Results oriented executive with over twenty-five years’ domestic and international experience in pharmaceutical healthcare, working for privately owned $100.0 million business and Fortune 100 multinational companies. Background includes senior-level positions in Finance, Business Development, Marketing & Customer Selling. Responsible for leading financial operations, interacting with VC community, developing and executing commercial strategies, business development initiatives and interfacing with drug development process. Proven financial and commercial leader with strong business orientation and customer focus. Particular expertise in:
-Financial Management
-Working with Venture Capital Community
-Business Plan Development/ Strategy
-Acquisitions, Divestitures, Strategic Alliances
-Customer Selling. Establishing & expanding Customer relationships •
-Building Deal Constructs & Contract
Negotiation
TRIGENESIS THERAPEUTICS, INC.
Senior Vice President and CFO/COO (2002 -Present)
Extensive involvement with Venture Capital Companies (BOA, JP Morgan, Quaker BioVenture, etc.)
developing & presenting financials supporting business plan, investment needs, ongoing cash flow
& ROI. Responsible for all aspects of financial operations: Designing & implementing accounting
systems, negotiating & selecting outside auditors, banking institution & service providers regarding
office space, health & medical benefits, payroll, 401(k), insurance, etc.
SELECTED ACCOMPLISHMENTS:
• Successfully raised $25 million funding to support Trigenesis start-up.
• Successfully negotiated & executed term sheet with Big Pharma partner for humanized monoclonal antibody.
• Completing discussions for dermatologic portfolio to acquire 4 technology platforms & 2 products currently on the market.
QUINTILES TRANSNATIONAL CORPORATION / INNOVEX 1998 – 2002
Senior Vice-President, Business Partnering (2001 – 2002)
Responsible for establishing & expanding customer relationships through development of unique deals and partnerships that benefit Quintiles and the customer. Key activities included customer selling of services & leading the overall Business Development effort in securing co – promotional, co – marketing or in-licensing agreements. Negotiated contracts & lead company acquisition efforts.
Senior Vice-President, Finance & Acquisitions (1998 – 2001)
Responsible for all aspects of company’s financial management, including financial planning, strategic analysis & financial modeling of business units, developing annual budgets and managing financial operations. Lead company effort in identifying, engaging & actively pursuing acquisition opportunities. Lead all aspects of discussion, negotiation and subsequent integration.
SELECTED ACCOMPLISHMENTS:
• From 1998 to 2000 revenue & operating income increased by 67% & 104%, respectively. Primary drivers included significant revenue growth (market share increased from 39% to 43%), increasing margins due to pricing, productivity increases & overall expense / headcount control. Provided fiscal leadership, controlling expenses & headcount, increasing profit / head 15%.
• Successfully negotiated & completed two major Sales & Marketing Agreements valued at $200 million. In one deal, our Biotechnology Partner was honored with the Breakthrough Alliance Award voted on by Pharmaceutical & Biotechnology executives and presented at the Alliance 2000 conference.
• Evaluated over 25 Acquisition Candidates & completed 3 acquisitions (fully integrated). Collectively, purchase priced totaled $27 million & contribute $23 million in annual revenue.
• Developed pricing strategy in support of differential (competitive) advantage. Introduced ‘margin at risk’ pricing and other innovative deal constructs (Equity investment, cash upfront or via milestone, royalty on sales, profit split, etc.) in concert with changing dynamics in the marketplace and to support customer needs
• Working with customer company led negotiations to acquire product rights for US market.
In-licensed Quinolone from Korean based company ( sales estimate of $150 million per annum)
MUTUAL PHARMACEUTICALS / UNITED RESEARCH LABS 1995 - 1998
Chief Financial Officer and ( 1995 - 1998)
Senior Vice President, Business Development
Developed and led the company’s turn-around plan with full responsibility for executing the financial and operating strategy of the business. In 9 months, gross profit margins increased from 10.6% to 12.6% (+20%), and operating spends decreased $3.0 million annually.
SELECTED ACCOMPLISHMENTS:
• Prepared “Information Memorandum” used by prospective investors in evaluating the business operations of MPC/URL, its position in the market and key investment considerations. Presented financial and commercial plans to interested companies, investment houses and banking institutions. Directed full due diligence effort. Equity transaction completed for $18.0 million.
SMITHKLINE BEECHAM CORPORATION, Philadelphia, PA 1976 - 1995
SmithKline Beecham Pharmaceuticals 1988 - 1995
Vice President and Director ( 1993 – 1995)
Strategic Product Development - Worldwide
Completed commercial evaluation and developed company’s first “Skin Disease” business plan with sales objective of $1 billion in 10 years. Subsequently, assumed responsibility for newly established Dermatology Business, leading team responsible for developing and executing strategy.
SELECTED ACCOMPLISHMENTS:
• Directed commercial assessments of prospective in-licensing candidates, based on market need and probability of technical success versus development timing of compounds. Led business development initiatives, valued at $200.0 million, to build dermatology portfolio.
Vice President and Director ( 1991 – 1993)
Finance, Business Development, and Administration United Kingdom
Offered and accepted overseas assignment as CFO for one of SmithKline Beecham’s largest country operations (sales: $225.0 million). Member of Senior Operating Committee responsible for developing business strategy and managing daily operations.
SELECTED ACCOMPLISHMENTS:
• Negotiated commercial terms on two separate product divestitures, generating $15.0 million.
• Conducted two product supply agreements, generating revenues of $8.0 million p.a.
Director, Finance, Planning ( 1988 – 1991)
and Business Analysis – North America
Directed financial reporting, planning and analysis activities, providing financial and commercial counsel to senior management. With sales of $1.85 billion, business was 5th largest in U.S. Pharmaceutical Industry.
SELECTED ACCOMPLISHMENTS:
• Developed financial reporting package, focusing management’s attention on key business issues and profitability trade-off, including sales/profit ROI vs. promotional resource allocation and future growth potential.
• Chaired Merger Integration Planning Sub-committee, coordinating work activities of 14 project teams responsible for merging SmithKline and Beecham operations.
SmithKline Beecham Animal Health Products, West Chester, PA 1982 – 1988
Director, Finance, Planning ( 1986 – 1988)
SKAHP Division
CFO with W/W responsibility (sales $150.0 million) for financial operations, development of strategic plans, negotiation of product sourcing/ material pricing, preparation of operational budgets and ongoing business analysis.
Group Controller (1984 – 1986)
Manager, International Finance (1982 – 1984)
Manager, Financial Analysis (1980 – 1982)
Manager, Financial Methods (1979 – 1980)
International Auditor, Corporate (1976 – 1979)
COOPERS & LYBRAND, Philadelphia, PA 1972 – 1976
Senior Accountant
CERTIFIED PUBLIC ACCOUNTANT
M.B.A., CONCENTRATION IN FINANCE/ MARKETING, 1994
VILLANOVA UNIVERSITY, PA
B.S., ACCOUNTING, 1972, RUTGERS UNIVERSITY, NJ
AMERICAN INSTITUTE OF CERTIFIED PUBLIC ACCOUNTANTS
PENNSYLVANIA INSTITUTE OF CERTIFIED PUBLIC ACCOUNTANTS |
