EXECUTIVE MANAGEMENT
Operations Oversight ~ Business Development ~ Team Development ~ Client Services Management
Highly accomplished senior executive with extensive experience leading business development, client services, and operations/product management. National and international sales and marketing involvement encompasses joint programs, competitive analysis, and staffing initiatives for multi-site operations. Proven success building strategic alliances, developing strong teams, and driving process and performance improvements that build bottom-line results. Background includes highly competitive firms and organizations in the healthcare industry.
CORE COMPETENCIES
Strategic Planning, Program Management, Purchasing, CRM Software
Contract Negotiations, Competitive Analysis, Project Management
P&L / Finance, Sales Leadership & Training, Staff Development
KEYWORDS
Business development, competitive analysis, market analysis, financial analysis, financial planning, financial control, P&L, consultative selling, customer loyalty, customer retention, promotions, advertising, marketing, public relations, sales presentation, sales training, market development, performance improvement, process improvement, profit growth, cost reduction, sales, sales leader, sales manager, territory manager, award winner, team leadership, executive leader, executive management, corporate vision, cross-functional leadership, strategic planning, tactical execution, vendor management, client relationship management, staff management, staff development.
PROFESSIONAL EXPERIENCE
INFORMA HEALTHCARE PLC 2010-Present
A business intelligence company providing academics, businesses, and individuals with unparalleled knowledge, up-to-the minute information and custom research services.
Account Director – Life Science Analytics
Appointed sales leader for MedTRACK subsidiary, a premier business corporate intelligence provider for business development and financial professionals.
** Re-hired by past manager, a senior executive with Informa Healthcare. Responsible for business development and client service with existing and prospective clients throughout the US, focusing on pharmaceutical and biotech companies along with related service firms
** Delivered strong new business growth and renewals above company targets
THE ADVOGENT GROUP 2009-2010
A marketing communications company for the healthcare industry.
Account Director
Named sales leader for medical communications group, a premier marketing services team for leading pharmaceutical, biotechnology and medical device companies, delivering precise and life-cycle solutions that are compliant, efficient, and effective.
** Responsible for business development with prospective clients throughout the US.
** Initiated company’s business development activities. Gained new business with Centocor, a Johnson & Johnson company, expected to be worth nearly $1 million in 2010.
INFORMA HEALTHCARE PLC 2006-Present
A global business intelligence and market research firm that helps companies address their business challenges.
Director, Strategic Accounts – Healthcare
Named executive sales leader for healthcare group, the global leader in business intelligence providing online database and analysis services for key pharmaceutical and biotech clients.
** Responsible for business development and client services activities with over 50 pharmaceutical and biotech companies, including Merck, AstraZeneca, Johnson & Johnson, Boehringer Ingelheim, Procter & Gamble, Wyeth, Cardinal Health, and Walgreens.
** Manage individual agreements exceeding $500,000 and quota approaching $3.0 million.
** Achieved service agreement renewal rates above 80%, exceeded plan performance -- successfully grew sales of both syndicated market research (108%) and custom research (to $500,000+).
PDI, INC., 2005-2006
A diversified sales and marketing services provider to the biopharmaceutical, medical devices, and diagnostics industries.
Vice President, Business Development -- Pharmakon
Appointed executive sales leader of key subsidiary, the recognized market leader in the creation, design and implementation of interactive peer persuasion programs. Pharmakon programs employ a unique methodology that facilitates physicians sharing their clinical experiences, maximizing brand advocacy and positive prescribing behavior.
** Developed medical education plan for client’s compound facilitating new Rx growth of over 20%, while growing Pharmakon’s sales with the client by more than 100%.
** Increased sales in assigned accounts by over $1 million in less than 6 months.
** Earned business exceeding $500,000 with two new clients.
inCHORD COMMUNICATIONS, INC., 2001-2005
Global marketing communications leader providing pharmaceutical/biotech companies with custom marketing and advertising solutions, certified medical education, e-commerce/interactive services, and healthcare consulting.
Vice President/Account Director - GSW Worldwide (2004-05)
Appointed executive leader of advertising subsidiary with P&L accountability for major account (St. Jude Medical). Manage relationships and advise both clients and creative teams on marketing campaigns. Primary point of contact for client regarding proposals, estimates, project management, and receivables.
** Developed strategic marketing plan for client’s newly formed Atrial Fibrillation division and grew account revenues from initial commitment of $200K to more than $600K in less than three months. On track to build account relationship to more than $1 million in 2005 as agency of record.
** Implemented semi-annual quantitative research initiative to measure ROI on client’s external communications.
VP/Managing Director, Group Director Client Services, Business Development (2001-04)
Rapidly promoted during a period of dynamic growth for inChord to leadership positions in Health Process Management (HPM) group, which focused on data research and analysis to develop targeted marketing messages for pharmaceutical and biotech clients. Managed finance/P&L, new business development, and account services.
** Doubled the active client base, growing revenue nearly 300% in two years.
** Restructured staffing and established new work processes and systems to improve performance.
** Increased efficiency and morale and enhanced compliance with internal goals and standards.
** Developed financial tracking and forecasting tools and identified operational changes critical to helping the company grow profitably as it expanded rapidly through acquisitions.
CARDINAL HEALTH, INC., 1999-2001
$40+ billion, Fortune 20 market leader in the development, manufacture and marketing of patient care products, drug-delivery technologies, consulting services, and distribution solutions for the healthcare industry.
Director of Client Services, Acting GM - Cardinal Health Reimbursement Services
Directed operation targeting pharmaceutical, medical sciences, and biotechnology industry clients. Managed staff of 60+ and numerous strategic alliances. Led senior consulting group, training initiatives, reimbursement operations, IT, finance, and an offsite pharmacy operation. Fully accountable for P&L and revenue growth. Delivered six new accounts and ten new contracts worth more than $5 million.
SPINAL DESIGNS INTERNATIONAL, INC.,1998-1999
Venture-backed developer and marketer of medical products for diseases of the spine.
Regional Manager
Led business development and built a professional sales force. Restructured staffing and realigned territories to address declining revenues. Closed a two-year sales effort, negotiating and implementing contracts with managed care organizations and insurers. Doubled sales volume at two sites and added a fourth to the network, increasing patient access to the company’s Low Back Rehabilitation program.
APRIA HEALTHCARE CORPORATION, 1997-1998
Leading provider of home healthcare services, with revenues exceeding $500 million.
Region Vice President of Sales
Managed 14-member sales team across four states. Realigned territories to address declining revenues. Exceeded $36 million revenue target and closed five new managed care contracts.
BAXTER HEALTHCARE CORPORATION, 1983-1997
Promoted through several key roles for this $8 billion global provider of critical therapies and biopharmaceuticals involving blood collection, separation and storage devices, medication delivery, and renal therapy.
Region Manger (Allegiance Healthcare, Hospitex) / Senior Purchasing Manager (Hospitex) (1990-97)
Managed team of 8 sales representatives located across 14 Mid-Atlantic and Northeast states. Provided acute-care hospitals with pressure relief products, apparel for patients and staff, and other products. Closed a wide variety of agreements involving fee for service contracts, fixed per-patient-day agreements, and guaranteed savings programs. As Sr. Purchasing Manager, directed asset management and service performance.
** As Region Manager, accountable for $8+ million in operating earnings on sales of $30+M. Named Region Manager of the Year 1996.
** As Senior Purchasing Manager, negotiated and managed $150+ million in domestic purchase contracts and a $10+ million direct import program. Reduced cost of goods sold by $3+ million. Initiated division’s first barter transaction delivering $1.4 million in earnings.
International Marketing Mgr. / Sales Services Mgr. / Account Executive–Fenwal Division (1983-90)
Directed export sourcing program for manual and automated blood collection and transfusion products. Traveled extensively throughout Far East, Australia, New Zealand, Indian Ocean Basin, and Europe. Developed contacts, customer base and marketing teams, adapting programs to each unique environment.
** Increased market share from 40% to 92% in three years and increased sales by $1.7 million in one year.
** Named to ‘Million Dollar Club’ and earned ‘Salesmaker of the Year’ in 1985 (number one of 50).
EDUCATION & CREDENTIALS
Master of Arts, Management ~ Webster University, St. Louis, MO
Bachelor of Arts, Chemistry ~ Indiana University, Bloomington, IN |
