EXECUTIVE PROFILE
Highly successful senior healthcare executive with an achievement-laden track record in Sales and Marketing. Success has resulted from the application of common sense, practical analysis, and strategic vision. The application of these competencies has resulted in strategic, innovative solutions to identified sales and marketing challenges. Strong communication and leadership skills have been used to align individuals and organizations with the strategic solutions that have been developed. Professional experience of 27+ years is divided nineteen years in Sales and eight years in Marketing, with Home Office and Field Based positions. Predominate experience is in Pharmaceuticals and Biotech, with secondary experience in Medical Devices, Specialty Distribution & Marketing Services, and Pathology Services. Specific competencies include:
SALES
Strategy Implementation
Forecast Achievement
Deployment and Compensation
Co-Promotion (Corporate Alliances)
MARKETING
Strategy Development
Product Positioning
Market Research Utilization
Market Segmentation
EDUCATION
1976 University of Texas at Arlington, Bachelor of Science, Pre-Med (Biology/Chemistry)
127 hours GPA 3.56, Alpha Chi Scholastic Honor Society
1978 Tarleton State University, Texas Teacher Certification and Post Graduate Sciences Studies
44 hours, GPA 4.0
Cumulative Collegiate GPA 3.67, 171 hours
PROFESSIONAL EXPERIENCE: 1978 - 2006
ENTREPRENURIAL INITIATIVES: Minneapolis, MN; Dallas, TX 9/2005-Present
NATIONAL SPORTS PHOTOS: PARTNER & BOARD MEMBER, Minneapolis, MN
Web based business that enables amateur photographers to market their sports photos online
Primary market research indicates exceptional potential and uptake
Business plan is highly conservative and lucrative
PHYSICIANS' ALLIANCE FOR MULTIPLE SCLEROSIS, Founding Director, Dallas, TX
IRS nonprofit (501c3) application prepared with specialized legal counsel
Executive Director recruitment underway; Medical Director leadership discussions in process
Organization purpose is to help physicians deliver superior care to people with MS
Funding will come from industry, individuals, other non-profit orgainzations
PATHOLOGY PARTNERS, INC. Irving, TX 11/2004 – 9/2005
REGIONAL VICE PRESIDENT OF BUSINESS DEVELOPMENT
47% increase in Case volume YTD June `05 vs. prior 12 months
Designed second half 2005 commission program to boost close rate of new accounts
Reason for leaving: Company sold; new management installed.
MCKESSON, INC., San Francisco/ Scottsdale, AZ 3/2004 – 11/2004
SR. DIRECTOR, MANUFACTURER SALES
Re-Structured Sales organization to maximize penetration of Distribution, Pharmacy, and Marketing Services
Lead field expansion, aligned sales territories, and developed new forecast allocation methodology
Directed Sales effort to Achieve $79MM Manufacturers’ Forecast, and contribute to $600MM Distribution and Pharmacy Forecasts
Reason for leaving: Job location, Superior financial opportunity
BIOGEN, INC., Cambridge, MA 1995 – 3/2004
DIRECTOR STRATEGIC ACCOUNTS & INITIATIVES (2002–2004)
2003: Expand Strategic Initiatives to impact future delivery of care models
Conceptualized & developed a not for profit organization to buffer industry and physicians from each other, enabling industry to safely and appropriately support the expansion of MS treatment. (PAMS)
Treatment guideline development; Ancillary services manual development; Practice assessments tools / Practice development tools
2002: Manage $7MM Marketing budget re: charitable contributions.
Assess historical contributions and commitments / Evaluate & Qualify accounts requesting support
Represent commercial organization in developing charitable giving process (Office of Corporate Philanthropy)
REGIONAL SALES DIRECTOR, Great Plains Region (1995–2001)
Participated in development/ implementation & use of Competency Based Interviewing model for Area Business Managers (ABMs)
Hired 20 of first 50 (40% of) Area Business Managers: Both Regions ranked 1& 2 for first three years of AVONEX® launch.
Low turnover for period 1996 – 2001: Total three: (St. Louis, Fort Worth, Houston)
Selected and hired first “non-traditional” sales person. She became 3 time Regional MVP
Coached ABMs in market specific strategy and tactic development
Regional rank 1st or 2nd first 4 years of AVONEX launch (1996-2001)
Five of first nine Great Plains Area Business Managers promoted to Director positions
ETHICON ENDO-SURGERY, Cincinnati, OH 1993 – 1995
VICE PRESIDENT SALES
Achieved 1993 and 1994 sales forecast of $306MM and $382MM. 1995 O.F. $451MM
1993 sales growth, $73MM; 1994 sales growth, $76MM; 1995 O.F. sales growth $69MM
Redirected & coordinated the strategic emphasis of Sales and Marketing (93)
Conceptualized and recommended strategic restructuring of Sales and Marketing (93)
Health Care Marketing
Market Development Sales
#1 Division within Ethicon Endo Surgery based on 1994 Credo Survey
Represented Sales on EES Quality Board
JANSSEN PHARMACEUTICA, Washington’s Crossing, NJ 1990 – 1993
EXECUTIVE SALES DIRECTOR (93); NATIONAL SALES MANAGER (92) (1992–1993)
Achieved 1992 and 1993 sales forecasts: $475 million and $549 million respectively.
Directed decentralization of information technology to support Region, District and Territory Alignment and Sales Plan Development
#1 rated Sales Division within Johnson & Johnson based on 1992 Credo Survey parameters.
Conceptualized and directed two unique initiatives utilizing information and information technology:
Janssen dollarized new prescription sales (1993) Industry First. Adopted by all J&J pharmaceutical companies (1995)
Johnson & Johnson Pharm Sector re-engineering plan (never implemented).
GROUP MARKETING DIRECTOR, Office Based Products (1990–1991)
Achieved office based product forecasts 1990 and 1991 ($251MM and $342MM respectively)
Repositioned Hismanal® March, 1990. 1990 Hismanal® sales increase $54MM ($75/$129)
Launched first Johnson & Johnson DTC advertisement, July, 1991. Resulted in $35MM net sales increase vs. 1991 O.F.
Developed improved communications between Marketing and Sales: written, audio and video
Identified and quantified unique market differences and drove alignment of Corporate resources to match these unique profiles
MCNEIL PHARMACEUTICAL, Spring House, PA 1978 – 1989
PRODUCT DIRECTOR: TOLECTIN® Brand (1988–1989)
Exceeded brand forecasts 1988 and 1989 ($60MM and $72 MM respectively)
Tolectin® 600 launch: (1989) Developed positioning, pricing strategy, sales strategy, launch campaign strategy. Tolectin® DS marketing campaign: (1988) Revised sales strategy. Redesigned all graphics and sales material
Tolectin® Brand sample program: Developed and implemented first sample plan within Johnson & Johnson that varied quantities to Districts and Representatives based on market potential
PRODUCT MANAGER: HALDOL® Brand (1987)
Responsible to support the Haldol® Product Director. Reported to Product Director.
Designed & Implemented Haldol® Advantage program: National “State Specific” anti-substitution program
DISTRICT SALES MANAGER (1985–1987)
Responsible for the direct leadership of 11 sales reps, management of the District’s business, and the launch of new products.
Suprol® launch (1986): #1 District in Southwest Region (1 of 6), #4 nationally (4 of 45)
Haldol® Decanoate launch (1986): #1 District in SW Region, $107,000 sales: 53% > #2 District
Tylox® turnaround (1986–1988): Developed first Triplicate State (CII) sales plan. 200% share increase in two years (16%→48%)
ASSISTANT PRODUCT DIRECTOR: TYLENOL® with Codeine / TYLOX® Brands (1982–1985)
Wrote Brand Marketing plans 1983 – 1985 & managed $3MM Brand Marketing budget within guidelines each year.
Developed first marketing plan for Tylenol® with codeine elixir (1983). Increased sales ~ $2MM ($1.0 to $3.0)
HOSPITAL SALES REPRESENTATIVE (1981–1982): Zomax® formulary addition (1982), HCHD. Stratosphere Hospital territory 1983.
TERRITORY SALES REPRESENTATIVE (1978–1981)
Individual stratosphere territory (1 or 2 of 60) 2 of 3 years: 1979, 1981. Individual stratosphere recipient 1979 (#2 of 60). |
