A Marketing and Sales Leader in the Pharmaceutical, Diagnostic Imaging and Medical Device industries. Demonstrated track record for maximizing short-term earnings while maintaining focus on medium and long-term vision resulting in substantial growth of multiple brands and outstanding franchise performance, globally.
Proven results: Directed the turnaround of a major product line resulting in positive profits from double digit loss within 18 months. Consistently over achieve business objectives.
Market development: Grow business segments by uncovering new business and product opportunities resulting in double digit growth. Build and foster strong relationships with key industry leaders.
Building brands: Conceptualize and develop powerful marketing and sales strategies with a focus on flawless execution with accountability for results.
Leader: Transform teams into high performing, results driven teams across all functions throughout the entire organization. Manage and mentor team members to exceed personal and corporate goals
PROFESSIONAL EXPERIENCE
LANTHEUS MEDICAL IMAGING, Billerica, MA 2009-2010
Sr. Director, Brand Marketing
Recruited by VP Sales and Marketing, former DuPont Pharma colleague, to design and direct the implementation of the launch plans of a newly acquired, first in class injectable contrast agent for use in Magnet Resonance Angiography (MRA) for projected launch in less than 6 months.
• Created a new, US strategic brand plan based on the reality of a crowded contrast market, institutional barriers, and a product with a narrow indication. US launch: January 2010
• Directed the hire and training of 20 person contract field organization and 10 person medical liaison team, established a distribution/wholesaler channel for customer access, ensured reimbursement coverage, and developed sales collateral for the field to address multiple, key stakeholders.
• Created a business plan for the worldwide launch as well as a life cycle management plan for sustained growth over the next several years. Launched the brand in Canada, October 2010.
B. BRAUN MEDICAL COMPANY, Bethlehem, PA 2005-2009
Director, Marketing, Drug Delivery
Managed $200M+ IV Drug Delivery, Fluid Therapy, and Pharm Admixture business containing over 150 individual products focused on the safe and efficient delivery of IV therapeutics.
• Created and implemented downstream marketing programs to drive sales through a direct sales force primarily focused on both hospital and outpatient markets. Received Marketing Excellence award.
• Drove overall profitability of complex product line including the development and implementation of pricing programs designed to drive incremental, profitable sales, pricing plan and negotiation strategy for GPO and IDN contracting, and maintained relationships with top distributors accounting for 90% of sales.
• Led a global marketing team providing strategic direction and customer acceptance criteria to a multi-billion dollar project to design and manufacture a new medical device for IV fluids delivery.
• Successfully launched 2 IV antibiotics in a propriety container at pricing 30 to 50% higher than like competition resulting in the turnaround of a business segment that had experienced negative, year on year earnings to a positive, double digit growth branded portfolio.
BECTON, DICKINSON and COMPANY, Franklin Lakes, NJ 2004-2005
Marketing Director, Advanced Drug Delivery
Joined Pharm Systems Division to establish new initiative focused on the development of new, innovative drug delivery systems including micro-needles, patches, and other injectable devices.
• Led advanced medical device projects focused in multiple disease areas including Cancer Therapeutics, Rheumatoid Arthritis, Multiple Sclerosis, and Fertility.
• Created revenue producing opportunities with several pharmaceutical and bio-tech companies including Pfizer, Merck, Regeneron, and AstraZeneca.
MEDICAL MARKETING CONSULTANT, Kennett Square, PA 2002-2004
Owner/Sole Proprietor
Created a business focused on overcoming complex strategic issues. Opportunities involved company and brand image campaigns, new business/start-up as well as market assessment for mature brands.
Millennium Pharmaceuticals, Cambridge, MA
• Facilitated and analyzed customer interviews/market research to assess the state of the pharma marketplace in multiple disease areas in support of strategic commercialization plans.
ParagonRx, LLC, Wilmington, DE
• Led business development efforts for start-up company focused on solving complex strategic issues.
Bracco Diagnostics, Princeton, NJ
• In-depth diagnostic imaging market assessment and evaluation to determine key product viability.
MBC, Philadelphia, PA
• Designed and delivered brand management workshops focused on expanding client base for long-term growth.
DU PONT PHARMACEUTICALS, Wilmington, DE 1981-2001
Vice President, Strategic Planning and ROI Analysis (2001)
Directed strategic planning process as well as development of financial performance metrics for Cardiovascular and Imaging Franchise (CVI) drugs including Coumadin®, Sinemet®, and Prinivil®/Prinzide®.
• Fostered strategic relationships with industry thought leaders, academia and professional societies resulting in integrated clinical and commercial plans including phase IV studies.
• Led team in evaluation of sales force effectiveness, profit and/or loss of strategic initiatives, and market development opportunities resulting in optimized sales force deployment, cost reduction and more effective/efficient resource allocation.
Vice President, Cardiovascular and Thrombosis Marketing (1999-2000)
Led 22 person Cardiovascular and Thrombosis Franchise Marketing function, which generated in excess of $1B in sales with budget of $35MM.
Sr. Director, Medical Imaging Brand Management, Billerica, MA (1998-1999)
Managed team of eight in strategic development and tactical direction for Medical Imaging Franchise in the following therapeutic categories: Cardiovascular, Oncology, and Neurology.
EDUCATION
Post Graduate Business and Professional Development Courses, Harvard University, Cambridge, MA
B.S., U of Maine, Orono; Major: Business Management/Finance, Marketing Concentration; Minor: Geology
PROFESSIONAL ASSOCIATIONS
American College of Cardiology American College of Radiology
American Society of Hospital Pharmacists International Society of Magnetic Resonance Medicine
Marketing Science Institute American Society of Radiologic Technologists
COMMUNITY ACTIVITIES
• Outreach Committee Chair: Coordinated funding drives and distribution of money and goods to local, regional and international charities. |
