ULTOMIRIS Case Analysis: Summoning the Right Sales Resources to Support a New Blockbuster’s Launch

STUDY OVERVIEW

This analysis was undertaken to examine the field sales and medical resources being deployed by Alexion to reach the customer base of ULTOMIRIS (ravulizumab-cwvz) in the United States. The analysis examines the field staff FTEs (Full Time Equivalents) that Alexion invested to cover medical and field sales operations for its new drug.

KEY TOPICS

• Sales resources in the field
• Medical Science Liaison staffing
• Geographic distributions
• Structure
• Managerial span of control
• Training and effectiveness
• Education background and experience of field personnel

• Ultomiris 2019-20 revenue, US sales staffing
• Ultomiris span of control, sales directors and district managers per US field sales staff
• Ultomiris US sales team educational background
• Ultomiris US sales team work experience
• Ultomiris US field medical team educational background
• Ultomiris US field medical team work experience
• Ultomiris US field nurse case managers employed
• Ultomiris US field nurse case managers qualifications
• Ultomiris US field nurse case managers work experience
  

• Sales Team Work Experience:ULTOMIRIS’ sales team has on average 21 years of work experience.
• Field Medical Team Staffing: ULTOMIRIS’ field medical team employed approximately 13 FTEs.

This study used job postings on Alexion’s public website in combination with LinkedIn data pools to identify job roles and staffing levels for ULTOMIRIS’ field sales & medical teams.

Industries Profiled:
Pharmaceutical


Companies Profiled:
Alexion Pharmaceuticals

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