ABOUT US
With over 33 years of experience in the pharmaceutical industry, I have partnered with leaders worldwide to turn strategy into measurable performance. My core areas of expertise include Sales Force Effectiveness, Market Strategy, Leadership Development, Manager Coaching, and Business Excellence Implementation.
I work across regions and markets, helping clients navigate diverse dynamics while building capabilities that last. Whether optimising a global go-to-market model or strengthening leadership effectiveness at the country level, I bring the clarity, structure, and execution needed to deliver sustainable growth.
Our approach is rooted in commitment and accountability—partnering closely with clients to build capabilities that endure, from field force effectiveness to strategic market activation.
Whether you’re strengthening leadership, refining customer engagement, or translating data into action, PGL Business Consulting provides the clarity, structure, and momentum needed to drive real-world impact.
Are you ready to elevate your company’s performance?
I help organisations achieve measurable results through targeted interventions in sales force development, performance coaching, and business excellence implementation.
Ask yourself:
– Are your sales results plateauing?
– Do your managers need stronger coaching tools?
– Are you looking to expand into new markets with confidence?
If so, I can help.
Sales Force Effectiveness Development
Optimise structure, roles, KPIs, and capabilities to ensure your sales teams consistently deliver results aligned with strategy.
Manager, Doctor, and Director Coaching
Equip leaders at all levels with practical coaching tools that enhance performance and engagement. Develop leadership behaviours and routines that drive measurable outcomes.
Business Excellence Implementation
Embed a culture of continuous improvement, operational discipline, and strategic focus through proven methodologies.
Market Expansion Strategy
Identify and capture growth opportunities with structured market analysis, prioritisation frameworks, and market-entry strategies.
Sales Analysis & Dashboard Creation
Turn raw data into actionable insights with customised dashboards that support fast, informed decisions.
Targeting & Segmentation
Design robust targeting processes to reach the right customers with the right offer at the right time.
People Development & Sales Call Structure
Build a high-performance culture through development plans, role-plays, and effective sales call routines, with measurable follow-up.
Feedback Theory Application
Foster a performance-driven culture with structured feedback models that enhance learning and accountability.
Campaign & Product Knowledge
Enhance impact through strong campaign execution and product expertise.
Key Opinion Leader (KOL) Management
Engage and sustain relationships with influential industry leaders to strengthen market presence.
Data Analysis
Leverage insights to inform decision-making and strategic planning.
Go-to-Market Strategy
Accelerate product launches and optimise market access across diverse geographies.
WHY WORK WITH US
- Hands-on experience across the pharmaceutical industry and geographies.
- Practical tools, not just theory—everything is designed for real-world execution.
- A tailored approach based on your business context, not a one-size-fits-all framework.
- Committed to measurable outcomes, not just advice.
- Insights backed by data and research, not guesswork.
LET’S WORK TOGETHER
If you’re seeking a professional with over 33 years of experience in the pharmaceutical industry—a partner to enhance sales performance, coach leaders, and drive business excellence—let’s connect.
Contact us today to discuss how we can help your organisation scale smarter and stay ahead of regulatory, clinical, and commercial complexity.
WHO WE HELP
- Mid-size & large pharmaceutical firms
- Biotech start-ups scaling for market entry
- CROs & CDMOs seeking strategic alignment
Trusted by leading organisations.
- We’re proud to work with a diverse range of clients across industries.
- Our client includes Stallergenes Greer
- Global reach, local impact: we bring our solutions to pharmaceutical and laboratory partners in every country.
- From North America to Asia, Europe to Africa, we are ready to serve the pharmaceutical and laboratory industry everywhere, wherever you are located.
- Our team is ready to deliver expertise, innovative solutions, and reliable support to help you achieve your goals.
PHILIPPE LEPAPE
I previously served as General Manager for West and Central Africa, and for the past two years I have been employed as Sales Force Effectiveness (SFE) Manager for Latin America, Africa, and the Near & Middle East.
“Work Hard / Play Hard” has been my motto since joining Servier 29 years ago, following 13 years at Bristol Myers Squibb as Regional Director for Western and Northern France.
My most significant professional experience was in Africa, where I established a highly effective system based on employee development and skills delegation across 15 countries. After three years of groundwork, this initiative led to the highest turnover in the African zone, with an operational contribution of 53%.
Key success factors included:
1. Creation of a management committee.
2. Implementation of new operational strategies.
3. Close follow-up by local managers.
This strengthened the skills of sales teams and established replicable processes, such as:
– Precise job descriptions by function.
– Annual development interviews tied to performance and a motivating bonus system.
– Monitoring tools and dashboards integrated into the VEEVA system.
– Recognition as a Great Place to Work in Côte d’Ivoire.
Staff development and retention were central to this success, which led me back to Head Office in Paris to create and develop the SFE department for LATAM, at the request of Servier International’s executive committee.
To achieve this, I designed a new concept tailored to the realities of emerging markets, convincing general managers of each subsidiary to adopt and implement “Sales Force Effectiveness” departments.
This was achieved by:
– Creating an SFE & Business Excellence community of senior leaders across regions.
– Establishing an SFE executive committee with regional representation.
– Launching monthly meetings, centralised tools on SharePoint, and forums for knowledge-sharing.
Our performance model was based on the formula:
R = Q × Q’ × Q”
– R = Results (turnover and growth)
– Q = Quantity of activity (number of contacts made)
– Q’ = Quality of targeting (ranking doctors and hospitals by potential)
– Q” = Quality of messages delivered and frequency of follow-up.
By systematically addressing each variable—optimising activity levels, refining targeting, and enhancing message quality—we achieved sector turnover exceeding €500 million.
Duplication and success were supported by a coaching mindset, reward seminars, and attractive bonus systems—all aligned with the “Work Hard / Play Hard” philosophy.
CONTACT US
- TEL: +(33)677081151
- Email: services@pglbusinessconsulting.com
- Email: philkesteleyn@gmail.com
- Office Address: 51 Rue Roque de Fillol, 92800 Puteaux, France
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