Over twenty four years experience in successfully meeting challenges and exceeding expectations in the pharmaceutical industry. Proven history of award-winning sales results in account and sales management. A successful track record of creating new teams and developing new accounts. Consistently exceeds goals and surpasses expectations. I thrive on new challenges and overcoming obstacles.
2009-Current Regional Sales Director, Specialized Therapeutics, ***** - ***** Pharmaceuticals
Returned to field sales in Michigan, ith responsibility for 8 managers and 85 sales professionals. Responsible for the promotion of diabetes and cardiovascular products. Also accepted roles within area as training lead for area (10 states) as well as innovation champion. Region sales performance increased to #1 in company by October.
2005 – 2009 National Account Manager, Employers ***** - ***** Pharmaceuticals
Spring Lake, Michigan
Accepted a “pioneer” role within the Managed Markets business unit, and became one of the original members of the employer team. Responsibilities included establishing the territory, cultivating relationships with customers, coordinating with national organizations (NBCH, NBGH), and developing an employer strategy for ***** - ***** . Won the HIRC award for best account manager within 6 months of assuming ENAM role. Established the model for ENAM collaboration at local/regional level with RAM’s and local sales teams. Selected for numerous internal task forces for employer and product segment strategies.
2005, 2006, 2007 Total Performance Incentive Plan Winner (Top 25%)
2005, 2006, 2007, 2008 “Best Account Manager” HIRC/HSG
2007 “RSD” school graduate (All competencies at or above “competent” for RSD position)
Established new territory and job within SA, developing relationship with several “closed” accounts such as GM, Chrysler, etc
Established “Hospital Acquired Conditions” strategy for employer team that was piloted locally and due to success expanded to national implementation.
Developed and fostered relationship with Mark Fendrick MD, KOL which has led to VBID talks regionally and nationally, with SA product placement in each market in a new benefit design tier. Accounts adopting VBID in territory include U of M, Kellogg’s, Gentex, Hospira, HAMP, OSCSA, OSU) including diabetes and CV products (Plavix).
Collaborated with NBCH to enhance eValue8 (national health plan RFI) to include VBID measures as well as update diabetes numbers(ahead of HEDIS)
LSP’s developed include: Business Acumen, Customer Centricity, Mobilizing Resources, Building Effective Partnerships, Communicating with Impact.
2001 – 2005 Regional Account Manager ***** Pharmaceuticals
Spring Lake, Michigan
Assumed the RAM role and quickly developed territory into a regional and national leader in sales performance across brands. Extensive experience in direct contracting and PBM pull-through, with numerous examples of local initiatives that quickly became implemented nationally (Actonel FAST, GUARD, Allegra ESI “select client”, etc). Called directly on P&T members with the field team to proactively impact SA product access with targeted accounts in territory.
RAM of the Year 2004
2003 Account Team of the Year
Allegra Family Exclusivity at Priority Health, M-Care (largest share and share point gains in region, top 5 nationally)
2004 Actonel Internal Preceptor, developed FAST tool with marketing (won a media award)
#3 in Nation overall sales 2003; # ***** st Half
Rewarded with a personal/field paid dinner with spouse from territory teams for managed care work
Led Region in priority product share growth 2 consecutive years ( ***** )
Ketek On Formulary 2004- Priority Health, PHP of Michigan, HealthPlus
LSP’s developed include: Decision Making, Drive for Results, Technical Skills and Knowledge, Aligning Performance for Success, Planning and Organizing
1992– 2001 District/Area Manager ***** /Hoechst Marion Roussel/MMD
Spring Lake, Michigan
Veteran district manager with a multitude of experiences including management of a part time sales force, hybrid sales force (institutional and field based), training of other districts, and more during 9 year tenure as a manager. Experience with hiring new districts, development of talent, and working with peers in a cross functional format.
Hired and trained entire new district in initial position
DM Trainer; experience training new District Managers in the field (7 DM’s) and in new DM training (Kansas City)
History of success in hiring and development- Award winners multiple times, internal promotions/positions, RAM positions, Area Manager, RSD etc.
Product Trainer- used extensively by Sales Training for training (Lantus Launch trainer, CD PCP1, Carafate/Prilosec HRPI, DSS and analysis for DM’s, Intraspec)
Territory Action Planning Team Leader- Plan template and format was later adopted by majority of Central Region
Quarterly Managers Award every year as a District Manager
1995 Excellence in Leadership Award winner
LSP’s developed include: Coaching, Selling the Vision, Building Organizational Talent, Aligning Performance for Success, Communicating with Impact
***** Manager, Business Planning Marion Merrell Dow CPD
Four years in home office experience, highlighted by four promotions in those years. Variety of experiences including marketing research, sales analysis, marketing, and business management. Consistently received outstanding performance reviews for annual review cycle. Experience presenting to operating board (VP and above) on numerous proposals and projects.
Developed new position; established roles, responsibilities
Responsible for managing earnings on a quarterly basis for consumer products division
Achieved goal on CPD earnings forecasts (all forecasts within +/- 10%)
Managed “all other” brands to profit goals
Interface between production planning and inventory control (PPIC) and Marketing for all forecasts and product inventory
***** Sales Forecasting Analyst Marion Merrell Dow CPD
Provided fiscal and production forecasts and plans
Responsible for Long Range Strategic Planning Process (LRSP)
Coordinated KC and Cincinnati site production integration
***** Marketing Research Analyst Lakeside/Marion Merrell Dow CPD
Responsible for research on new and existing brands
Named “Product Champion” for Cepacol/Cepastat lozenges
Responsible for $1. 5MM annual budget
LSP’s developed include: Executive Presence, Technical Skills and Knowledge, Planning and Organizing, Business Acumen, Communicating with Impact, Building Effective Partnerships.
***** Sales Representative Lakeside Merrell Dow
Responsible for promotion of Rx and OTC products *****
1985 Managers Performance Award (quarterly sales award)
1986 Pacesetter Regional Winner
Field trainer to 5 new hires
Selected for MDDP and LTD (Development Center)
LSP’s developed include: Drive for Results, Planning and Organizing, Mobilizing Resources, Adaptability
Hope College Holland, Michigan
Bachelor of Arts *****
Double Major: Biology and Chemistry 3. 22 GPA
Xavier University Cincinnati, Ohio
MBA Coursework *****
Curriculum included marketing, business law, etc. 4. 0 GPA
Sales Director (pharmaceuticals) 25 years experience in various roles
4 years sales, 4 years internal positions, 9 years field management, 8 years account management
BA in Bio/Chem, some MBA coursework
Board of Directors of ADA