Tom Schröter About

Consulting the life science industry

After my studies in Computer Science at the Karlsruhe Institute of Technology (KIT), I began my career as an independent consultant with a clear focus on the pharmaceutical and medical technology industries.
For more than 25 years, I have been delivering effective consulting and practical solutions for sales and marketing organizations within pharmaceutical companies, particularly at the intersection of business, IT, and CRM systems.
With fluent proficiency in German, English, French, and Dutch, I combine international project experience with a strong IT background and deep market expertise in pharmaceutical and life sciences CRM platforms, including a solid understanding of their critical success factors.
My long-term client relationships are built on trust, efficiency, and a pragmatic, results-oriented approach focused on sustainable and implementable solutions.

Fields of work

Life science customer relationship management (CRM) system consulting, support and vendor selection
General Salesforce consulting, implementation, migration and administration
Project management of pharma related IT-projects
Interim SFE management
Territory planning and performance analysis
Sales support and analytics
Datamining and analysis
Multilingual trainings

Tom Schröter Projects

Longterm CRM Consulting

Pharma / MedTech / LifeScience

CRM und SFE Consulting for LifeScience

Since 1998 I supported various clients (Abbott, Allergan, Altana, Johnson & Johnson, Nycomed, Santen, Takeda) as an external consultant in key commercial and analytical domains. My main focus areas included CRM strategy, Sales Force Effectiveness (SFE), territory and field force planning, reporting, and training of sales and head office teams. I supported the end-to-end implementation of more than 10 different CRM implementations. My responsibilities covered requirements definition with business stakeholders, vendor selection, project coordination, data migrations, and operational system rollouts. In addition, I delivered multilingual user training, provided ongoing support, and established reporting structures to enable effective sales and management steering.
Global LifeScience CRM

Beiersdorf AG

Rollout of a global Life Science CRM platform based on IQVIA OCE (Salesforce)

Over a period of eight years, I supported Beiersdorf as an external consultant in the introduction and continuous evolution of a global Life Science CRM system. IQVIA OCE, built on the Salesforce platform, was rolled out across more than 60 countries to over 600 users worldwide. My responsibilities included vendor selection, global implementation, numerous data migrations, and the long-term development of the solution. A key focus was the design and implementation of a global reporting and dashboarding framework directly within Salesforce, enabling transparency, comparability, and effective steering across countries. I delivered international, multilingual trainings for field force and head office teams, advised business stakeholders and management on CRM strategy and usage concepts, and supported the governance of a globally standardized Life Science CRM environment.
Interim SFE Manager

LEO Pharma

Interim Sales Force Effectiveness management with a focus on Veeva reporting

As Interim Sales Force Effectiveness (SFE) Manager at LEO Pharma, I was responsible for reporting and analytics within the Veeva environment. The focus was on delivering structured reports and dashboards for multiple therapeutic product lines, including specialized indication areas such as dermatology and oncology. I designed cross-line and indication-specific reporting to support sales steering, performance analysis, and operational planning. A key objective was to ensure consistency, comparability, and audience-appropriate presentation of KPIs for both operational teams and management. In addition, I supported business stakeholders in defining relevant KPIs, optimized existing Veeva reporting structures, and ensured a transparent data foundation for effective steering of the different product lines.
Life Science CRM Migration

Beiersdorf Dermo Medical

Migration of the Life Science CRM system ad-direkt (IQVIA) and advisory support for senior management

As an external consultant, I supported Beiersdorf Dermo Medical Germany in the migration of the Life Science CRM system ad-direkt, provided by IQVIA. In addition to guiding the migration process, I advised senior management on strategic and operational CRM-related topics, including system usage, data quality, and future system positioning. A key focus was the training of the field force and head office teams to ensure a smooth transition and sustainable system adoption. I also took on CRM administration tasks, supported day-to-day operations, and acted as an interface between business stakeholders, IT, and external partners.
CRM for Research Management

University of Applied Sciences KA

Salesforce-Consulting und Aufbau eines CRM-Systems zur Verwaltung von Forschungsprojekten, Projektpartnern und Ansprechpartnern.

For the Institute for Learning and Innovation in Networks (ILIN) at Karlsruhe University of Applied Sciences, I served as an external Salesforce consultant to design and implement a CRM system tailored to the management of research projects, partner organizations, and key contacts. Developing a custom Salesforce data model, I built a solution to structurally capture project information, partner entities, contacts, and research activities in a centralized, searchable platform. The objective was to provide a unified data foundation to support project coordination, reporting, and external collaboration.
CRM for Real Estate Licence Management

Engel & Völkers Global

Implementation of Salesforce and opportunity management to support international license expansion

As an external project manager, I led the implementation of Salesforce for the Expansion department of Engel & Völkers as part of its international growth strategy. The objective was to establish a transparent, scalable system for managing the acquisition of new license partners. A key component of the project was the design and implementation of a custom Salesforce data model covering licenses, licensees, shops, and key contacts. In addition, a structured opportunity management process was introduced to systematically identify, track, and evaluate expansion opportunities through to contract conclusion. The solution provided a centralized platform for reporting, forecasting, and management decision-making, forming a solid foundation for controlled national and international expansion.
Real Estate CRM Rollout

Engel & Völkers Commercial

Implementation of the Salesforce-based real estate CRM Propertybase across an international licensee network

As an external project manager, I led the implementation of the real estate CRM Propertybase, built on Salesforce, for Engel & Völkers. I reported directly to the executive board and the Managing Director of IT and coordinated the rollout between the Hamburg headquarters and national as well as international commercial real estate licensees. The project focused on structured project governance, alignment of diverse business and technical requirements, and the harmonization of processes across countries and organizational units. The objective was to establish a unified CRM platform enabling transparency, control, and scalable international growth.

Tom Schröter Skills

“understand what the client needs”

European Director of Projects, Allergan Inc.

Experience

Consulting and project management of CRM projects
Selection and rollout of CRM systems for key player in the LifeScience industry
Salesforce design and administration
LifeScience CRM systems by Salesforce, IQVIA, Veeva, Interactive Medica, IDV, Walsh, Pharmakon and more
Territory planning and performance analysis
Sales support and analytics
Clinical trial data evaluation and analysis
Multilingual trainings
International experience

Strengths

Communication
Structured and logical thinking
Management and leadership
International projects

Languages

German (native speaker)
English (C2, proficient user)
Certificate of proficiency in English
(Technical and business English)
French (C1, proficient user)
Diplôme Approfondi de Langue Française
(Technical and business French)
Université de Franche-Comté, Besançon, France
Dutch (B2, independent user)

Tom Schröter Clients

Tom’s support was invaluable on a number of projects; being able to see the big picture and understand what the client needed (often before the client!) is a huge skill that Tom has. Added to that, Tom’s professionalism and constant good humour were very much appreciated throughout some long  and difficult projects. I can wholeheartedly recommend Tom’s services!

European Director of Projects, Allergan
Tom provided critical support during the highly challenging CRM Commercial project at Engel & Völkers. His structured analysis, deep understanding of complex system and business requirements, and his ability to align internal stakeholders with external license partners were key to stabilizing the project. Tom acted as a trusted advisor throughout and delivered clarity and direction in a complex partner and system landscape.

Managing Director, E&V Technology
The cooperation with Tom was problem-solving oriented, trusting, and reliable in every respect, and was characterized by a high level of expertise. His work included sound consulting on the setup of a web-based field service information system, the development of various data analysis tools, and the evaluation of patient data.

Executive Director, Santen GmbH
Tom has been a key partner in the IQMED program for many years. What distinguishes him most is his rare combination of deep CRM expertise, strong analytical thinking, and an exceptional understanding of business and field-force realities. He works with a high level of ownership and reliability, quickly gains trust across global and local teams, and consistently translates complex requirements into clear, pragmatic solutions. His calm, structured, and solution-oriented approach makes him a highly valued sparring partner for both strategic and operational topics. Tom delivers impact not through theory, but through clarity, precision, and long-term commitment.

Head of Detailing and Operations, Beiersdorf
I have worked with Tom in a trusting partnership for nearly 15 years. During this time, he has supported us across numerous projects related to CRM systems, databases, and data analytics. We consistently benefit from his exceptional expertise and the high quality of his work. Tom is able to drive projects forward efficiently and, thanks to his deep understanding of our processes, regularly takes on tasks and develops solutions that would typically be handled by long-tenured—but otherwise heavily engaged—internal staff. With fluent proficiency in German, English, French, and Dutch, we can deploy Tom seamlessly across Europe as a trainer and consultant. His friendly and professional manner also enables him to quickly build trust and establish strong connections with international teams.

Manager Sales Operations – EMEA, Abbott Medical Optics
For more than 15 years, I have worked with Tom repeatedly on joint projects, including KPI definition, sales force productivity, CRM selection, and the ongoing development of our CRM systems. What truly sets him apart—and forms the foundation of our successful collaboration—is his deep understanding of the pharmaceutical industry, his analytical mindset, his reliability, and his ability to remain calm and effective even under pressure.

Sales Programs Manager, Allergan