Salary Benchmarking Study for a Leading Pharmaceutical Company

Objective

• Salary benchmarking for positions across 10 countries: Azerbaijan, Belarus, Kazakhstan, Kyrgyzstan, Uzbekistan, Moldova, Armenia, Georgia, Turkmenistan, Tajikistan.

• Roles covered: Product Manager, Senior Medical Representative, Medical Representative, Regional Manager, KAM (Key Account Manager), Head of Promotion, Country Manager / Representative Office Director.

Scope of Research

• Block 1. Compensation (base salary, bonus, bonus frequency, date of last salary review, planned salary review, targets achieved, etc.).

• Block 2. Benefits (company car, make/model, vehicle age, car allowance, monthly fuel limit in liters, public transportation allowance, etc.).

Challenges

• Large volume of research (by number of data points and countries) and tight deadlines

• Language barriers

• Respondent reluctance, unwillingness to share information, negative attitude

• Client’s guarded approach, poor experience with the previous provider

Solution

• Developed a detailed action plan, clear task allocation across the project, daily schedules

• Leveraged support from colleagues in Belarus, Kazakhstan, and Uzbekistan using their existing data

• Extensive client communication, adjustments upon request, delivery of interim results and additional commentary

Final Result

The project was delivered on time, even two days ahead of schedule. Adjustments were made to Phase 1; Phase 2 was fully accepted.

Client’s gratitude for a detailed and clear report — a satisfied client! And RUB 1,380,000 earned.