter new markets, drive revenue growth, and scale their commercial operations across Europe. The result? A stronger, more competitive business that’s well-positioned for long-term success.