Managing Director & Senior Partner
Steve Waddell is a core member of the Health Care, Marketing, Sales & Pricing, and People & Organization practices at Boston Consulting Group. He is BCG's global topic lead for biopharma sales, and he also leads the North America health care sector for BCG's People & Organization practice.
Since joining BCG in 2006, Steve has specialized in commercial topics for pharmaceutical and medical device companies, where he focuses on driving top-line growth through the full range of commercial levers, including sales, marketing, access, and digital strategies.
Additionally, he has deep experience in organizational design, large-scale transformation, and organizational effectiveness. He is also an expert in the firm’s Smart Simplicity methodology, which is focused on promoting greater cooperation in organizations by understanding and changing the underlying drivers of behavior.
Prior to joining BCG, he was a consultant with ZS Associates and Accenture, and a financial analyst with Eli Lilly and Company.
The Team B approach involves assembling an independent cross-functional team to conduct rapid reviews of launch plans and market conditions for new pharmaceutical products.
Field teams can take five actions to overcome resistance to change.
What happens when longstanding channels of interaction no longer function? Companies are fundamentally changing the way they support the delivery of health care.
Given the growing complexity of customers’ needs and other sales challenges, pharma companies should activate six sales force roles.
“Double down on your loyalists”—and other insights to improve sales team efficiency.