Services
Commercial Competency Design
External benchmarking and review of current role expectations
Definition of future-facing competencies by role or function
Clear proficiency levels and observable expectations
Input from the business through interviews and co-design
Tools that can support development, coaching, recruitment and role design
Capability in Action
Future-facing commercial competency model
THE SITUATION
A biopharmaceutical organisation needed a clearer definition of commercial excellence across marketing, sales and leadership. Existing role expectations did not fully reflect a market shaped by digital engagement, more complex customer needs, market access pressure and changing ways of working.
WHAT WE DID
• Benchmarked current approaches and translated emerging commercial requirements into a coherent competency architecture.
• Designed role-relevant competency models across marketing, sales and commercial leadership.
• Distinguished foundational expectations from more advanced performance, using clear and observable language.
• Made areas such as data literacy, customer insight, omnichannel thinking and health system understanding more concrete and usable.
• Created a framework that could inform development, coaching, recruitment and future role design.
WHAT CHANGED
The organisation gained a clearer and more current view of what good looks like across its commercial roles. Broad changes in the market and operating model were translated into specific expectations that people and leaders could use.
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