Table of contents
About Alfasigma
Alfasigma is an Italian pharmaceutical company with a broad international presence and a wide therapeutic portfolio spanning areas such as gastroenterology, vascular, and THC, among others. In Spain, its commercial network is made up of field representatives coordinated by Area Sales Managers who need to operate with agility, accuracy, and consistent motivation.
In a sector as regulated and competitive as pharma, the ability to manage and communicate incentives efficiently is not a luxury — it’s a strategic lever. At Alfasigma, they learned this firsthand.
Sector: Pharmaceutical
Tamaño de la empresa: 1,001-5,000 employees
Headquarters: International presence based in Italy
Key areas of improvement with Remuner:
- Automation of incentive calculations and reduced cycle closing time
- Greater visibility for sales reps and Area Managers
- Increased motivation and gamification for sales representatives
- Data transparency and faster resolution of discrepancies
Integration: SAP, PowerBI, IQVIA
The Challenge
Before implementing Remuner, Alfasigma’s Commercial Excellence team faced one of the most common
— and most costly — problems seen in pharma companies with distributed sales networks: closing each incentive cycle took days of manual work.
The process involved collecting data from multiple sources, validating that the payment curve was working correctly, and cross-checking everything with the Area Sales Managers. All of it done manually, with the risk of error that entails and, above all, a significant opportunity cost.
As Laura Salamanca, Head of Commercial Excellence, explains: “We were dedicating enormous amounts of time — full working days — to closing each cycle, collecting all the information, validating the payment curve, and aligning with the Area Managers.”
The problem wasn’t just the time itself. It was what that time was not being spent on. While the team was buried in calculations and validations, strategic activities — team support, performance analysis, business decisions — were pushed to the back seat.
Before using Remuner: Lots of Data, Little Information
This situation created another equally concerning symptom: a disconnect between the data available and the information that sales reps actually needed to act on.
Area Sales Managers spent a significant part of their time turning raw data into actionable insights for their teams. Meanwhile, sales representatives were operating without a clear view of how their performance was tracking against targets or how that translated into their variable pay.
“Before Remuner, we had a lot of data but very little information”, Octavi Font, Area Sales Manager at Alfasigma, summarises. A phrase that will resonate with many leaders across the pharmaceutical industry.
Why using Remuner: Automation, Visibility, and Agility
Facing this situation, the Alfasigma team had a clear idea of what they needed: a tool that would automate processes, provide real visibility to the team, and help them work smarter with their data.
“We were looking for a tool that would give us process automation, provide visibility, and help us make better use of our data. So we had no doubt that Remuner was exactly what we needed“, explains Laura Salamanca.
The decision was clear. The next step was implementation.
Implementation process
One of the things the Alfasigma team highlights most is the speed and simplicity of the implementation process. In pharmaceutical companies with complex structures and multiple therapeutic areas, this can often be a real barrier to adopting new tools. In this case, it wasn’t.
“The implementation process was incredibly easy. We shared all the information on our end, and they
took control of simulating the plans, building the plans — and in just two or three days, they were faster than me, and we were already able to give visibility to the whole company“, recalls Laura.
The rollout was so fast that the team had to wait to explain the tool to the sales reps — Remuner was live before there was even time to run the training sessions.
The Impact: From Administrative Chaos to Information in One Click
Since implementing Remuner, the change has been tangible across multiple fronts.
For the Commercial Excellence Team and Managers
The time saved on cycle closing and calculations has been significant. That freed-up time is now redirected to higher-value activities: strategic team support, performance trend analysis, and day-to-day coaching.
“All the time we were spending on calculations and data validation was time we weren’t putting into the strategic initiatives the company needed us focused on”, notes Laura. Remuner has allowed them to rebalance that equation.
For Sales Representatives
The most visible change for the commercial network is real-time visibility. Laura Salamanca puts it plainly: Remuner is “the connecting point between headquarters and the sales network” and Octavi Font adds “it is the perfect ally for managing a sales team”.
Today, any sales rep can access up-to-date information from their phone about how their territory is performing, how they’re progressing toward their targets, and how that progress translates into their variable pay — all with a single click.
Transparency and Faster Resolution of Discrepancies
Another standout benefit is complete data transparency. When a sales rep has a question about their calculation, they can check the information directly in the platform in real time, without needing to escalate the issue or wait for someone to review it manually.
“The data is fully transparent there. They can find all the information they need, and if anything doesn’t match what they expect, they can verify it on the spot. It’s much easier to resolve those kinds of issues“, explains Octavi.
Motivation and Gamification: The Differentiating Factor
Perhaps the hardest benefit to quantify — but one of the most relevant — is the effect on team motivation. Seeing in real time how targets are evolving and how they convert into financial reward has an activating effect that commercial leaders in the pharma sector understand well.
Remuner incorporates gamification elements that make the pursuit of targets a more dynamic and engaging experience. “It adds a gamification layer to goal achievement that I think is essential today for teams to stay motivated and perform at their best”, highlights Octavi.
Key results
- Drastic reduction in time spent closing incentive cycles
- Real-time visibility across the entire network: sales reps, Area Managers, and head office
- Increased team motivation through transparency and gamification
- Faster resolution of issues, without manual processes or unnecessary escalations
- Resources freed up for strategic support and performance analysis
- Live in 2–3 days, with no friction or lengthy onboarding process
Why This Matters for Other Pharma Companies
Alfasigma’s story is not an isolated case. It reflects a structural challenge that affects many pharmaceutical companies with distributed sales networks: manual incentive management consumes resources, generates errors, demotivates teams, and pulls Excellence leads away from their real strategic role.
In a sector where the motivation and alignment of sales representatives with therapeutic goals is critical, having a tool that connects commercial activity to variable pay in real time is not just an incremental improvement. It’s a competitive advantage.
If your pharmaceutical company is still spending days closing incentive cycles, if your sales reps lack visibility into their targets, or if your managers spend more time transforming data than leading their teams, Remuner can be the answer.
“They don’t know they need it — but they do. For the flexibility, the transparency, the agility, the speed.It’s an indispensable tool in my day-to-day. I honestly couldn’t imagine working without Remuner today.” — Laura Salamanca, Commercial Excellence, Alfasigma Spain
