Executive Summary
Business leader with over 15 years experience in building and developing high performing managers and teams to achieve exceptional results. Leadership ability enhanced through a successful career in learning & development, healthcare sales, and sales leadership. Strengths include the ability to accurately assess situations, create a vision, make difficult decisions, collaborate with executive stakeholders, flawlessly execute strategic and tactical plans, and coach & develop current and future leaders.
Executive Leadership ∙ Strategy ∙ Decision Making ∙ Innovation ∙ Execution
Leadership Development ∙ Coaching ∙ Influence ∙ Change Management
Facilitation ∙ Collaboration ∙ Budget Management
Pfizer Inc. (formerly Wyeth Pharmaceuticals)
February 2006 – Present
Executive Director, Commercial Learning & Management Development
Supervise the design, development, and implementation of all learning curricula and initiatives for Commercial Business. Oversee the activities of over 30 directors, managers, and trainers to support Pharmaceutical, BioPharma, and Vaccines business unit outcomes. Direct the deployment of comprehensive blended learning strategies to support extensive Leadership Development platform. Proactively collaborate with executive leadership, aligning learning and application with business outcomes. Tightly manage annual budget up to $20 million. Chairperson of U.S. Diversity Council, accountable to Commercial Executive Management Team.
•Led development and implementation of completely revised Career Ladder Development Program for Sales and Sales Management, resulting in increases in participation (105%), CMRI Certifications (341%), and advancements (128%), without increasing operating budget.
•Implemented comprehensive Management Development Curriculum for first-line managers up to 5 years in role, with emphasis on Coaching, Leadership, and Business Ownership.
•Achieved 58% coaching improvement by launching Transformational Coaching program to management, including all managers up to Division President.
•Impacted sales results 36% by creating and executing targeted PRISTIQ Value Creation Workshop.
•Achieved cost reductions of 20%, while increasing effectiveness, by streamlining New Representative Training, utilizing Virtual Classroom Training and front-line sales management support programs.
•Gained ongoing executive endorsement and investment for Learning & Development by implementing strategic learning sustainability initiatives to support business outcomes.
•Department inducted Training Magazine Hall of Fame - 2009; recognized for innovative and cost effective learning solutions. Attained Training Magazine Top 10 for 4 consecutive years.
April 2001 to February 2006
Area Business Director, Women’s Healthcare; Chicago, IL
Led team of 80-100 sales representatives, managers, and directors in Michigan and Ohio, generating $250-300 million in annual sales. Targeted customer base included Obstetricians & Gynecologists and Primary Care physicians. Responsible for sales strategy, business planning, hiring, performance management, execution of brand strategies, customer advocacy, and budget management.
•Consistently achieved superior sales performance for PREMARIN, PREMPRO, and EFFEXOR XR.
•Revised national incentive compensation plan, resulting in greater goal attainment.
•Recognized by senior management for innovative business strategies and tactics to drive performance and talent development.
•Increased reach, frequency, and performance among top customers by creating ProACTION Plan territory analytics tool.
•Achieved 100% retention of highly rated employees for 5 years by developing talent, stressing accountability and rewarding results.
•Members of management team received President’s Recognition Award (top 10%) 5 consecutive years.
December 2000 to April 2001
Director, Account Management Training & Development; Collegeville, PA
Responsible for the national training curricula for Hospital and Managed Care representatives.
•Reduced number of training days and budget by redesigning and implementing revised Core Account Training Curriculum.
July 2000 to December 2000
Associate Director, Career Development; Collegeville, PA
Responsible for Career Ladder Program for Field Sales, a performance-based continuous development initiative.
•Launched, ahead of schedule and on budget, the Field Sales Job Profiles, a comprehensive core competency model.
Johnson & Johnson Inc., Janssen Pharmaceutica
March 1999 to July 2000
Manager, Career Development; Titusville, NJ
Designed, planned, implemented, and managed training and development programs for sales representatives and district managers in the Career Path Program, including classroom and distance learning components.
•81% increase in distance learning participation, as a result of greater organization and enhanced communication to key stakeholders.
December 1996 to March 1999
District Manager; Birmingham, AL
Responsible for 10-12 sales representatives, targeting various physician specialties in Alabama and Mississippi.
•Nationally ranked #6 of 76 Districts in Sales Results for 1997; #11 in 1998.
April 1996 to December 1996
Hospital Specialty Representative; Pensacola, FL
Promoted products to Teaching, Department of Defense, and Veterans Administration (VA) institutions.
•Achieved exclusive formulary status for Sporanox and Propulsid at Pensacola N.A.S. and Montgomery, AL VA.
May 1994 to April 1996
Pharmaceutical Sales Representative; Tampa, FL
Responsible for selling pharmaceutical products in the Gastrointestinal, Allergy, and Dermatology Franchises.
•Awarded “Golden Award” for outstanding sales achievement – 1995
Ciba-Geigy Pharmaceuticals
May 1991 to May 1994
Medical Sales Representative; Tampa, FL
Responsible for generating demand across multiple platforms: Cardiovascular, Neurology, Psychiatry, and Rheumatology. Appointed District Trainer.
Westwood-Squibb Pharmaceuticals
November 1988 to May 1991
Medical Sales Representative; New York, NY
Responsible for promoting Dermatology line of products to physicians and teaching hospitals on Upper East Side. Named District Trainer.
Paul Revere Insurance
May 1987 to November 1988:
Manager, Customer Relations; Worcester, MA
Managed a customer service team of 10 representatives. Responsible for customer transactions with key broker and agent offices.
Education
Holy Cross College; BA, History; Worcester, MA
Pennsylvania State University, SMEAL School of Business; Certified Executive Coach |
