1. Interim Assignment 01 Stephen J Jones
Business Restructuring
Client Stiefel Laboratories
Business Activity Dermatology and skincare products
Annual Revenues Private company. $600 million (estimated)
Interim Role Regional Sales and Marketing Director
Reporting To VP EMEA
Assignment Duration 6 months
› The Business Need
Complete the restructuring of Stiefel operations in Greece and Ireland and identify opportunities for expansion
of business in EMEA region.
› Value Added
Ireland
› Sales and marketing operation reorganized on time and within budget
› Third-party medical sales force trained and tasked to take up responsibilities
› £1 million revenue business set on sound path for growth
Greece
› Leadership team at Stiefel Greece established
› Stiefel sales team restructured
› Performance related pay structure designed and implemented
› Company returned to stability and sound platform for growth established from current revenues of $750,000
Other
› Identified and implemented expansion opportunities in Nigeria and emerging Baltic states
› Executed two new product launches in EMEA
› Introduced best practice distributor selection and management processes in EMEA
› Conclusion
Reorganisation of the Stiefel business in Ireland was successfully completed and positioned the company
for growth. Stiefel Greece was stabilised after a period of disruption and poor performance. Important
opportunities for growth within EMEA were identified and implemented. The EMEA business was positioned
for further growth.
+44 (0)1628 529085 +44 (0)1628 532349 +44 (0)7974 662798 kilimanjaro.co@btinternet.com