Vice President International Sales & Marketing Operations at Norbrook Laboratories ltd
April 2009 - January 2010
Responsible for Global (Worldwide) Sales including:
Developed and leveraged best in class business to business and research strategies that produced new current product lines, new customer market penetration, and increased growth opportunities.
Â·Built and implemented a market customer segmentation plan that achieved a 98% top line revenue growth with wholesale/distributor accounts for new product Closamectin Pour-On and achieved organizational budget of 700 million.
Â·Designed and implemented a commercial sales operations strategy that increased customer call penetration, frequency and sales performance of the country sales directors and their sales staffs.
Â·Brought to company key sales management tools, such as pipeline/opportunity tracking, performance dashboard templates and âBuying Cycleâ selling skill tool (helped to develop better efficiencies).
Â·Along with Chairman developed pricing plan, marketing positioning/market research strategies and SFE strategies for various products which helped to increase new animal healthcare device products.
Â·Developed/Designed commissions compensation and bonus structure for global sales force
Global Head of Sales Operations (BioPharm Group) at Novo Nordisk A/S
October 2006 - October 2008
Built and led the entire infrastructure of the BioPharm sales operations department from ground level up. Results included:
Â·As operations head, instituted SFE tools (Implemented Cognos Powerplay, Siebel and Edge Program) and increased sales personnel performance (before implementation 89% after implementation 119%
Â·Building and executing territory analytics, call planning, customer segmentation processes for 3 categories of business (Hemophilia-Oncology/ Womanâs Healthcare/ Growth Hormone).
Â·Built an entire training department that included best in class sales competency models, innovative e.learning and account management development curriculum
Â·Created a âBuying Cycleâ sales strategy that helped the Hematology/Growth Hormone groups achieve above forecast (120%) consistently throughout my 2 year tenure.
Â·Collaborated with sister countries on implementing similar sales operations methods and initiatives
WW Head of Pain Management Marketing/Training at Johnson & Johnson
February 2004 - October 2006
Created and implemented best in class global marketing/training tools and technologies for new pain franchise product (IONSYS Post-Op System). Achievements included:
Â·Developed comprehensive strategic marketing and training initiatives for hospital & account base sales forces (total of 1000 field personnel).
Â·Led the development of training/product core messaging and market research utilizing process excellence principles (e.g. KOL development, CRNA/Anesthesiology Focus Groups/Customer Segmentation Studies).
Â·Built innovative e. Learning training tools that increased the competency of the sales force by 50%
Â·Successfully managed 15 vendor contract projects, and ensured training/marketing initiatives were delivered on time and within budget. Developed the âPain Managementâ Learning Management System.
Â·Help create and implement IONSYS marketing plan that included:
oGlobal Brand Marketing experience (collaboration & partnering with sister countries on the development of training and marketing combined).
oEstablished a marketing & training partnership with sister company Ethicon Endo
oHelp to develop marketing research and core message development (KOL development).
National Senior Sales Director at Johnson & Johnson
January 1996 - February 2004
Lead and managed a nation of field sales and hospital account representatives. Responsibilities and achievements include:
Â·Responsible for coaching and managing district sales managers, sales representatives/hospital specialty reps
Â·Awarded the âField Sales Directorâ trophy for growing the region business above goal (145%) and placing in the top 3rd of the nation.
Â·Hired managers in region of which several were President Trophy winners in 1997 & 1998
Â·Overlooked National Accounts for major managed care plans within the region
Â·Achieved sales goals to increase regionâs performance from bottom third to top third of the country for three consecutive years
Â·Improving team performance in sales volume and management promotions
Â·Chiefly responsible for the coaching and development of the regional directors and their direct reports, and helped to create âposition competenciesâ to ensure development was achieved.
Â·Managed a multi-million dollar team budget (Markets: Pain Management/Oncology, Infectious Disease, CNS, Dermatology)
Â·Responsible for the management of group purchasing organizations (GPOâs) to insure hospital product access.
Â·Created a hospital buying process strategy that helped our team understand how to establish product access.
Regional Director (Critical Care Division) at DeRoyal
March 1994 - January 1996
Regional Sales Director in the Mid-West area of the country. Major accounts included Detroit Beaumont Hospital, The Cleveland Clinic and University Hospitals of Cleveland. Responsibilities and achievements included:
Â·Managed hospital surgery, intensive care units, orthopedic surgery, and wound care account executives
Â·Close one of the companyâs biggest accounts (Michiganâs Beaumont Hospital-3 million dollar account), temperature monitoring products.
Â·Managed a 30 million dollar budget primarily in the Michigan and Ohio are (key accounts)
Â·Negotiated competitive contracts and analyzed profitability & productivity of key departments
Â·Ranked #2 in the country for critical care sales & nominee recipient for the Ring Club Award
Senior Medical Center Representative (Mead Johnson Consumer Products) at Bristol-Myers Squibb
March 1992 - June 1994
Pharmaceutical/Retail Consumer/Hospital Specialty Representative at Johnson & Johnson
February 1987 - March 1992
President/CEO at AH2 & Beyond Consulting
Consultative Services include:
Â·Providing Global Strategic & Tactical Business Diagnostics for large, medium and small companies (including: go to market strategies, customer segmentation initiatives, six sigma process excellence strategies)
Â·Global Commercial Sales Operations Strategies: Global Sales Force Expansion Strategies, Sales Force Effectiveness Initiatives, Building Training Infrastructure, and Human Resource Management.
Â·Providing Domestic & Global Marketing Excellence Strategies that include: Building Value Proposition Initiatives, New Product Development Consultation, and Global Market Research Intelligence.
Â·Working with individual sales leaders in the pharma, medical devices and CPG industries on developing strategic business plans that feature Sales Leadership and Marketing Excellence.