Developing the Best Hybrid Work Model for Your Commercial Biopharma Organization

Industries Profiled:
Health Care; Biotech; Medical Device; Pharmaceutical; Consumer Products; Biopharmaceutical; Clinical Research; Laboratories


Companies Profiled:
AccelRx; ADC Therapeutics; Aesculap; AstraZeneca; BELLUS Health; Boehringer Ingelheim; Cardinal Health; CSL Behring; DePuy Synthes; Janssen; Kaléo; Klosterfrau Healthcare Group; Novartis; Optum Specialty Pharmacy; Sanofi; Sanofi Genzyme; Servier; Sobi; Takeda Pharmaceuticals; Tris Pharma

Study Snapshot

Best Practices, LLC engaged 23 Commercial leaders from 20 pharma companies in this research through a benchmarking survey.

Key topics covered in this report include:

• Types of Commercial Work Models
• Activities and Staffing in Successful Hybrid Models
• Delivering Value in Commercial Sales
• Facility Accommodations
• Key Lessons Learned for a High-functioning Hybrid Business Model
• Benefits and Barriers of Hybrid Work Environment

• Big picture: 70% believe workplace flexibility for Commercial roles “is here to stay.” Most cite a benefit of talent being geographically everywhere.

• Where work gets done: On average, field sales and launch will spend slightly more time in office. Market access, marketing and sales management will spend more time remotely.

• Benchmark study partners
• Defining the new Commercial work models
• Industry perspective on hybrid work
• Significant benefits and drawbacks of remote / hybrid work environments
• Commercial work mix during, pre- and post-pandemic
• Key takeaways from the research

• Time spent by staff of Commercial groups in each work venue (remote, company office, customer site / in field) during the pandemic
• Time spent by staff of Commercial groups in each work venue post-pandemic
• Time spent by staff of Commercial groups at remote work location post-pandemic - Large vs. medium/small company segment
• Leadership levels of “work from home” decision makers for each kind of Commercial employee
• Leadership levels of “work from home” decision makers for each kind of Commercial employee - Large vs. medium/small company segment
• Expected amount of time to be spent in office for Commercial team leaders vs. frontline staff and other team members

• Well-suited and poorly-suited commercial work activities for being executed in a hybrid or virtual manner
• Effectiveness of thought leader and influencer activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
• Effectiveness of communication and education activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
• Effectiveness of evidence generation activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
• Effectiveness of planning and governance activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
• Specific commercial activities that are well-suited to virtual execution
• Specific commercial activities that are poorly suited to virtual execution
• Turnover rate experienced within different parts of Commercial organization over the last two years
• Effective tactics in evolving staffing needs to reflect the hybrid work environment of the workforce
• Most influential factors in establishing the continuation of at least partial remote work
• Changes sought in qualifications / experiences when hiring employees who will work in a hybrid model
• KPIs for measuring remote work performance

• Breakdown of sales rep interactions with thought leaders during and post-pandemic
• Average number of KOL interactions per month (whether virtual or face-to-face)
• Setting targets for in-person face-to-face meetings with thought leaders and important HCPs
• Weighing sales rep performance scorecards based on different meeting channels - - Large vs. medium/small company segment

• Effective facilities utilization tactics employed by commercial groups to accommodate hybrid and remote work during pandemic

• Top lessons learned or best practices developed for using technology to enable effective remote work in a hybrid business model
• Top three remote work benefits and barriers for commercial employees
• Greatest benefits of remote / hybrid work environments for commercial organizations
• Barriers / challenges to remote work for commercial organizations
• Most notable lessons learned or best practices developed for effectively engaging and motivating employees who work in a remote environment in hybrid business model
• Future perspectives on hybrid work in Commercial
• Most notable lessons learned or best practices for making remote work environments and hybrid business model high functioning

• Geographic span of benchmark participants
• Therapeutic area responsibility of benchmark participants