Sales Strategy and Transformation
Orchestrated a transformative analytics-led sales strategy for a Fortune 500 MedTech client, targeting key accounts and upcoming contract expirations to maximize growth and minimize risks
ZS Associates
Company :
Jul 2023 - Sep 2023
Timeline :
Confidential (Fortune 500 MedTech Client)
Clientele :
Project Photos :
Confidential
Project Outcomes
Led analytics for a sales strategy transformation project with a $70B MedTech Client, conducting in-depth analyses of 2600+ key accounts and upcoming contract expirations to highlight revenue opportunities and risk reduction, resulting in:
Contract Strategy Overhaul: Refined strategies for $1.4B worth of contracts, revealing approximately $500M in growth opportunities by strategically assessing and quantifying the impact of nearing contract expirations for revenue amplification and risk reduction
Product Portfolio Optimization: Crafted archetype-based strategies to streamline product prioritization and delineate preferred contract renewal portfolios, in anticipation of significant agreement expirations
Competitive Landscape Analysis: Executed a detailed competitive sales analysis to sharpen sales tactics and contract renewal approaches, ensuring alignment with client objectives and fortifying competitive advantages
Strategic Account Targeting: Identified critical strong segments, focusing on 162 key accounts that represented significant revenue potential and risk, thereby optimizing resource allocation and strategic efforts towards accounts with the highest growth prospects