Michael A.

Leone
Lilburn, GA 30047
678-380-0941  mleone@mindspring.com
http://www.linkedin.com/in/mikeleone

Mike Leone is a strong visionary leader who builds highly effective teams. He instills a
unique mindset of continual business evaluation, with the purpose of exceeding
corporate goals. Mike is a results-focused executive: sales teams have exceeded
expectations over 90% of the time.

What others say:

“His keen knowledge of people, and how to gain their loyalty and trust made Mike stand out as a leader
amongst his peers. In addition, Mike played a key role for senior management by providing innovative
recommendations that would provide BMS with competitive advantages in the complex Pharmaceutical
selling environment. I can’t think of a stronger, more loyal and trustworthy person to have on my
management team.”
- Michael F. Iafolla, Sr., former Vice-President of Sales, Bristol-Myers Squibb

“Mike has a complete understanding of the functional areas necessary to build and grow a top-performing
sales team. He has a demonstrated record of success in leading high-performing teams. His innovative
approach to sales challenges allows him to consistently grow sales. On a personal note, Mike is an
individual of high integrity, outstanding work ethic and dedication to results. I strongly recommend Mike as
a sales leader.”
- Ted Schroeder, President and CEO, Cadence Pharmaceuticals

“Mike has always built very effective and loyal sales organizations. He remembers how it felt to be a
representative and District Manager; therefore he initiates tactics and developmental programs that will
increase their expertise and effectiveness. He is an advocate for his sales team while also supporting the
strategic initiatives of senior management.”
- James E. Prasch, Regional Director, sanofi-aventis

“I have found Mike to be one of the hardest working and productive individuals in the pharmaceutical
industry. He possesses an extremely strong clinical and product knowledge, and a capacity for learning new
brands and concepts quickly. He has developed a reputation for delivering excellence in results and is very
dedicated to the development of his team members.”
- Gregory A. Moisan, Vice-President of Sales, sanofi-aventis

Professional Summary
New Ventures / Expansion Experience

Strategic HealthCare Resources, Lilburn, GA 2006—present

Founder and President
Drive strategic growth initiatives within pharmaceutical and medical device firms. Develop targeted business
plans focused on leadership and development initiatives, strategic growth and tactical steps required for goal
execution. Client list includes Advocos, Amgen, Anesiva, Axcan, Altana/Savage, King, Phenomix, TBA
Global, and Vaxco. Selected achievements:
 Secured State Medicaid formulary access for a GI/anti-infective product in over 30 states, creating $2M in
first-year incremental revenue.
 Michael A. Leone

 Developed pharmacoeconomic strategy for the Veterans Administration (VA), including data sourcing
and pricing strategies.
 Expanded product trials and market exploration for a type-II diabetes product, confirming the company’s
desire to bring the product to market
 Originated and delivered detailed, disease state specific, sales training in acute-care diabetes, enabling the
sales force to effectively promote the product.
 Led focused Medical Science Liaison Leadership Training, enabling the MSL team to effectively support
the Sales organization while increasing their own personal development.

Takeda Pharmaceuticals North America, Inc., Chicago, IL 2004—2005

Mid-Atlantic Regional Sales Director
Directed and managed all regional sales initiatives for 110-person, five-state, professional sales team.
 Created a nationally adopted District Manager mentor program, accelerating the development pathway for new
managers.
 Conceived and led a Sales Leadership Council, enabling straight-line feedback from Field Sales to Senior
Management
 Grew market share for a type-II diabetes product from 25% to 60% in 10 months.
 Drove regional ranking from 9th to 1st in the nation.
 Developed national Field Contact Log, improving managers’ coaching efficiency.
 Executed Managed Care Liaison Program, enabling representatives to take a more active role in managed care
issues.
 Initiated and led Management Teamwork and Growth meetings, resulting in focused team leadership and
increased knowledge of regional issues and opportunities.

Eyetech Pharmaceuticals, New York, NY 2003—2004

National Sales Director
Built and led top-flight ophthalmology specialty sales organization, selected vendors, hired sales management
team, created sales team infrastructure and developed operating budgets. Cultivated and developed pre-
launch/launch plans and implementation strategies.
 Built all Sales Force sizing, territory identification, and alignment processes.
 Developed key relationships within major institutions, enabling a more rapid and productive product launch.
 Served as a key member of Commercial Subcommittee, providing input on all strategic issues related to the
sales force.

First Horizon Pharmaceutical Corporation, Alpharetta, GA 2000—2002

Vice President of Sales (2001–2002)
Directed sales force management and operations for a multi-specialty, primary care and hospital sales force.
Designed & implemented strategic corporate direction, management training, and productivity initiatives.
 Boosted revenue $90M in three years.
 Expanded sales force from 120 to 250 sales and leadership professionals, including creating a
cardiovascular specialty sales force.
 Directed contract sales force efforts for product co-promotion.

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 Michael A. Leone

National Sales Director (2000–2001)

Managed national pharmaceutical sales force, created organizational structure, standardized business plan
formats, and developed incentive compensation programs.
 Created a Sales Leadership Council, improving team communication, leadership and morale.
 Conceived and implemented a national Talent Identification Plan, accelerating our personnel and management
development capabilities.
 Conceived and executed a uniform Field Contact/Performance Appraisal system.
 Launched Strategic Account Management concepts at the territory, district and regional levels, strengthening
our strategic sales efforts.
 Instituted and implemented the training of a needs-based selling program to field sales force.

Big Pharmaceutical Experience

Bristol-Myers Squibb Company, Princeton, NJ 1977—1999

Southeast Regional Director, Cardiovascular Specialty Sales (1998-1999)
Fast-track promoted through positions of increased responsibility. Redeveloped job functions and supported
national territory creation and alignments. Collaborated on development of national productivity measurements,
quota methodology, and incentive compensation plans.
 Managed operations budget of $1.5M and marketing budget up to $3.5M.
 Expanded sales force 50%, increasing revenue by $5M in first year.
 Led nation in almost all cardiovascular market share/share growth categories.
 Led the development of national hospital formulary strategies for all cardiovascular and metabolics
products.
 Instrumental in the strategic direction of marketing and sales programs for teaching institutions.

National Director, Federal & Institutional Sales (1996-1997)

Charged with expanding Federal Sales Department, rebuilding a cohesive hospital sales team, and redesigning
strategies for hospital sales forces. Staffed, trained, and led community hospital sales force through contract
partnership for selling Azactam in community hospitals.
 Supervised 25 Hospital District Managers, 250 Hospital Representatives, and internal support team.
 Increased federal sales 100% ($60M) in two years.
 Generated additional $20M as leader of national DoD Pravachol program.
 Doubled sales to Veterans’ Administration, DOD, and Indian Health facilities.
 Developed national sales & marketing messages and incentive compensation programs.
 Implemented national hospital formulary management system.
 Launched Maxipime, the first fourth-generation injectable cephalosporin antibiotic, and Plavix, a
blockbuster cardiovascular, into the national major hospital market.

National Accounts Director, Hospitals & GPOs (1994-1995)

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 Michael A. Leone

 Created the first multi-divisional contractual agreement with a single hospital, securing Pravachol
incremental gains of over $750,000 in total sales.
 Authored Account Executive’s “Articles of Communication”.
 Contracted across all generic and branded company divisions & product lines.
 Managed the redesign of the national hospital representative training program.
 Developed hospital representative launch programs for an anti-infective and a cardiovascular product.

Regional Sales Director, Hospital & Institutional Sales Group (1989-1993)

Executed targeted hospital sales and marketing strategies for cardiovascular and anti-infective products.
 Exceeded sales goal 100% annually; only Director achieving goal for four years straight.
 Developed, directed, motivated and evaluated an 80-person sales team with $20M revenue accountability.
 Planned and implemented District Manager Mentor Program.
 Integrated Strategic Account Management concepts into HISG sales force operations.
 Led nation in sales and goal attainment for Azactam in teaching hospitals.

Hospital District Manager, Full-Line District Manager, Home Office Sales Training Associate, Hospital
Representative, Full-Line Representative (1977-1989)
 Instituted hospital formulary success program.
 Launched Azactam, the first injectable monobactam antibiotic.
 Edited and updated Azactam training manuals.
 Developed marketing, strategic planning, and account management strategies.
 Created the first comprehensive Antibiotics Reference Manual for hospital representatives.

Education and Industry Training

University of South Florida, Tampa, Florida

Bachelor’s Degree, Biology (undergraduate research: Genetic Variability)
Executive Course Work: Darden, Wharton, and Kellogg Business Schools

Elected to “Who’s Who”

World-Wide Edition 1993, Executive Edition 1994, Business Professionals Edition 1997, International Edition
2001

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