CASE STUDY

Helping a US leader expand into Europe

The challenge

A US-based leader in non-opioid pain management and regenerative health was looking to expand into the UK and EU. The client wanted to launch two products designed to be used before and during patient operations.

As the leading contract services organisation in 12 European countries – and with a wealth of centrally managed teams with local expertise – Ashfield Engage was chosen to establish commercial sales and medical affairs teams to successfully launch both products.

There were notable barriers to achieving this goal, not least the ongoing pandemic, which made this a particularly challenging period to attract both KAM and MSL talent back into the jobs market. Additionally, experienced MSLs with relevant experience of the devices/pain management therapeutic areas, also proved difficult to find.

Our approach

We appointed a dedicated project manager to coordinate our entire approach and designed a rigorous recruitment process based on the client’s exacting brief. The client wanted all candidates to have prior experience of working for blue-chip medical device or pain-management companies.

The outcome

In less than seven months, we recruited, trained and deployed 22 experienced personnel, including two Cluster Sales Managers, 15 key account managers, three medical science liaisons and two clinical educators. All interviews were conducted online due to the pandemic by the client and Ashfield.

The client was delighted with the quality of the candidates recruited. The teams have made an immediate impact and we expect to expand commercial and clinical roles to match customer demand.