Are we top heavy with managers?

[anonymous]

295 PCP Reps. Industry Norm is 10 reps per manager. So 30 is optimal. We have 35 PCP managers, which is 8.4 reps per manager. 5 can go buh-bye.

149 Spec Reps. So we need 15 managers to be optimized. We have 21 Spec Managers, which is 7.1 reps per manager. My boss barely works. Two half day visits per quarter for her 7 reps. 6 can go buh-bye.

Next week, Hospital.

 

[anonymous]

295 PCP Reps. Industry Norm is 10 reps per manager. So 30 is optimal. We have 35 PCP managers, which is 8.4 reps per manager. 5 can go buh-bye.

149 Spec Reps. So we need 15 managers to be optimized. We have 21 Spec Managers, which is 7.1 reps per manager. My boss barely works. Two half day visits per quarter for her 7 reps. 6 can go buh-bye.

Next week, Hospital.

Top heavy with reps as well

 

[anonymous]

don't even get started on Health systems.

 

[anonymous]

Astellas is VERY manager top heavy. My last two pharma companies had 12 and 14 reps per team respectively, and they were out in the field with us once per month or once every other month, the way it should be. Astellas managers are out in the field for 2-3 days every month, which is absolutely ridiculous. They have to fill out their calendars and make it look like their busy, so they pester reps with nonstop field rides. Which in the end hurts reps in the offices because you have to take them to the same offices over and over and over.

 

[anonymous]

Hospital and Onc Top Heavy?

145 Hospital Reps. Industry Norm is 10 reps per manager. So 15 is optimal. We have 19 Hospital managers, which is 7.6 reps per manager. 4 can go buh-bye.

55 Bladder Onc Reps. Industry Norm is 10 reps per manager. So 6 is optimal. We have 8 Bladder managers, which is 6.9 reps per manager. 2 can go buh-bye.

40 AML Heme Reps. Industry Norm is 10 reps per manager. So 4 is optimal. We have 6 AML managers, which is 6.7 reps per manager. 2 can go buh-bye.

100 Prostate Onc Reps. Industry Norm is 10 reps per manager. So 10 is optimal. We have 12 Prostate managers, which is 8.3 reps per manager. 2 can go buh-bye.

Adding up PCP, SPEC, HOSPITAL, BLADDER, AML, and PROSTATE, we can eliminate 21 RSM's around the country and save some serious $$.

Are we too heavy on ASD's & AVP's?

 

[anonymous]

I will take up that ASD/VP challenge.

ASD's?
If we got down to 45 PCP/SPEC managers, we only need 5 ASD's if their span of control is each 9 RSM's and 88 Reps. That sounds reasonable. May cut into some personal time though. So 2 ASD's cut. 29% Cut.
If we got down to 15 Hospital Managers, we only need 2 ASD's. That's a cut of 1 ASD. 33% Cut.
AML 1 Director is fine. No cuts.
If we got down to 6 RSMs in Bladder, we only need 1 ASD. So 1 cut. 50% Cut.
If we got down to 10 RSM's in Prostate, we only need 1 ASD. So 1 cut. 50% Cut.
That adds up to 5 ASD's cut out of all the sales forces, leaving 10 left. 33% Cut overall.

AVP's?
In PCP/SPEC, with only 5 ASD's we only need one AVP. Cut 1. 50% Cut.
In Hospital, leave the 1 AVP in place.
In Onc, with 1 ASD in Prostate, you don't need the AVP for Prostate. 100% Cut.
So that leaves 3 AVP's, 2 will be cut. 40% Reduction overall.

Does that sound right?

To consolidate further. Don't fill the open Onc VP Sales job, merge with LF's empty VP Job. That saves a spot. Have the reduced to 1 PCPSpec AVP, 1 Hosp AVP and 1 Onc AVP report into LF's old spot.

 

[anonymous]

I will take up that ASD/VP challenge.

ASD's?
If we got down to 45 PCP/SPEC managers, we only need 5 ASD's if their span of control is each 9 RSM's and 88 Reps. That sounds reasonable. May cut into some personal time though. So 2 ASD's cut. 29% Cut.
If we got down to 15 Hospital Managers, we only need 2 ASD's. That's a cut of 1 ASD. 33% Cut.
AML 1 Director is fine. No cuts.
If we got down to 6 RSMs in Bladder, we only need 1 ASD. So 1 cut. 50% Cut.
If we got down to 10 RSM's in Prostate, we only need 1 ASD. So 1 cut. 50% Cut.
That adds up to 5 ASD's cut out of all the sales forces, leaving 10 left. 33% Cut overall.

AVP's?
In PCP/SPEC, with only 5 ASD's we only need one AVP. Cut 1. 50% Cut.
In Hospital, leave the 1 AVP in place.
In Onc, with 1 ASD in Prostate, you don't need the AVP for Prostate. 100% Cut.
So that leaves 3 AVP's, 2 will be cut. 40% Reduction overall.

Does that sound right?

To consolidate further. Don't fill the open Onc VP Sales job, merge with LF's empty VP Job. That saves a spot. Have the reduced to 1 PCPSpec AVP, 1 Hosp AVP and 1 Onc AVP report into LF's old spot.

Once COVID-19 lessens your analysis will not matter as the entire industry will retract. There will be job loses

 

[anonymous]

Once COVID-19 lessens your analysis will not matter as the entire industry will retract. There will be job loses

Agreed. Less Hospitals will reopen their clinics to reps, which will lead to more white space geographies, which will lead to less reps and leadership, which will lead to less support staff in headquarters. The bloated legal and E&C staff will still be producing memos and emails with no one around to read them.

 

[anonymous]

Once COVID-19 lessens your analysis will not matter as the entire industry will retract. There will be job loses

Yep, for sure. Once companies learn they can do without, they will. HS would be the first to go.

 

[anonymous]

I will take up that ASD/VP challenge.

ASD's?
If we got down to 45 PCP/SPEC managers, we only need 5 ASD's if their span of control is each 9 RSM's and 88 Reps. That sounds reasonable. May cut into some personal time though. So 2 ASD's cut. 29% Cut.
If we got down to 15 Hospital Managers, we only need 2 ASD's. That's a cut of 1 ASD. 33% Cut.
AML 1 Director is fine. No cuts.
If we got down to 6 RSMs in Bladder, we only need 1 ASD. So 1 cut. 50% Cut.
If we got down to 10 RSM's in Prostate, we only need 1 ASD. So 1 cut. 50% Cut.
That adds up to 5 ASD's cut out of all the sales forces, leaving 10 left. 33% Cut overall.

AVP's?
In PCP/SPEC, with only 5 ASD's we only need one AVP. Cut 1. 50% Cut.
In Hospital, leave the 1 AVP in place.
In Onc, with 1 ASD in Prostate, you don't need the AVP for Prostate. 100% Cut.
So that leaves 3 AVP's, 2 will be cut. 40% Reduction overall.

Does that sound right?

To consolidate further. Don't fill the open Onc VP Sales job, merge with LF's empty VP Job. That saves a spot. Have the reduced to 1 PCPSpec AVP, 1 Hosp AVP and 1 Onc AVP report into LF's old spot.

So you’ve cut 8 positions, big whoop. Saving 3 mil a year... drop in bucket.

 

[anonymous]

So you’ve cut 8 positions, big whoop. Saving 3 mil a year... drop in bucket.

21 managers cut would be another $5 or so in total costs.

Drip drip drip.

 

[anonymous]

21 managers cut would be another $5 or so in total costs.

Drip drip drip.

Make sure I Norman gets the sack.... worst ever.

 

[anonymous]

Make sure I Norman gets the sack.... worst ever.

Letting him go would really free up the annual jackass of the year competition. Several others vie for the award, but he always has a lock on it.

 

[anonymous]

Letting him go would really free up the annual jackass of the year competition. Several others vie for the award, but he always has a lock on it.

Did you see the Philadelphia and NJ thread? Looks like he has competition.

 

[anonymous]

What about directors? I’ve never seen so many directors in a company, and many have few to zero direct reports.

 

[anonymous]

I think we are top heavy with reps as well. Some of these folks don’t work.

 

[anonymous]

I think we are top heavy with reps as well. Some of these folks don’t work.

I've heard there are over 40 PCP jobs vacant nationwide. And zero of them have been posted. Only our vacant Onc and Hospital jobs are being posted.