{"id":20993,"date":"2025-11-24T12:51:57","date_gmt":"2025-11-24T11:51:57","guid":{"rendered":"https:\/\/www.eim.com\/it\/?p=20993"},"modified":"2026-02-19T18:01:35","modified_gmt":"2026-02-19T17:01:35","slug":"accelerare-il-business","status":"publish","type":"post","link":"https:\/\/www.eim.com\/it\/case-study\/accelerare-il-business\/","title":{"rendered":"Accelerare il business"},"content":{"rendered":"

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Visione e consenso sugli obiettivi aziendali: come velocizzare il cambiamento<\/b><\/h1>\n

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Fondi di private equity: se si sceglie il manager sbagliato<\/h1>\n

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Accelerare il business: il piano triennale per dispositivi medici e nutraceutici<\/span><\/span>\u00a0<\/span><\/h1>\n

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PHARMA & LIFE SCIENCES<\/p>\n

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Azienda italiana del settore healthcare attiva in farmaci a basso dosaggio, dispositivi medici, nutraceutici e cosmetici, impegnata in una transizione generazionale con il coinvolgimento della nuova leadership, si trovava in una fase di ridefinizione delle priorit\u00e0 strategiche. <\/span>\u00a0<\/span><\/p>\n

In questo contesto, nonostante una forte credibilit\u00e0 scientifica e un brand consolidato, la performance commerciale \u00e8 inferiore al potenziale in Italia, in particolare per dispositivi medici e integratori alimentari, a causa di limitato focus strategico e un\u2019esecuzione commerciale frammentata. <\/span>\u00a0<\/span><\/p>\n

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Obiettivo: definire e implementare un piano di crescita commerciale e marketing triennale per aumentare ricavi, redditivit\u00e0 e capacit\u00e0 organizzativa, con focus sul canale farmacia e sulla promozione medico-scientifica.<\/p>\n

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Le azioni intraprese da EIM<\/h2>\n

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EIM ha intrapreso un percorso articolato in quattro fasi per supportare l\u2019azienda nel rafforzare la propria strategia commerciale e preparare la transizione generazionale.<\/p>\n

Fase 1 – Analisi dello stato attuale.<\/strong>\u00a0\u00c8\u00a0stato\u00a0valutato\u00a0l\u2019intero\u00a0portafoglio\u00a0prodotti, le performance di\u00a0vendita, il\u00a0modello\u00a0promozionale\u00a0e il\u00a0posizionamento\u00a0competitivo, in\u00a0collaborazione\u00a0con il management e la\u00a0propriet\u00e0.<\/p>\n

Fase 2 – Valutazione delle opportunit\u00e0.<\/strong>\u00a0Sono state\u00a0identificate\u00a0le\u00a0principali\u00a0leve\u00a0di\u00a0crescita\u00a0per\u00a0linea\u00a0di\u00a0prodotto\u00a0e per\u00a0geografia,\u00a0ottimizzando\u00a0il focus del\u00a0portafoglio\u00a0e la\u00a0struttura\u00a0commerciale.<\/p>\n

Fase 3 – Disegno del piano. <\/strong>\u00c8\u00a0stato\u00a0definito\u00a0un\u00a0Piano\u00a0Sales & Marketing\u00a0triennale, con\u00a0priorit\u00e0\u00a0strategiche, KPI e\u00a0una\u00a0roadmap di\u00a0investimenti.\u00a0Contestualmente,\u00a0sono\u00a0stati\u00a0introdotti\u00a0strumenti\u00a0di\u00a0Sales\u00a0Excellence\u00a0come CRM, targeting e\u00a0monitoraggio\u00a0delle performance.<\/p>\n

Fase 4 – Pianificazione dell\u2019implementazione.<\/strong>\u00a0\u00c8\u00a0stato\u00a0predisposto\u00a0un piano\u00a0d\u2019azione\u00a0dettagliato\u00a0con timeline e\u00a0modello\u00a0di governance.\u00a0Inoltre, \u00e8\u00a0stato\u00a0effettuato\u00a0un\u00a0percorso\u00a0di\u00a0coaching alla\u00a0nuova\u00a0generazione\u00a0di leadership, accompagnato\u00a0dall\u2019allineamento\u00a0dei\u00a0manager\u00a0chiave\u00a0per\u00a0garantire\u00a0un\u2019esecuzione\u00a0coerente\u00a0ed\u00a0efficace.<\/p>\n

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I risultati ottenuti<\/h2>\n

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