Position	Accomplished Executive
Location Confidential	No
Location	Northeast USA
Willing to Relocate	Yes
Industry	Pharmaceuticals(Ethical)/Surgical/Medical-Equip.
Function	SALES-MANAGEMENT-and-SALES
Compensation	$300,000 to $600,000
Resume Summary
Health care executive with over 17 years of sales, management, operations, marketing and training experience. Year over year success with sales performance and P&L. Large network of health care professionals within Pharma, Biotech, med devive and Hospital setting.
Resume Body      ACCOMPLISHED EXECUTIVE
Summary of Qualifications A results-oriented executive with a unique combination of more than sixteen years of sales and operations experience Excellent Leadership Strong Negotiation Great Communication Skills Highly Motivated Consistent Performance Multi Channel Closed Loop Marketing Strong Problem Solving Foster Team Growth Pharma, Device & Supply Chain, Exp Persuasive Technology Experience International Experience Professional Experience Proscape Life Sciences, 6/08-Present Global Vice President Pharmaceutical Sales and Marketing solutions, MCCLM (Multi Channel Closed Loop Marketing) • Key Executive officer involved with shaping company strategy, revenue gains, strategic alliances, direction and product development • Lead New Business Development team which has filled pipeline with significant opportunities by leveraging industry contacts. Produced 190% percent revenue gains vs previous year • Responsible for presenting company updates with analyst such as Gartner • Lead our Customer Relationship Management team with current customers and expanding our footprint and up-selling more solutions and services. Have maintained 96% retention rate with existing customers during economic downturn. • Work with over 32 leading Pharmaceutical. Biotech and Medical Device customers to help shape their sales and marketing effectiveness through multi-channel closed loop marketing • Lead capabilities presentation for first medical device company and closed opportunity • Responsible for all executive leadership relationships, present executive demonstrations • Negotiate all contracts , global experience with negotiation and customer relationships • Responsible for establishing, developing and driving all sales operations functions for the globe. Designed and launched new Pipeline management through new CRM system. • Closed 3 large enterprise wide deals with revenues north of 15 million • Manage and direct our Application Consultants and Technical Account Management team • Established rolodex across the life science vertical. These relationships include executives within Marketing, Sales, Sales Operations and IT. • Advertising agency experience, establishing over 50 AOR partners that support brand management within Life Sciences AmerisourceBergen 8/05-7/08 Vice President Sales / Operations • Lead a corporate and field team of 40 associates • Responsible for sales force of 500 representatives in three heath care segments • Business development driver selling solutions, consulting, software • Top Executive responsible for all customer facing and sales operations • Cross functional role partnering with senior sales leadership, marketing and finance • Responsible for the development of customer service (280 reps) and inside sales • Developed and implemented several new sales policies and procedures which have driven results • Designs compensation plans which have yielded more sales and better compensation potential • Responsible for sales forecasting and goal setting activity that stretches sales plan expectations • Focused on improving sales force effectiveness, launched new initiatives and saw considerable improvement in sales call activity, focus, profitable business and selling skills • Initiated all sales training &development as it was non-existent, developed management develop program, enhanced succession planning and now have created a bench of hi potential candidates • Direct P&L responsibility and have consistently performed under plan through operational improvements • Collaborate with channel partners, develop our strategies and ensure successful execution and outcomes • Guide all brand messaging, collateral design, advertising campaigns, marketing, branding, customer image • After 10 years of discussion prior to my arrival, I developed the business case for CRM, gained board approval for investment, chaired project team for design, development, integration and launch. Achieved over 90% compliance with tool utilization. • Responsible for design and execution of all sales meetings, trade shows, conferences Medtronic Inc. 4/04-8/05 Regional Sales Director • Lead and manage sales and clinical field specialist for cardiac device implants • Develop and implement strategies and tactics to drive performance and exceed plan • Build relationships and sell to C-suite executives, economic buyers and key customers • Negotiate, plan and develop strategies for all hospital contracts and market share growth • Identify new business opportunities and enhance daily operations • Focus associate development, succession planning and focused on long term goals and objectives Wyeth Pharmaceuticals 2/02-4/04 National Director, Field Sales Operations • Research, Identify and target field sales needs and drive execution within home office to deliver • Develop tracking tools, organize projects, identify training needs, develop talent, problem solve • Support and foster relationships, sales direction, customer service, marketing strategies, national sales meetings, product launches, and daily executive meetings with President and VP sales • Responsible for the over sales operations for over 500 sales reps and 4 Regional sales offices • Strong organizational skills, attention to detail, multi-task, communicate effectively • Identify, analyze and recommend problem solving ideas, business issues and solutions • Strategize, evaluate and recommend ideas to marketing agencies and product management teams • Collaborated with GPO and Government accounts to gain product access and reimbursement Assoc. Director, Management Development • Responsible for developing, instructing and identifying sales management skills for the entire sales management organization (over 400 managers) • Designed and implemented several new programs to enhance management development program • Collaborated with all Vice Presidents of sales to deliver on their organizational development needs • Facilitated, organized and presented course content • Certified instructor in several key management skill areas, including Exceptional management practices, Targeted Selection, ROI and Executive Leadership Novartis 1/00-2/02 Regional Sales Manager • Develop business plans and implement strategic objectives within large teaching institutions and achieved formulary statues for all products and cultivated advocates and clinical trials • Manage sales plan for promoted products to ensure plan was met and consistently exceeded plan • Attain business results for all products & successfully launched 2 new products • Develop people for front line management, sales training, customer marketing and promoted 4 • Work closely with marketing brand team members to test messaging and collateral • Responsible for all management development for specialty division (100 people) • Develop and plan skill enhancement program for division and successfully launched initiative • Directly report to Executive Business Director for sales, marketing and financial activity • Worked with local Managed Care plans to gain formulary access for promoted products Johnson & Johnson, Janssen Pharmaceutica 8/94-1/00 District Manager • Attained business results for promoted products • Lead District to number one with key product launch • Voted by peers, to represent all DM’s, on a District Manager Advisory Board • Manage and approve all financial activity within District • Create value for customers by staying in close contact with them • Respect different values and act positively on diversity • Successfully acquired formulary acceptance with regional managed care plans • Delegate task with latitude to structure and allow representatives to take risk • Provide ongoing feedback and coaching in order to set exemplary modeling standards Sales Training Assoc. • Implemented several computer based training modules for home training • Collaborated with product brand team for disease state and selling skills programs pre/post launch • Partnered with vendors to plan, develop and implement training tools, activities and certifications Hospital Sales Representative • Responsible for selling company’s entire product line to large teaching institutions • Sold products in various disease states such as oncology, gastroenterology, psychiatry, dermatology, oncology pain management, allergy/immunology and internal medicine • Attain business results, through relationship building, interdependent partnerships and addressing needs • Mentor and trainer for both field and in-house new staff members Territory Sales representative • Managed office base territory with over two hundred specialty physicians • Exceeded management standards, District Representative of the year • Consistently demonstrated unique and extraordinary performance by setting high standards for self • Responsive to customer and identified underlying needs • Finished year ranked number one in sales (510 sales representatives) Education Bachelor of Science, Shippensburg University, Shippensburg, PA Computer Proficiency Windows 7, Vista, Windows XP, MS Excel, Power Point, Word, Publisher, Outlook
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