I am a senior level business development and marketing manager with diverse expertise in healthcare marketing and sales. I have been successful in a wide range of healthcare markets including behavioral health benefits, pharmaceuticals, disease management, clinical and outcomes research. |
SENIOR HEALTHCARE EXECUTIVE
Health Benefits/Pharmaceuticals/Clinical Research/Outcomes Research/Disease Management/
Start-up and High-Growth Businesses
Strategic Business and Market Planning Revenue, Profit and Market Share Growth
Sales and Marketing Management Operations and Profit/Loss Responsibility
Client Relationship Management Sales, Marketing and New Business Development
Competitive Market Positioning Productivity and Efficiency Improvement
Team Building and Leadership Organizational Development and Leadership
PROFESSIONAL EXPERIENCE
HORIZON HEALTH, Dallas, TX 1997 - 2006
Horizon Health is a diverse healthcare company that owns free-standing behavioral health hospitals, provides contracted mental healthcare and physical rehabilitation services to acute care hospitals, and provides employee assistance programs and managed behavioral healthcare to employers.
Senior Vice President, Business Development – Behavioral Health Benefits 2003 - 2006
The Behavioral Health Benefit division of Horizon Health is a provider of Employee Assistance Programs and Managed Behavioral Health Services to employers and their employees across the U.S.
¨ Developed and successfully implemented a turnaround sales strategy designed to establish Horizon as a national competitor in the large employer based behavioral health benefits market.
¨ Established an experienced large employer sales team including regional sales professionals, lead generation, and database management system.
¨ Increased the closing ratio for the nation by 14% from 2003 to 2004 and an additional 64% from 2004 to 2005 for the target customer segment.
¨ Increased new contract sales for the nation by 100% from 2003 to 2004 and an additional 71% from 2004 to 2005 for the target customer segment.
¨ Increased total new sales revenue for the nation by 33% from 2003 to 2004 and an additional 16% from 2004 to 2005.
President – Outcomes and Clinical Research Services 1997 - 2003
The Clinical Research and Outcomes division of Horizon Health provided Clinical Research Services to pharmaceutical companies and Clinical Outcomes Measurement Services to behavioral healthcare providers.
¨ Developed and successfully launched a full line of market entry Clinical Outcomes Measurement Services for behavioral health providers.
¨ Established Horizon as the Clinical Outcomes Measurement leader with behavioral health providers by year two of start-up, capturing 12% of the total target market.
¨ Developed and successfully launched a full line of Phase IV Clinical Research Services for pharmaceutical companies.
¨ Created approximately $5.1M in new Phase IV Clinical Research Services revenue with pharmaceutical companies for fiscal 2002 and 2003.
¨ Achieved $3.38M in total revenue for fiscal 2003, an increase of 27% over the prior year.
¨ Managed to near breakeven status for the three-year start-up period fiscal 1999 to 2001, and a positive margin of $441K (17%) for fiscal 2003.
Senior Vice President – Marketing 1998 - 2003
Position was performed in combination with the President of Clinical Research and Outcomes division role to provide marketing strategy and tactics to all divisions of Horizon Health.
¨ Created and staffed a department designed to provide a full range of marketing services and product management for four divisions and five separate product lines.
¨ Introduced and implemented a short and long-term planning structure for the overall corporation and each of the divisions.
¨ Introduced and implemented market research strategies to support development and market penetration of key product lines.
¨ Created and implemented a product development strategy and system to support each market and subsidiary.
ASTRAZENECA PHARMACEUTICALS, Wilmington, DE 1981-1997
AstraZeneca is a top ten pharmaceutical company based in the United Kingdom with U.S. headquarters in Wilmington, Delaware.
Vice President of Sales & Marketing – Disease Management Services (1994-1997)
¨ Created and successfully implemented the start-up business plan as well as ongoing strategic and tactical business plans.
¨ Developed, implemented and managed the start-up structure for sales and marketing functions.
¨ Developed and successfully implemented a base business of five contracts valued at approximately $3M in total annual revenue within two years of division inception.
Regional Business Unit Director (1992-1993)
¨ Led a business unit that ranked first out of eight in total forecast achievement (113%) and second in overall sales growth (+29%) for 1993.
Group Product Manager, Anesthetics (1989-1992)
¨ Created and successfully implemented marketing, sales, production and clinical development strategy for the Diprivan product line from pre-launch to year three.
¨ Surpassed Diprivan sales forecasts in years 1989-1992 and surpassed the $100M mark in 1992 making it one of the top ten selling hospital products.
Manager, Market Research; Product Promotions Manager; Hospital and District Sales Manager; Medical/Hospital/Oncology Representative (1981-1989)
EDUCATION
BS, Accounting, Canisius College, Buffalo, NY |
