Ian Norman


Senior Executive with proven success in delivering revenue and profit gains in highly competitive environments.

  • Senior leadership experience leading leaders of sales professionalsand developing colleagues to exceed sales and marketing objectives.
  • Extensive marketing experience at the regional and national levels, developing and implementing creative and successful brand strategies.
  • Global leader with work and education experiences spanning three continents and eight countries.Experience in developing individuals and teams that are proficient at initiating change.
  • Skilled in analyzing key performance factors and markets, removing barriers that hinder productivity.
  • Adept in managed markets, professional and consumer segmentation.
  • Able to lead through change, both at an individual, product and market level.
  • Expertise in multiple therapeutic areas, including hypertension, cardiovascular diseases, dyslipidemia, diabetes, allergic rhinitis, and CNS.


ØLeading Leaders                                                                  ØTeam Player

ØImplementing a Vision                                                         ØDemonstrating Business Acumen

ØRecruiting: Hiring and Selection                                            ØEffective Communication Skills

ØDeveloping Talent                                                               ØExpertise in Pharmaceutical Business

ØPerformance Management                                                      ØExperienced with Managed Care

ØLeveraging Diversity                                                            ØConsistent Self-Development

ØLeading Through Change                                                      ØDependable Strategic Insight

ØMotivating Peak Performance                                                 ØAccountable to Delivering Results

Work History

Work History
Jan 2008 - Present

Regional Manager


Responsible for leading nine District Managers and 90 sales representatives across Ohio driving the promotion of Lipitor® and Caduet®.

  • Accountable for $350 MM sales revenue target and a $30 MM operating budget. 
  • Led regional business planning process resulting in the identification of $15 MM in incremental sales.
  • Implemented strategic business planning to the field level, aligning all colleagues around strategic priorities
  • Currently performing at 100.3% of Wellpoint/Anthem Goal and 106.9% of Medicare Goal.
  • Fostered a supportive culture of candid communication and sharing of best practices and talent.
  • Promoted 5% of workforce to positions of greater responsibility and removed 5% of workforce for reasons of non-compliance or non-performance.
  • Award Received: Exceeding Lipitor Q1 Sales Targets Contest Winner.
Mar 2004 - Dec 2007

Sr. Marketing Manager


Established national strategies to enhance awareness that CV risk reduction in hypertensive patients requires both blood pressure treatment and the addition of Lipitor (Caduet).

  • 2007 results were 107% of budget, exceeding $500 million in gross sales.
  • Led development and implementation of professional promotion platform, including sales representative strategies, training and resources.
  • Led development and implementation of medical communication platform, including speaker training and key opinion leader development.
  • Partnered with managed markets experts to develop and implement payer strategies.
  • Facilitated fiscal accountability of a $100 MM budget, ensuring consistent 100% budget utilization.
Jul 2000 - Feb 2004

District Sales Manager


Coached sales representatives to exceed sales quotas and consistently demonstrate behaviors relevant for success.

  • Awards Received: Vice President’s Management Cabinet (Highest National Sales Award), District of the Year, Red Plate Award (Peer Recognition).
  • Leadership Recognition: VP Leadership Council, UK/US Global Exchange, Zyrtec Marketing Intern.
  • Leadership Training Conducted at Regional Level: 360° Leader, Coaching Guides Utilization, Coaching to Capabilities, Bring Value to the Customer, Situational Self-Leadership, Principles of Oz, Effective Business Planning, Aligning Targeting Efforts Across Pfizer and Understanding Data.
Oct 1997 - Oct 2000

Hosiptal District Sales Manager


Energized and redefined the role of the Institutional Hospital Representative within Pfizer (Parke-Davis).  Managed the Kaiser Specialty Account Manager Initiative in the West Region, with monthly sales in excess of $2 million.

  • Awards Received: Pace Setters Contest, Kaiser Pace Setters Contest
Nov 1996 - Oct 1997

Regional Marketer


Implemented regional initiatives developed through a partnership with regional key opinion leaders and sales leaders to maximize Accupril® sales.

Aug 1995 - Feb 1997

Senior Precision Marketing Analyst


Established a “Targeting Culture” by developing and implementing a systematic approach to identify sales opportunities and drive results.

Aug 1992 - Aug 1995

Sales Representative


Utilized customized sales messages with targeted prescribers.Proactive team member in sharing concepts.Ranked #1 in District and Top 10% in Region.


Jun 1990 - May 1992


Jan 1985 - May 1989

B. Sc.