Senior Commercial Executive

Background and acheivements of this Sales Executive are shown. Contact information is confidential. To reach this person, use the link from Sales Executive talent bank at the conclusion of the resume. Click HERE for more information, jobs, and resumes.

Position
Senior Commercial Executive
Location Confidential
No
Location
No preference
Willing to Relocate
Yes
Industry
HealthCare-HMO/Hospital&Nursing/Med./Dental
Function
SALES-MANAGEMENT-and-SALES
Compensation
$200,000 to $400,000

Resume Summary
Results-driven executive sales leader with deep experience in creating and delivering successful national sales strategies. Career wins in developing and empowering high-performing sales teams and forging collaborative relationships between stakeholders to ensure organizational alignment across Sales, Marketing, Analytics, and Support.

Resume Body      SENIOR COMMERCIAL EXECUTIVE

SENIOR COMMERCIAL EXECUTIVE

Elevating sales performance to consistently exceed revenue and business objectives

Strategic Senior Executive with a 20-year accomplished career. Recognized for delivering and sustaining revenue and profit gains within highly competitive U.S. retail and hospital markets. Exceptional communicator with a consultative sales style, strong negotiation skills, analytical problem solving abilities, and a keen client needs assessment aptitude.

AREAS OF EXPERTISE

* Product Launch
* Sales Strategy and Execution
* Tactical Application
* Hospital
* Institutional and Retail Sales
* Start-ups
* Training and Development
* Brand Planning
* Managed Markets
* Change Management
* Turnaround
* Force Reduction

EXECUTIVE COMPETENCIES

* Results-Driven Strategy: Developing strategy and direction, defining market share and productivity objectives, creating and implementing national managed care pull-thru strategies, and building representative bench strength.

* Tactical Execution: Translating strategy into simple, actionable tactics that empower sales representatives to be fully accountable for making "best practice" decisions for sales strategy and goal attainment.

* Sales Force Focus: Creating business health metrics that deliver a paradigm shift from strict bottom-line focus to a balanced, business-level understanding of factors affecting sales execution.

* Hands-On Leadership: Recognized as a hands-on leader who fosters an environment of accountability, transparency, and empowerment for high-performing teams.

* Team Development: Creating, structuring, and guiding intra sales force hiring profiles, processes, and events to support the rapid scalability into the Hospital, Primary Care, and Specialty, marketplaces. Champion for Performance Development Plans as a tool to empower reps to better manage their success.

* Therapeutic Category Knowledge: Broad marketplace experience and extensive therapeutic category knowledge including: Allergy and Asthma, Antibiotics, Cardiac Care, CNS, Dermatology, OB-GYN, and Pain Management.

RECOMMENDATIONS

Greg is an incredible strategic thinker who is able to assimilate complex strategies and tactics in a manner that made execution easy and flawless&a champion for sales staff (that) resulted in tremendous sales success&
- W. Pasek, Area Sales Director

Greg believes in empowerment of his people and setting the bar high and his sales team always responded with success. He partnered with his marketing colleagues in a way that truly strengthened both functions.
- A. Hurley, VP Marketing

Gregs leadership preference, a hands-on, were all in this together style, helped us to see that in reaching our individual goals, we were able to meet our aggressive sales force goals.
- E. Fillo, Sales Specialist

LEADERSHIP SUMMARY

BLUE SAIL INC. - Worcester, MA
2013 - Sept. 2014
Founder and Principal

Guided end-to-end development of an innovative software platform and sales approach that aligned sales team execution with brand positioning and corporate objectives.

CUBIST PHARMACEUTICALS - Lexington, MA
2012 - 2013
Vice President of Hospital Sales and Market Access

Recruited to integrate sales organization and develop multi-brand promotional channel. Credited with shifting perspective and capability from a single-product focus to a multi-product discipline. 240 staff; P&L $65M; $1B revenue

* Expanded Market Access at Cubist to adopt greater focus toward Integrated Delivery Systems (IDNs). Expanded capabilities from a pilot of 1 to a dedicated team of 6, leveraging a holistic approach that balanced customer needs now and in the future, considering the evolution of the healthcare landscape.
* Achieved 2012 targets at Cubist against a mature and highly competitive generic-driven marketplace.
* Created the Cubist Leadership Summit; a highly focused investment in front-line leaders aimed at increasing leadership executive perspective, performance management capability, and business ownership.

SUNOVION PHARMACEUTICALS / SEPRACOR INC. - Marlborough, MA
1998 - 2012
Vice President of Sales, Respiratory (2010 - 2012) | Executive Regional Sales Director, North East Region (2004 - 2009) National Account Director, Corporate Accounts (2003 - 2004) | Associate Director, Field Training (2001 - 2002)
Area Business Manager (2000 - 2001) | Respiratory Specialist (1998 - 2000)

Broad multi-discipline commercial experience with a history of increasing responsibility and progression of leadership. Recognized as "go-to" resource for strategy development that achieved lasting organizational change. 330 staff; P&L $94M; $510M revenue

Accomplishments Highlights

* Exceeded 2010, 2011 and 2012 revenue targets.
* Effected sales turnaround of Xopenex IS®, a 10-year old brand, to achieve $54M (2 share point) increase above forecast in less than 12 months.
* Developed and executed business plan that expanded Sepracor's infrastructure to support the needs of a previously untapped $140M long-term care marketplace.

Strategy & Tactical Execution

* Increased sales call efficiency toward high value hospital targets by 20% through the development and execution of a multi-product prioritization tool (TAGS).
* Innovated a system of local level strategy roll-out: sales representatives and business managers executed national strategy at the regional level with the ultimate aim of creating employees as stakeholders.
* Evaluated and created priorities, established strategy and executed business plans in Hospitals, Long Term Care (LTC), and Integrated Delivery System (IDS) markets.
* Created "The Game," a role-play simulation competition designed to build speed to market fluency, selling skills and measure performance in new representatives during Initial Sales Training Course (ISTC).

Employee Development

* Created a sales force vision of "what could be" to successfully manage morale during the period prior to Xopenex IS® expiry.
* Reduced sales force size by 8% while growing overall revenues by 7%; created and executed business rules to maximize profitability by smart-sizing staffing resources.
* Devised and executed a Hospital Training Program for representatives and managers to support Xopenex® IS expansion into the hospital marketplace with emphasis on both institutional usage and out-patient pull through.

PRIOR EXPERIENCE: Included Pharmaceutical Sales Representative for 3M Pharmaceuticals and Area Business Manager for the US Treasury Department.

EDUCATION

BS, Economics and Business Administration, Wagner College, Staten Island, NY, 1989

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Senior Commercial Executive

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Debugging Information
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Time Stamp 26-Sep-21 09:41 PM
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User Agent ColdFusion
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Total TimeAvg TimeCountTemplate
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