Support for managing the integration of the subcontracting of a commercial organization


  • The company is integrating the outsourced commercial organization of its Japanese encephalitis vaccine (JEV): the additional commercial margin stake is several tens of millions of euros per year.
  • This transfer requires setting up commercial operations in 21 countries and markets – by creating subsidiaries or signing agreements with distributors – and the associated supply chain.
  • The challenge is also to make a successful transition with the current distributor (a multinational): transfer of pharmaceutical responsibility and stocks, modification of packaging, continuity of supply to the markets…
  • The client requires support for the management of this transformation project: PMO in support of the internal project manager.


  • Structuring of four projects:
    • Commercial (marketing, sales, distribution).
    • Compliance (quality assurance, regulatory affairs).
    • Supply (S&OP | MPS, supply chain).
    • PMO | Legal (project management, legal and finance).
  • Planning of the “Build” and “Transfer” phases (prior to the “Run”) and definition of the management charts by country.
  • Mobilization of contributors, monitoring of milestones and deliverables, coordination of transversal actions.
  • Preparation and follow-up of internal Steering Committees and joint Steering Committees with the current distributor.


  • Program plan and site charter: objectives, activities, deliverables, and schedule.
  • Overall and per country program dashboard.
  • PMO of the transfer program for the first five months (T0 = termination of the current global contract).
  • Over one year, JEV sales have doubled and, excluding exceptional items, the company’s EBITDA has increased by around 10 million euros.

Pagamon is a strategy and transformation consulting firm founded in 2013. We support major players in the industry, services and life sciences sectors in their search for balance. Helping them structure their strategic vision, transform their operational and/or digital model, and drive change. To support profitable, sustainable and responsible growth. As a committed player, Pagamon leads the Observatory of the Balanced Organization™, articulated around a "think tank" and an annual survey. In order to provide an innovative, sometimes offbeat, perspective on the strategic and operational implementation of transformations to support the growth of companies.