Chris Nagle

Chris is a Principal and Region Manager with The Alexander Group. Chris works on a variety of marketing and sales management issues. His areas of focus include market opportunity assessment, customer segmentation, sales organization and sales job design, resource sizing and sales incentive programs.

Recent Engagements
A recent engagement with a leading biotech company examined the current coverage strategy and identified areas for improvement. The work focused on: a) understanding resource time allocation for both selling and non-selling activities, and b) mapping the increasingly complex prescription decision-making process, which included physicians, nurses, office management, managed care payers and patients.

An optimum coverage model was designed based on four criteria: 1) sales representative capacity (i.e., available sales time), 2) workload (i.e., number of physicians, call frequency and call duration, 3) geographic drive time and 4) impact of managed care. The result was a coverage model that allocated resources designed to reach and serve influencers along the entire buying continuum.

Prior Experience
Prior to joining The Alexander Group, Chris worked in the pharmaceutical industry as a financial analyst, a sales representative and as a product manager for three major pharmaceutical companies. His work as a financial analyst was in the new product development division of Sterling Winthrop. As a sales representative with Merck Pharmaceuticals, he was responsible for cardiovascular, gastrointestinal and vaccine products. He worked in product management for Glaxo Pharmaceuticals. His focus was on competitive revenue and market share analysis for the anti-ulcer market with emphasis on identifying opportunities to expand the market and preparing a marketing strategy for launching a product line extension.

Education
MBA The University of North Carolina at Chapel Hill, The Kenan-Flagler Business School
BS Wake Forest University, The Wayne Calloway School of Business and Accountancy