In 2019, Harbeck Associates was the primary partner for the commercial launch of Jelmyto—the first-ever therapy for UTUC (Upper Tract Urothelial Cancer). This project required building a highly clinical, surgical-focused organization from the ground up.
The Complexity: A High-Science "OR" Environment The launch required a "clinical-first" sales force. Because Jelmyto is administered via a surgical procedure, we targeted candidates with deep Operating Room (OR) experience, Urology expertise, and mastery of the Buy & Bill model within large LUGPA groups.
The Results: National Infrastructure Built We successfully placed the core of the commercial organization, including:
Executive Leadership: The VP of Sales and Director of Trade/Distribution & GPO.
The Field Leadership: Multiple Regional Business Directors (RBDs).
Clinical & Access Teams: Clinical Nurse Educators (CNEs) and Field Reimbursement Managers (FRMs).
Commercial Operations: Director of Data Strategy & Analytics, AD of Sales Training, and AD of Commercial Operations.
The Sales Force: A national team of Territory Business Managers (TBMs) with specialized surgical backgrounds.
Industry Perspectives:
"I retained Lori Harbeck with a goal of hiring our first nine sales representatives... The selected candidates have an average of 12 years of medical sales experience with 8 years calling on cardiologists and are each multiple award winners with their former companies. We initially interviewed approximately 60 candidates in 11 cities during a five week period in February and March. The candidates were of high quality and met the criteria that we originally outlined. Lori and team did outstanding work... Many candidates commented on her professional communication and level of knowledge relative to other recruiters with whom they had interacted."
— VP of Sales, Cardiovascular Biotech Launch
A Legacy of Trust: Decades of Partnership
"I have known and worked with Lori Harbeck for the past twelve years. Lori has a business network that encompasses all of the United States, making no recruiting project too small or too large for her to successfully manage." — Regional Business Director
"Lori has been a trusted partner for over 10 years. She has played an integral role in talent acquisition for my management teams and me. She has assisted with national expansions as well as identifying top talent for niche positions." — Senior Commercial Leader
"I have worked with Harbeck Associates for about four years and they are the first call I make when I have an opening. They have placed about ten representatives within my district and others within my company." — District Sales Manager
"My relationship with the firm began in 2000 as a field sales representative. As I grew into a regional management position, I continued to use Harbeck Associates to recruit and fill positions throughout the Southeast US. Bill and Lori are professional, ethical, and diligent." — Regional Sales Manager
"I have worked with Lori over the last six years as a District Manager and Regional Manager. She thoroughly researches each candidate and ensures she only sends the top caliber person who meets the requirements you set." — Regional Sales Manager
Strategic Consultation :
We don’t just "fill roles"—we consult on the commercial landscape.
Reach out to discuss:
National Sales Force Build-outs (Pharma, Biotech, Med-Tech)
Specialized Executive Search (CCO, VP, National Directors)
Commercial Support Infrastructure (MSL, CNE, Market Access, Operations)
Lori Harbeck Principal / Founder: Email:harbecklori@gmail.com Phone: 309-532-2456
Bill Baracani Executive Recruiter / Partner Email:hireharbeck@gmail.com Phone: 239-285-5196