Sie sind auf Seite 1von 2


Powell, OH 43065 E-Mail: Home: (614) 436-0959 Office: (614) 985-3303

Senior Sales and Marketing Executive: Pharmaceutical/Healthcare/B2B Accomplished sales and marketing leader with a consistent track record of driving organizations to record revenue, product, and market growth. Invaluable skills in strategic planning, budgeting, and P&L management. Unrelenting relationship builder with success in forming strong sustainable partnerships and securing consensus among crossfunctional team members for key goals. Significant experience in product and company launch, market positioning, and organizational design. Created best practices to increase performance productivity and cost reduction. _______________________________________________________________________________________________________ Value to an Organization

Building Sales Organizations New Market Development Multimillion-Dollar Negotiations Strategic Market/Tactical Planning Key Account Development

Team-Building, Coaching, Mentoring Profit Improvement Budget Administration/P&L Management Performance & Productivity Improvement Product Launch



CARDINAL HEALTH (Specialty Solutions), COLUMBUS, OHIO Director Sales Recruited to launch a start-up oncology distribution/group purchasing business unit. 2010 -

Challenges: Cardinal faced a gap in their product portfolio. In particular, lacked competitive contracts and pricing. Recruited, trained, and managed a sales team of 6 members with projected revenue of $400 million plus. Increased the business to 395 new physician relationships in less than one year. Developed sales quotas and employee incentive program that produced 63% sales growth. Managed and collaborated with key members of Ambulatory and Nuclear business units to develop partnership strategies/tactics that resulted in incremental revenue during roll-out of $13-14 million. Created and piloted Specialty Distribution sales training program resulting in heightened company visibility and increased sales. ONMARK (a McKesson Specialty Company), COLUMBUS, OHIO 2007 2010 Director, Business Development Designed and implemented contracts and promotional plans which leverage McKessons office-based oncology physician practices to generate revenue from high volume, major pharmaceutical companies. Manage multiple engagements simultaneously, achieving corporate revenue growth, quality, and bottom-line objectives. Secured administrative fee of $5.8 million from specialty pharmaceutical manufacturers. Improved rebates from 1.5 2% that resulted in a competitive contract award of $400-500K additional revenue in the face of drastic fee reductions. Interacted with client to negotiate a contract with tier adjustments downward that will result in potentially a $1 million rebate for providers. Produced business that delivered $1.6 million in direct sales working with customer commercial teams targeting data, live-events, and communication sponsorship by deeper penetration of existing markets. Initiated and spearheaded the effort to implement an exclusive clinically driven utilization contract.



inVentiv Health, COLUMBUS, OHIO 2005 2006 Executive Director Directed and built the sales operation for 6 sales forces in excess of 500 employees. Advanced market share with key client by 57% month-over-month during first year. Accomplished 15-20% gross margins on contracts. Identified new market opportunities which expanded revenue by nearly $1 million through subsidiary companies. DAIICHI PHARMACEUTICAL CORPORATION, MONTVALE, NJ 2001 2004 Vice President Sales and Marketing, Board Member Revitalized overall direction to drive top line US growth, holding P&L responsibility. Led efforts of nearly 300 sales, marketing, and operations personnel. Member of executive management team and board of directors. Delivered impressive sales results: driving gross revenue from $54 million in 2000 to $142 million in 2003 for promoted products: Camptosar, Floxin Otic, Evoxac. Achieved in 2nd year first ever US profit of $3 million plus by providing comprehensive solutions and cost reductions in the areas of marketing, sales effectiveness, fulfillment and distribution services. Produced a variety of sales and marketing management tools including job descriptions, performance standards and appraisals, market strategy sessions, promotional campaigns, penetration metrics, and new pricing and budget policies that increased productivity. Rebuilt operations: recruited, hired and trained a diversified staff. Transformed, established and implemented a strategic development plan to expand the hospital and oncology sales force. INDEPENDENT CONSULTANT, COLUMBUS, OH 1999 2000 Entrepreneurial leadership... interfaced and consulted with pharmaceutical and clinical development organizations. PROLOGUE RESEARCH INTERNATIONAL, INC., COLUMBUS, OH 1998 1999 Vice President Business Development Developed and built business from start up to fully operational grew annual revenue from zero to $2.2 million in first year; estimated revenue for 1999 is $7.9 million. Launched detailed marketing plans including: creation of logo, copy, marketing tools and advertising. . SERONO LABORATORIES, INC., NORWELL, MASSACHUSETTS 1996 1997 Vice President Sales and Managed Care Introduced Serostim (growth hormone aids wasting) and achieved sales goals. PHARMACIA & UPJOHN, INC., COLUMBUS, OH 1978 1996 Executive Director Sales and Managed Care (1991 1996) Complete P&L general management responsibility with direct operating responsibilities for 300+ personnel in sales, sales management, account management, marketing, customer service, corporate training, pricing, and contracts. Increased sales from $84.5 million (1991) to $170 million (1995), exceeding annual sales goals and objectives for oncology products: Adriamycin, Idamycin, Neosar, Folex, Adrucil, Emcyt, Zinecard, and Etoposide. Attained 65-70% market share for key product post-patent expiration. Established alliance with Abbott Laboratories for hospital coverage, resulting in annual sales of $30 million and providing access to two new products. Negotiated with Smith Kline Beecham to establish a marketing alliance, with second year sales exceeding $47 million for Mycobutin in the aids market. Honored with the Presidents Award in 1991 for contribution to the companies outstanding growth and development. Achieved the Salesmaster Award for top sales performance in 1979, 1982, 1984, 1986, and 1988. B.S. Business Administration, Clarion University Clarion, Pennsylvania