Mary H. Sylvester, Ph.D.

1413 Burnett Drive, Lantana, TX 76226 (Dallas, TX)

972-971-9819 Cell/Work; 940-455-2235 Home/Fax

SUMMARY OF QUALIFICATIONS
Results-driven individual with 15 out of 16 documented years of exceeding sales and market share goals and a proven track
record for leadership development, strategy and execution/implementation skills for a Fortune 100 Company. Delivered notable
operational improvements through a variety of pilot projects, task forces, and team improvement initiatives. Demonstrated
organizational development expertise, responded to changing business objectives and needs in a fast-changing business
environment (the pharmaceutical industry). Core competencies include: strategic planning, project management, change
management, employee leadership development and both scientific and sales training, as well as resource targeting and
utilization. Recognized for building highly productive teams and developing award-winning team members that achieve both
business and customer results.

WORK EXPERIENCE MERCK & CO., INC. AUGUST 1988 to FEBRUARY 2010
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Specialty Manager, OBGYN – Vaccines - Gardasil®, Dallas, TX (Territory: NE, KS, OK, TX) – 01/06 to
02/10

Responsible for strategic planning, increasing sales, and developing business relationships with OBGYNs while
working to capitalize on new business opportunities.

Trained and managed 12 Vaccine Specialists in a four state area and created and executed tactical plans, monitored
progress in facilitating OBGYNs to become vaccinators, implemented strategies and tactics to take OBGYN offices
to full and effective integration, and defined the age range 19-26 as a missed opportunity.

Special projects: Designed a leadership training program for field sales professionals incorporating adult learning
principles.

Piloted Dose Replacement Program (DRP), Patient Outreach Program (POP), Account
Management,
Business Casual Attire, and Being Green (recycling of Styrofoam Ice Chests), Blue Ox
(adjudication
of claims) in the University setting,

Goal: Achieve or exceed plan and capitalize on opportunities while building a high performing customer-focused
team/organization.

Hospital/Office-based Business Manager – Cardiovascular Products, Kansas City, KS – 8/99 to 12/05

Recruited, hired, trained and managed 12 professional primary care sales representatives. Created and executed
action plans, delegated responsibilities, monitor progress toward attaining the tactical and strategic goals and vision
established by the Corporation, organized and allocated budgets and resources, and inspired tactical and strategic plan
development.

Special project: Implemented an oral practicum process for role playing solid customer interactions on
technical cardiovascular therapeutic areas using organizational selling model – Quality Customer Selling.

Goal: Achieve or exceed plan and market share targets every year while building strong technical sales skills.
Previously Cardiovascular/Musculoskeletal Product Manager (8/99-3/04) Zocor, Cozaar/Hyzaar, Vioxx,
Maxalt).

Market Development Training and Support, West Point, PA, 3/98 to 7/99
Facilitated the database development of MAX for tracking and reporting key information on advocates, and
monitored advocate development activities.

Coordinated Advisory Board Meetings and designed and implemented National CV Health Science Associates
scientific and developmental training.
Special Projects: Worked on a series of projects for Marketing Team (created and development medically/legally
approved slide sets, organized society meetings and associated symposia, etc.). Worked with Medical/Legal for
approval of all resources developed.

Goal: Deliver high quality educational training and project management support to marketing in support of key
products.

Supervisor, Health Education Liaison, West Point, PA, 7/96 to 3/98

Managed personnel, ranging in numbers from 15-70 and worked to ensure educational goals for each disease/product
category were achieved.

Assisted in the development and administration of HEL budgets at a national level totaling over a $100M for all
products

Prepared capital expenditure proposals for computer, scanning, and budget reporting equipment. Involved in short-
and long-term financial planning. Conducted return on investment analysis for various educational programs and
initiatives.

Collaborated with marketing and other project team members to develop sound business strategies for educational
and promotional programs especially during the launch of new products/indications. Identified marketing
opportunities and assessed, controlled, and forecasted costs and expenditures for unique initiatives.

Special Projects: Worked on a series of multiple projects including major departmental reengineering projects and
reorganization of the department. Interpreted and analyzed operating performance as it relates to resource utilization
for educational programs.

Designed training structure for the HEL department and the field. Managed the development of the department
database (MESA) which tracks and allocates financial resources for all educational programs. Developed policies
and procedures to streamline departmental processes. Coordinated medical/legal guidelines for the department and
for the field.

Product Coordinator, Health Education Liaison, West Point, PA, 11/94 to 7/96
Demonstrated skills for the technical development and graphic creation and implementation of multiple projects in
support of the promotion of Mevacor and Zocor (both billion dollar products) while working within a
Medical/Legal environment.

Developed and maintained national and regional physician-based consultants, fostering advocacy and partnerships
through educational programs and at national/regional advisory board meetings.

Facilitated Medical/Legal approval of educational/promotional materials, meeting agendas, market research,

contracts, graphic work, new program types, etc.

Ensured compliance with ACCME/FDA/AMA guidelines.

Key Projects: Developed and implemented a comprehensive educational plan to support the Survival Indication
Launch for Zocor including the creating the Zocor-LIFE slide set, LIFE video, LIFE workbook, Zocor-
Addendum to LIFE slide set. Other specific educational initiatives developed included Mevacor-Slowing
Progression slide set, Mevacor-Lunch-n-Learn handbook, and Mevacor-Early Atherosclerosis: A Silent
Killer slide set and workbook.

Goal: Support success launch activities for new and inline products while consulting and advising marketing on
educational opportunities.

Cardiovascular Health Science Associate, Minneapolis, MN (MN, WI, IA, ND, and SD), 8/91 to 11/94
Established and developed relationships with influential thought leaders in Academic institutions in the area of
Cardiovascular Medicine and implemented innovative tactics to increase market expansion of Merck’s cardiovascular
product line and acted as a liaison for establishing and developing the market for new products.
Acted as a liaison between Merck-West Point and key investigators/thought leaders at medical schools in defined
regional area while coordinating interaction between key investigators/thought leaders at a national level.

Integrated scientific discussions with promotional and product strategies using H. S. A. resources and educational
forums.

Facilitated multicenter clinical trials and coordinated Medical School Grant-funded research projects.

Consulted with Managers, National Account Executives and Directors on handling competitive obstacles,
managed care and formulary challenges within the NC Region.

Goal: Assist Regions in exceeding plan.

Professional Representative, Cardiovascular/Musculoskeletal, and Ophthalmic Products, San Antonio, TX, 8/88 to
8/92
Actively managed a sales territory with an annual objective of $2.0 million dollars by combining scientific and
promotional messages to support a ophthalmic product line.

Goal: Exceed plan.

WORK EXPERIENCE SOUTHWEST FOUNDATION FOR BIOMEDICAL RESEARCH

______________

Biochemist. San Antonio, TX, 1/85 to 1/88

Studied the effects of diet, cholesterol, estrogen, and vitamin E on lipoprotein and apolipoprotein levels to determine
their protective or antagonistic effect on the progressive development of coronary heart disease in primates and
Watanabe rabbits.

EDUCATION
____________
Capella University, Minneapolis, MN - December 2009 (Degree granted with honors)
Ph.D. in Organizational Behavior and Management (Focus: Organizational Change Management and Leadership)

Dissertation: Transformational Leadership in Frontline Sales Professionals: An

Investigation into the Impact of Resilience to Change and Key Demographics

St. Joseph University, Philadelphia, PA - May 1999 (Degree granted with honors)
Masters in Pharmaceutical Marketing

Texas Lutheran University, Seguin, TX - May 1988 (Degree granted Suma cum Laude)
Bachelor of Business Administration, dual majors in Marketing and Management

Texas Lutheran University, Seguin, TX – May 1985 (Degree granted cum Laude)
Bachelor of Science in Chemistry