Greater Sydney Area
In most pharmaceutical sales teams, the top 20% of reps dramatically outperform the average. The question isn't how you compare to external benchmarks — it's why that gap exists inside your own organisation, and what you're going to do about it. Varese Group helps pharmaceutical companies identify what their best reps do differently — and systematically build those behaviours across the entire field force. We work across four integrated levers: Promotional Effectiveness, Performance Measurement, Coaching & Capability, and Execution Discipline — combining 25+ years of global pharmaceutical and management consulting experience with advanced analytics and AI-powered performance monitoring. Our differentiated approach centres on internal variance analysis: understanding the spread between your best and average performers, and closing it with evidence-based interventions and the right metrics. Results we've delivered for clients: • 13% higher sales growth through behaviour-based gamification • 50% → 80% improvement in HCP profiling accuracy through KPI redesign • 2× addressable patient pool identified through segmentation rethink If your field force has untapped potential — and it does — let's find it.
Responsible for Commercial Strategy in Asia Pacific
Responsible for Commercial Strategy in Asia (excluding ANZ)
Following the acquisition of Vedere Group to IMS Health, David headed up the Commercial Consulting Services team and was Centre of Excellence Technology & Applications lead for the APAC region. The role involved leading a cross functional team of strategic sales, marketing and IT consultants, account managers, analysts and application developers with responsibility for a variety of commercially oriented Pharmaceutical Client projects. The majority of the projects focused on helping Clients implement and improve a variety of Sales and Marketing Commercial Effectiveness, Resource Optimisation, Customer Relationship Management, Multi-Channel Marketing, Business Analytics, Performance Management and Dashboards & Reporting initiatives. Projects were highly consultative and involved a high degree of change management, interaction and co-ordination with the Clients’ senior management and IMS project teams.
David established Vedere Group as a Strategic Consulting and Technology service provider to the Healthcare industry. Vedere Group developed a number of world class proprietary software as a service (SaaS) applications for the healthcare industry that helped companies improve their sales and marketing performance management to drive revenue and profitability. Vedere Group was purchased by IMS Health in December 2012.
David established CRMS Consulting to provide Strategic Sales & Marketing Consulting services to the Healthcare industry. CRMS Consulting focused on delivering a variety of global consulting projects aimed at improving Client revenue and profitability through the implementation and execution of strategic initiatives including customer profiling and segmentation, resource allocation optimisation, performance management and monitoring and incentive and compensation programmes.