Work History

Work History
2007 - Present

Founder & Consultant

DesignPharma Consulting Group

DesignPharma is a consultancy network assisting specialty biotech and life sciences companies in commercial expertise without committing costly internal resources. We provide commercial operation know-how including strategic planning, product management, sales force design, targeting, talent recruitment, managed markets planning and sales data analytics.

  • Oncology commercial strategic plans (Dendreon, Gloucester Pharmaceuticals)
  • CNS sales force design and implementation (Somaxon)
  • Psychiatric physician/patient telemedicine video conferencing strategic plan
  • Venture Ready Panelist, Arizona Commerce Authority - start-up incubator
1995 - Present

Vice President of Managed Care Strategies

Hasting Healthcare Group

Hastings was the Managed Markets strategic agency for Johnson & Johnson's Health Care Systems

  • Individual projects included the Janssen, Ortho, Ortho Biotech and Lifescan divisions
2010 - 2011

Vice President of Sales

Somaxon Pharmaceuticals Inc.

Recruited and deployed a sales organization of 153 specialty sales representatives and managers to launch Silenor®, a novel prescription sleep aid for the treatment of insomnia.

  • Recruited and deployed a 90% CNS experienced sales team in 5 months
  • Created and implemented incentive compensation plans and recognition systems
  • Designed territory alignments, performance management and data analyses systems
  • Oversaw sales training design and implementation
  • Managed Proctor & Gamble co-promotion and Publicis (CSO) partnerships
2000 - 2007

Senior Vice President of Sales and Marketing

Ligand Pharmaceuticals Inc.

Head of Ligand's commercial operations. Led 2 Business Units comprised of a combined 160 person sales and marketing teams, as well as sales training, sales support, strategic marketing, market research, national accounts and product brand management departments. Business Units were oncology/dermatology and pain management respectively. Coordinated co-promotion activities of pharmaceuticals partner Organon (now Merck).

  • Grew oncology sales in rare lymphoma cancer market to $70M in 6 years
  • Pain management sales increased to $150 million in 4 years
  • Chaired  Avinza®  Co-promotion Committee with Organon (500 Specialty/PC representatives)
  • Managed Innovex (CSO) partnership
  • 2001 "President's Award" winner  
1995 - 2000

Business Unit Director

Genentech (formerly Roche Laboratories Inc.)

Responsible for sales in Midwestern region for Roche's complete product line. Established and managed a Chicago regional business unit office and expanded Roche's sales, marketing and regional account regional coverage from 45 to 140 employees. Launched specialty products in oncology, cardiology, transplant, HIV, neurology, infectious disease and weight control.

  • 1996, 1997, 1998 and 1999 "Special Achievement Award" winner 
1983 - 1994

Director of Marketing

Novo Nordisk

DIRECTOR OF TRADE AND MANAGED CARE MARKETING Princeton, NJ (1992 to 1994)

DIRECTOR OF TRADE AND MANAGED CARE NATIONAL ACCOUNTS Princeton, NJ (1990 to 1992)

REGIONAL SALES MANAGER Los Angeles, CA (1988 to 1990)

TERRITORY SALES REPRESENTATIVE VA, DC & MD (1986 to 1988)

SENIOR INTERNATIONAL PRODUCT MANAGER Bagsvaerd, Denmark (1983 to 1986)

Created Novo Nordisk's managed markets national accounts and marketing departments. Supervised co-promotion with partner Apothecon, a Bristol-Myers Squibb division.

  • Established Novo Nordisk international product management in hematologic disorders
  • Lead commercial team for the development of Factor VIIa (NovoSeven)
  • "Circle of Excellence" awards as manager and director

Education

Education

B.S.

Hobart College

MBA

The Danish School for International Marketing and Export
  • Dun and Bradstreet Scholar
  • Highest grade point average in school's history

Summary

Proven sales and marketing executive with wide-ranging experience from pharmaceuticals to start-up biotech companies.  Results-focused leader in complex product launches, sales force creation, management and expansions.  Executive skilled in corporate account management and co-promotions. General business manager who understands the need to exceed sales goals and meet budget targets.

Specialties Broad therapeutic category experience in CNS, oncology, pain management, dermatology, anethesiology, infectious disease, HIV, neurology and diabetes.

Appointments

VENTURE READY, ARIZONA COMMERCE AUTHORITY

PANELIST Scottsdale, AZ

Venture Ready is an Arizona Commerce Authority mentor program. By utilizing a pipeline of companies that apply for the Arizona Innovation Challenge, Venture Ready captures the 25 semifinalists and performs free mentoring services to help these companies refine their business plans and propel their success. Tapping into Arizona's strong talent, support and experience pool; Venture Ready partners with Arizona's most successful entrepreneurs and CEOs to assist small businesses in their early stage development. Venture Ready is a helpful tool for linking high-technology companies and life science entrepreneurs with the resources they need for success.