Case | HBS Case Collection | April 2006

Nutricia Middle East: Measuring Sales Force Effectiveness

Abstract

Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant milk formula most effectively in a region where the information environment is much less rich than in other countries/sectors and in which managers are concerned about measuring the effectiveness of their commercial actions. Among the most immediate decisions they need to make is the size of the salesforce--a decision that must be made in the context of a commercial strategy that is not yet fully defined. As Nutricia defines its strategy, it also has to define the strategic control systems it will use to monitor and fine-tune the strategy moving forward.

Keywords: Management Teams; Salesforce Management; Customer Relationship Management; Emerging Markets; Nutrition; Performance Effectiveness; Business Strategy; Commercialization; Health Industry; Middle East; Africa;

Citation:

Martinez-Jerez, Francisco de Asis, and Rachel Sha. "Nutricia Middle East: Measuring Sales Force Effectiveness." Harvard Business School Case 106-063, April 2006.