Sales and Marketing organizational alignment in MedTech

Background and Objectives

The need

The EMEA Leadership of a MedTech multinational company was looking for external support to redesign its Sales and Marketing organizational structure and competency model.

The goal

Redesign the Sales and Marketing organizational structure at EMEA and country level (+20 countries) to ensure alignment to new market trends and challenges.

The project

Project goals:

  • Define the new roles archetype and related responsibilities of the marketing organizations.
  • Design the new competency model to be adopted and the transformation roadmap required to execute the new organizational strategy.

Approach

01.

R&Rs definition

  • Existing organizational structures assessment.
  • Strategic plan analysis, identification of needed capabilities and benchmark analysis leading to the definition of a new set of Sales and Marketing “Roles Archetypes”.
  • Definition of future roles and responsibilities for each archetype.

02.

Organizational structure design

  • Ideal Sales & Marketing organizational models  identified including EMEA teams and country teams.

03.

New model implementation

  • Target model and transformation roadmap.
  • Financial plan.
  • KPIs framework design and 1st year implementation support.

Key Outcomes

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