Experience

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  Revvity

  • United States

  • Global Pricing Leader

    • May 2022 - Present
    • United States

    Expertise: Pricing | Revenue Management | Change Management | Strategic Planning | Price Optimization | Discount Management | Deal & Contract Negotiation Drive price realization across instruments, consumables and reagents in LifeScience and Clinical Diagnostics• Delivered 7% EBIT growth leveraging advanced price modeling & metrics, centralized global pricing function, unified policies & governance, and List Price increases of 9%• Led global kaizens resulting in enhanced CPQ functionality for cross selling & upselling, ecommerce-SFDC integration, and CRM improvements in lead conversions; anticipated 2.5% uplift in 2024 revenues• Delivered an incremental $1M/month in freight recovery; a gap reduction of 40%

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  Caplugs

  • Buffalo/Niagara, New York Area

  • Head, Global Strategic Pricing & Analytics

    • Jan 2019 - May 2022
    • Buffalo/Niagara, New York Area

    Expertise: Pricing | Price Waterfall | Change Management | Strategic Planning | Global lead for pricing across a portfolio of 50,000+ SKU in a high transaction B2B environment.• Delivered 6% EBIT growth through launching a global price book, establishing a centralized global pricing function, price governance & policies, and standardized KPI reporting• Drove 11%% revenue growth by leading three-year strategic planning initiatives across – medical device, lab ware, industrial – through NPI projects and enhanced presence in IVD diagnostics, medical devices, aerospace and electronics markets• Contributed incremental $3.5M in EBIT by launching enterprise-wide analytics in PowerBi and Alteryx by leveraging CRM data to improve sales engagement, customer segmentation, churn prediction, price bundling and value selling

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  Owen & Co. Strategy Consulting, LLC

  • Buffalo/Niagara, New York Area

  • Freelance Consultant

    • 2016 - Jan 2019
    • Buffalo/Niagara, New York Area

    Expertise: Analytical/Life Sciences Asset Management | Multivendor Service Solutions | Pricing | Strategic Planning | Primary & Syndicated Market Research | Due Diligence | Financial Analysis & Modeling | Competitive Intelligence | Innovation | M&A Valuation | Merger integration | Start-ups | CoachingKey Consulting Projects:• Led the development of multi-institutional integrated injury center for a non-for-profit entity. The center is expected to advance injury prevention, streamline knowledge transfer, increase utilization of investment and improve the competitiveness of member institutions. • Drove the intellectual property (IP) strategy and valuation for a start-up focused on improving in-hospital patient care and communication. The next phase of the project will include research grants and additional seed financing• Developed the valuation models and operations forecast model for a medical devices start-up for their airway videolaryngoscopy system; the company was acquired by a private equity firm

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  Siemens Healthineers

  • Greater Chicago Area

  • Director, Strategic Projects

    • 2017 - 2018
    • Greater Chicago Area

    Expertise: CRM Excellence | Sales Force Compensation Planning | Account Management | Change Management | Strategic Planning | VOC Drove strategic initiatives for President of Diagnostics & Point-of-Care Division, $1.2B+ annual revenue, and led cross-functional projects focused in marketing, compensation, restructuring, strategy, and finance. • Led CRM excellence and data mining initiatives to drive business development opportunities • Supported relaunch of Atellica, with sales promotional programs, marketing materials, customer reference site visits• Led development and execution of compensation planning and execution for North American sales force• Drove revenue growth by enhanced prospect customer targeting and leveraging installed base and contracts CRM

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  Thermo Fisher Scientific

  • Greater Milwaukee Area

  • Global Lead, Service Pricing and Analytics

    • 2012 - 2016
    • Greater Milwaukee Area

    Expertise: Multi Vendor Service | Pricing | Account Management | Change Management | Strategic Planning | PPI - Practical Process Improvement Lean Process | Due Diligence | Account Analysis & Modeling | SQL Database Development | Competitive Intelligence | NPI Service Innovation | M&A Valuation | Mentoring | CoachingLed global engagements to develop multi-vendor services pricing, operational and commercial service strategy for self-manufactured and OEM scientific instrumentation; drove revenue growth by $40M+• Led the valuation analyses and modeling for strategic service contact engagements; member of a cross-functional team that negotiated commercial terms resulting in $30M+ of incremental revenue• Drove strategic initiatives to remediate financially challenged contracts; advised and influenced accounts teams to change service operations to mitigate contract losses; $2M+ annual reductions in negative margins• Led a cross functional corporate strategy team to expand our services offerings to new channels including academic, chemical and food/beverage; anticipated 5 yr growth of $50M+• Developed a stage-gated NPI innovation process; a resulting service innovation resulted in revenues of $250k+• Implemented PPI Practical Process Improvement Lean A3 processes and the development of an SQL Big Data analytics Tableau platform to drive account-level decision making, enhanced use of analytics and improve revenue cycle management• Managed 8 pricing professionals that annually executed 15k+ service requests; 50 RFP’s; $200M+ contract renewals

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  Abbott

  • Greater Chicago Area

  • Lead, Global Competitive Intelligence, International Marketing

    • 2011 - 2012
    • Greater Chicago Area

    Expertise: Global Competitive Intelligence | Clinical Trials | Primary Market Research - Physicians, KOL's, Payers | Secondary Market Research | War Gaming | Therapeutic Expertise: RA Rheumatoid Arthritis; Gastroenterology - Ulcerative Colitis, Crohn's Disease; Dermatology - Psoriasis | Biosimilars | Biologics - TNF | M&A Due Diligence | Forecasting | Strategic Planning | Mentoring | CoachingDeployed a global competitive intelligence network to track key competitors, develop insights on their marketing strategies and developed competitive responses to further drive sales of Humira a $9B drug• Led global competitive intelligence initiatives, including tracking scientific presentations, messaging, clinical trials, and investment decisions; resulting sales and marketing strategies were credited with delivering significant growth • Developed international marketing strategies and led war gaming initiatives including the key opinion leader engagements, promotional campaigns and go-to-market strategies for new disease indications• Directed generic defense strategies and brand investments using biosimilar erosion models; the marketing strategies led to the execution of specific downstream marketing messages and activation initiatives, a playbook for global commercial and med-reg, and the basis of initial biosimilar mitigation strategies due to loss of exclusivity

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  MillerCoors

  • Greater Milwaukee Area

  • Manager, Strategy & Integration Management Office

    • 2007 - 2010
    • Greater Milwaukee Area

    Expertise: Post Merger Integration | FMCG | CPG | Nielsen POS Data | Pricing | War Gaming | Distributor Consolidation | SKU Rationalization | Supply Chain Analyses: Glass, Hops, Malt, Natural Gas | Forecasting | Strategic Planning | Business Planning | Chain Account Planning | Mentoring | CoachingDetermined merger synergies that supported the formation of MillerCoors, a $7B+ entity; delivered $150M+ in post-merger synergies in supply chain optimization and distributor network consolidations, and led market planning for $1B regional business unit to support 1% growth in volume and margin vs. -4% industry trends• Led the discounted cash flow (DCF) modeling, analytics and insights initiative for MillerCoors’ route-to-market distributor consolidation strategy which showed post-merger synergies of $300M+• Led strategic planning initiatives to identify and quantify Miller’s “Must Win” markets to drive growth; developed specific product portfolios and investment plans to ensure optimal performance• Modeled global glass supply and developed pricing models to support alternative long-term container strategies; project resulted in a renegotiated $800M/yr glass bottle supply contract• Optimized global commodities contracts - malt, fuel, resulting in cost savings of $18M/yr • Leveraged Nielsen POS data, price gaps, price curves and shopper insights to implement general price increases, and to facilitate annual business planning for chain accounts, and distributors

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  GE Healthcare

  • Greater Milwaukee Area

  • Manager, Global Business Analysis

    • 2006 - 2007
    • Greater Milwaukee Area

    Expertise: Global Market Analyses | Competitive Intelligence | Diagnostic Modality Expertise: MRI, CT, X-ray, Ultrasound | Primary Market Research | Secondary Market Research | Chronic Disease Management | Pay for Performance Metrics | EMR Electronic Medical Records | Medical Devices | M&A Due Diligence | Forecasting | Strategic Planning | CECOR TrainerDrove the development of global cross P&L strategic planning and influenced decision-making impacting near-term incremental revenues in excess of $200M• Led global training for sales & marketing for developing marketing plans and executing growth playbook• Developed and executed the healthcare IT strategy to drive adoption of electronic medical records by physician practices and donation by entities including hospitals, integrated delivery networks and payors; initial results indicate that the strategy could double our market share within the next 18 months• Developed the business plan for the Chronic Disease Management program that will significantly reduce the cost of managing chronic patients while maintaining the quality metrics in a pay-for-performance environment• Redirected $5M in future research by re-directing an atrial fibrillation specific holter monitor program and accelerating the development of a sleep apnea screening device using evidence-based market analytics, financial models and physician research• Redirected the development of a patient monitoring system that resulted in a product portfolio better aligned to customer needs and a cost savings of $2M• Led the analytics initiative for the emerging India and Africa, to define the go-to-market strategies positioning GE as a core healthcare solutions provider vs. individual imaging modalities; a revenue opportunity >$100M over the next 3 years• Trained 150+ sales & marketing personnel in developing, and executing marketing plans resulting in significantly improved commercial plans and go to market strategies

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  IMS Health Management Consulting

  • Greater Philadelphia Area

  • Engagement Manager

    • 2005 - 2006
    • Greater Philadelphia Area

    Determined brand strategy, product positioning, and drug development strategies for a number of pharmaceutical drugs with sales exceeding $1B• Drove brand strategy, positioning, and sales force targeting for Keppra - $1B+ pharmaceutical antiepileptic drug using integrated segmentation; repositioning the brand and the reprioritization of physician targets led to a significant increase in market share • Preserved market share for Actonel, a $2.5B osteoporosis drug, facing new improved entrants, by tracking physician prescribing habits using longitudinal patient data; provided the sales force with appropriate messaging and physician targeting • Determined the development strategy for a late entrant nephrology drug being developed by a Japanese conglomerate; using quantitative research methodologies the value of additional clinical research vs. a delayed launch was clear in improved launch metrics

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  Celltech Pharmaceuticals

  • Rochester, NY

  • Manager, Market Analytics

    • 2003 - 2004
    • Rochester, NY

    Developed the launch strategy of a bio-therapeutic in development and optimized brand performance for Celltech’s portfolio of in-line products exceeding $300M in annual sales• Developed launch strategy and playbook for Phase III biological – Cimzia for the treatment of Crohn’s Disease; managed care, KOL, GI specialist research; executed significant qualitative and quantitative market research, financial modeling, longitudinal patient data analyses and competitive intelligence initiatives• Optimized sales force deployment by reallocating territories and re-focusing on specific physician segments using a quantitative targeting models• Directed consumer strategy and brand positioning by executing extensive consumer research for Celltech’s franchise of OTC products including Delsym

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  Integrated Nano-Technologies

  • Rochester, New York Area

  • Director, Finance

    • 2001 - 2003
    • Rochester, New York Area

    Developed and marketed the company’s business plan based proprietary nano-scale Paladin DNA detection technology and raised over $9M in capital from the sale of private equity.

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  University of Rochester

  • Rochester, New York Area

  • Sr. Manager, Technology Transfer

    • 1998 - 2001
    • Rochester, New York Area

    Established three start-up biotech companies and generated annual revenues in excess of $10M for the University through out-licensing of intellectual property. Managed a portfolio of 200+ patents in the biomedical and life science space. Supported the litigation and settlement of Blue Noise Masking fax technology, and the out-licensing of Prevnar vaccine.

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  The Mattson Jack Group

  • Rochester, New York Area

  • Consultant

    • 1995 - 1998
    • Rochester, New York Area

    Negotiated the acquisition of a biotech firm for $50M and supported global strategic decisions in pharmaceuticals and medical devices through primary research, forecasting and competitive intelligence with physicians, patients, and payors.