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[email protected] -- All invitations to connect are welcome, no IDK. Surgical Device & Bio-Pharmaceutical Sales Business Development Leader Results driven, innovative and energetic health care executive, with 20+ years of consistent top performance. Proven ability to identify problems, create solutions, recruit top tier talent, motivate people, build successful teams, and get results. Excellent interpersonal and communications skills. Adept negotiator, skilled in new products launches, market development, distributor and channel relationships. Highly effective in analyzing products, markets, and growth opportunities, then introducing strategic and tactical solutions that improve competitive performance while increasing revenues, market share, and profits. Extensive Experience in Medical Devices, Surgical Devices, Bio-Pharmaceutical, Surgical Capital Equipment, & EMR Software. --20 years of sales management experience - sales representatives & managers --15 yrs. Bio-pharmaceutical experience --11 yrs. Medical/Surgical Device experience -- 2000+ hours in Operating Room experience -- 5+ years of managed care responsibility at the national & regional plan level - formulary, provider & network, contracting.

Work experience


Medical Sales & Pharmaceutical Sales Manager

Currently pursuing a new position in the Greater Atlanta Area

Pharmaceutical Sales & Medical Sales Manager

As Regional Business Manager, I was a 2-time recipient of the Premiere Masters' Award, the highest accolade that is awarded to the top Regional Business Manager in Dermatology. (2006 & 2007) • Achieved highest national sales performance among all districts for 3 consecutive years. • Dramatically reversed poor performance trend of acquired southeast & southwest region teams within 3 years of assignment. • Received numerous Awards for Excellence in recognition of outstanding leadership. • Rated outstanding by direct reports and manager colleagues in stakeholder feedback reviews. • Exceeded expectations while taking on additional point roles including, national key account management, executive manager training, representative training and career development. Transitioned to Neurology Group in February 2008. Improved district performance ranking from 30th to 15th within 7 months of accepting assignment. Executed pull-through of district training, testing, & certification requirements for 7 high science pharmaceuticals within migraine, diabetes, hypertension, glaucoma, and asthma disease states, achieving 4th quarter NEW COMMERCIAL MODEL restructuring deadline.

Vice President, Sales

TLC Laser Eye Centers of North America/
As Vice President, Sales, I directed North American e-Commerce sales operations. Developed and implemented strategic business plan, including marketing, sales forecasting, sales compensation, budget projections, and resource allocation requirements. Hired and trained cross-functional sales team consisting of 4 Regional Managers; held dotted line responsibility for 9 technical personnel. • Keynote presenter at e-Commerce solutions meetings for Fortune 500 companies, resulting in 71% closure rate.

Director, National Account Marketing

TLC Laser Eye Centers of North America
As Director, National Account Marketing, I designed catalog publication for national distribution to 12,000 network doctors. Developed and executed roll-out of innovative marketing campaign via negotiated vendor agreements during pre-launch phase of Generated several new North American vendor agreements with annual revenues totaling $12 MM.

Director, Corporate Networks

Novartis Ophthalmics
As Director, Corporate Networks, I grew revenue 39% and market share 9%. Conceived of, developed, and launched comprehensive managed care marketing strategy targeted to nationally organized eye-care networks. Increased revenues $2 MM plus expanded market share 9% within 10 months for branded drugs with expiring patents. Negotiated and closed contracts exceeding $10 MM in revenues with 2 of the largest national eye-care networks.

Director, Managed Care National Accounts

Novartis Ophthalmics
As Director, Managed Care National Accounts, I developed and introduced beta-blocker cost analyzer software model, enabling conversion within 120-day period of over $1 MM in prescription utilization to Ciba's Betimol drug. • Grew sales 46% through establishing strategic alliance with Express Scripts. • Achieved preferred formulary status for Betimol, Livostin, and Voltaren Ophthalmic with 80% of managed care plans plus NDC block exclusives with 3 plans nationally. • Created and launched step therapy programs with Secure Horizons/Pacificare, Express Scripts, among other plans. • Recipient of "CibaVision Ophthalmics National Director Award" for having developed innovative programs that generated outstanding increases in revenues and market share.

Director, Southern Region

Novartis Ophthalmics
As Director, Southern Region, I served as a Member of the Executive Committee and was 1 of 3 executives who started Ciba Vision Ophthalmics (aka Novartis Ophthalmics). • Recruited, trained, mentored, and promoted more than 50% of sales force. • Attained highest region sales leadership performance for 3 consecutive years. • First person to place new drugs into national distribution with major wholesalers and national pharmacy chains. • Co-launched and staffed Managed Care & Trade Department. Recipient of "Director Distinguished Performance Award" for having delivered exceptional increases in sales and market share. _________________________________________________________________________________________________ *Top Tier Talent Management * Training & Development * Sales Coaching & Modeling * Team Building & Motivation * Conflict Resolution Management * Strategic & Tactical Planning * Detailed Business Plan Development * Pull-Through Execution Strategies * Performance & Results Analysis * Product & Market Analysis * High-level (Keynote) Presentations * Negotiating Skills * Distributor & Channel Relationships * New Product Launches * Field Based Marketing Campaigns * Strategic Alliance Development * Effective Market Penetration * Execution Product Marketing Plans * Key Thought Leader Relationships * Customer Focus - Consultative * 20 yrs. Mid/Senior Sales Mgmt. * 15 yrs. Biopharmaceutical * 11 yrs. Medical/Surgical Devices * High Performance Management * Start-up & Turn Arounds Experience * Trade & Institutional Sales * Strategic Marketing * P & L, Compensation, Budgets * FDA Trade Regulations * Labor & Employment Practices * __________________________________________________________________________________________________

Division Manager

Johnson & Johnson - Iolab Corp.
As Division Manager, I lead my division out of last place & into first place in the nation, increasing our sales from $20 to $28 million, & expanding our market share 8%. • Recipient of Division Managers' President's Club Award, 1989.

Senior Surgical Representative

Johnson & Johnson - Iolab Corp.
As a Senior Surgical Representative, I increased my annual territory volume from $250,000 to $1.5 MM within 3 years. • Recipient of Surgical Sales Representatives' President's Club Award, 1985.

Surgical Sales Representative

Procter & Gamble - Surgical Products Division
Conducted over 100 operating room surgical draping system evaluations achieving 60% closure rate in major hospital institutions throughout Southeast. Extensive O.R. experience logging over 2000 hours in surgery. Prepared and presented evaluation cost studies in formal meetings with key hospital decision makers including administrators, surgical chiefs of staff, and department heads.



Indiana University

Indiana University, Bloomington, IN

Bachelor of Science, Business Administration & Marketing

Medical & Surgical Device Certifications Include:Ocular Surgical Implants; Surgical Instruments; Other Diagnostic Surgical Instrumentation; Phacoemulsification Surgical Equipment; Surgical Case Sterile Draping Systems.

Biopharmaceutical Certifications Include: Cardiovascular (Hypertension); Endocrinology (Diabetes); Respiratory (Asthma, Allergy); Ophthalmology (Glaucoma); Dermatology (MPHL); Neurology (Migraine).Intensive training in pharmacology, pathophysiology, anatomy, physiology, drug interactions, indications, contraindications, drug warnings for each compound class.

Training Certifications Include: Participation in over 100 selling and management training courses in-house with Johnson & Johnson, Procter & Gamble (surgical products), Novartis, and Merck including surgical wet labs, conducting surgical device inservices to physicians, surgeons, and other healthcare providers. Attended numerous sales training and management courses with the AMA; course work included Clear Coach, BEST Sales Model, Coach for Success, SPIN, Sales Advantage, Effective Sales Negotiating, Coaching-Mentoring - Modeling, Customer Focus, High Performance Assessment, Motivation & Management.Participated in numerous legal seminar training classes on FDA trade regulations, Labor and Employment Practices, Labor Litigation, and Conflict Resolution Management.

As Executive Trainer Personally Conducted Executive Management Training Programs for Merck, Novartis, and J & J.

Computer Software Literacy Includes:Microsoft Office, Word, PowerPoint, Excel, Access, (including other programs).

Member, Kelly School of Business Alumni, and Academy of Managed Care Pharmacy (AMCP)


Indiana University - Kelley School of Business