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Summary

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

PROFESSIONAL PROFILE
  • 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.

PROFESSIONAL EXPERTISE

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 experience

Jan 2008Present

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 2004Dec 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 2000Feb 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 1997Oct 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 1996Oct 1997

Regional Marketer

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

Aug 1995Feb 1997

Senior Precision Marketing Analyst

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

Aug 1992Aug 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.

Education

Jun 1990May 1992

MBA

Jan 1985May 1989

B. Sc.