The Globalization Marathon: Is Pharma Commercial Operations Moving to a Full Global Operating Model?

In the pharmaceutical industry, there has been ongoing discussion whether the Commercial Operations departments should become a globalized function. Over the past decade as companies have become more global in commercializing their products, organizations have been investigating the effectiveness of the Commercial Operations ecosystem.

For 20 years, TGaS Advisors, a Division of Trinity Life Sciences, has been working with U.S. Commercial Operations leaders in the pharmaceutical industry, providing benchmarks and insights across 9 capability areas/departments and over 50 unique functions. TGaS has observed that centralized Commercial Operations enables Marketing, Sales and Market Access to drive business objectives. In an earlier study conducted in October 2022, TGaS examined 39 pharmaceutical companies’ structures and identified that most companies (77%) have a standalone U.S. regional structure. The remaining 33% have some type of global or hybrid regional/global structure. Almost all of these companies have discussed the globalization journey and have begun a focused approach on specific areas highlighted within this research.

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