Client
A global industrial life-sciences and pharma group with more than 40,000 employees and hundreds of production, R&D, and distribution sites worldwide, supplying manufacturers, hospitals, and distributors.
Challenge
The global key account team lacked a single, trusted view of where all production and logistics sites were located and who the local decision-makers were at each facility. Their CRM contained duplicates, inconsistent addresses, and many locations with no mapped operations or engineering contacts, making it tough to coordinate MRO and capital-equipment initiatives across large industrial customers.
Objectives
- Build a complete global location inventory for an initial flagship pharma group, covering all industrial and office sites in compliant geographies.
- Enrich each location with on-site stakeholders in operations, manufacturing, engineering, and quality, excluding non-relevant corporate roles.
- Prove a scalable model that could later be extended to 8–10 holding companies and their subsidiaries.
Solution
- Researched and standardized over 320 locations for the pilot group, capturing company name, city, country, and, where available, street, postal code, and state or province.
- Applied strict geography exclusions as per corporate guidance and normalized address fields for import into the client’s CRM.
- Scraped professional networks to identify relevant stakeholders per site, aligned with a custom inclusion/exclusion job-title matrix focused on plant management, operations, engineering, and EHS functions.
- Captured full name, job title, job description, company, location, LinkedIn URL, and, where possible, department and business email.
Execution Highlights
- Delivered an average of 6–8 relevant contacts per production site, with some flagship plants having more than 15 mapped stakeholders.
- Exceeded the initial target of 1,000 validated contacts by delivering 1,350+ fully enriched records for the pilot group.
- Achieved >93% completeness for core fields (name, title, company, location, LinkedIn URL) and >70% coverage for department data.
Results
- The client consolidated scattered spreadsheets into a single master view covering 300+ industrial and commercial locations and 1,350+ stakeholders.
- Regional key account managers reported a reduction of manual research time by an estimated 8–10 hours per major account plan.
- Within the first 2 quarters, the mapped contacts were used to open 40+ new conversations at plant and site level for MRO and maintenance programs.
Impact
By building a precise map of industrial sites and on-site decision-makers, the client accelerated multi-country MRO and capital-equipment initiatives and materially improved coverage of strategic manufacturing accounts.
