Experience

The Jackson Laboratory

• United States
• Biotechnology Research
• 700 & Above Employee

• Strategic Sales Enablement & Education Manager

  • May 2022 - Present

  Empowering my team by developing strategic development curriculum. Empowering my team by developing strategic development curriculum.



Movora

• Veterinary Services
• 1 - 100 Employee

• Business Operations Manager

  • May 2021 - May 2022

  • Hired to lead U.S. sales, customer service and operations teams through corporate merger of 3 major companies in the global veterinary orthopedic market. • Determine critical M&A issues and advise C-suite on strategic solutions impacting business operations and cost reductions; successfully generated several thousand dollars in cost savings. • Restructured roles, responsibilities, and workflows by optimizing employee strengths and interests, resulting in improved staff engagement and retention. • Oversee relocation of distribution and customer service functions to sister company in Florida. • Manage major expansion (+33% space) of a state-of-the-art education center in Boston, offering hands-on training in veterinary orthopedics, creating one of the largest veterinary surgical training centers in the world. • Developed classroom space and full-service surgical suite with multiple tables equipped with the latest technology including laptops, audiovisual equipment for filming, demo station, wet lab, and dedicated x-ray space. • Established 9 educational programs with top teaching surgeons demonstrating new procedures; developed and ran wet labs for K9 joint replacement and fracture repair including multiple options for the hip and stifle. • Oversee U.S. and Canadian sales for Kyon products (implants and instruments) with sales team generating a 13% increase in sales over 12-month period and increasing personal sales by 11% compared to predecessor. • Administer business operations including inventory management, order processing, fulfillment and shipping for U.S., Canada, and South America. • Generate sales opportunities through conference offerings; plan and coordinate demonstrations by key leaders in veterinary medical technology through creation of onsite wet labs at veterinary conferences.



UPS

• United States
• Truck Transportation
• 700 & Above Employee

• Account Executive

  • Jan 2019 - May 2021

  • Directly managed territory of 114 accounts with a logistics spend of $15K-200K throughout Vermont for the world’s largest package delivery company and global provider of transport, technical solutions, and logistics services. • Hired into underperforming territory and used analytical skills and strategy to increase revenue by 20% in first 12 months, generated an additional $1.2M in sales while working cooperatively with operations. • Provided customer support using interpersonal skills to address embedded product, transport service or technical concerns, creating customer engagement; completed productive marketing campaigns. • Successfully achieved YTD sales quota for 2020: 100.9% to volume, 111.6% to revenue and 110.6% revenue/piece. • Mastered multiple manufacturing styles and industries; successfully utilized expertise to exceed financial targets, created award winning presentations using MS Office and shared insights with the team.



Otterside Animal Hospital

• United States
• Veterinary Services
• 1 - 100 Employee

• Owner

  • Apr 2016 - Dec 2018

  • Created a partnership to purchase, turn-around and sell an underperforming animal hospital. • Expanded revenue 25% year over year by training staff in effective sales techniques; revenue increased from $726K to $1M in year one and $1M to $1.25M in year two, increasing pharmacy sales annually utilizing business plans. • Turned around company’s failing inventory management system within 18 months from $2.6M to industry gold standard of $420K, by creating and implementing an annual budget, with targets for weekly and monthly spends. • Managed pharmacy, laboratory, and capital equipment procurement. • Successfully hired, trained, and managed full hospital staff, including DVMs; designed and performed annual performance reviews to enhance employee development and increase company standards in communication.



Elanco

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Senior Territory Sales Manager

  • Nov 2012 - Feb 2015

  • Managed territory with 500+ veterinary accounts throughout New England and eastern New York State. • Served as business consultant to largest practices by facilitating bi-monthly meetings with groups of competitors to brainstorm and resolve business issues spanning HR, training, financial, legal, time management and compliance. • Proactively created and presented training programs for largest practice management groups based upon common business requirements; sourced and procured subject matter experts for programs with up to 100 attendees. • Traveled to secure 52 new accounts, each with a unique business relationship with Elanco products. • Utilized clinical experience and strategy; demonstrated for front office staff in every new account how to utilize customer-facing sales skills to upsell customers, resulting in increased purchase orders for sales territory.



Novartis Animal Health

• Vermont & New Hampshire

• Senior Territory Sales Manager

  • Sep 2007 - Jan 2012

  • Promoted from human pharmaceutical sales into animal health sales due to exemplary performance. • Grew sales and increased product penetration in VT/NH territory, starting in 2007 with a $726K goal to finishing 2011 with more than $1M in sales. • Ranked #18 of 194 Sales Representatives nationally; ranked #7 in the Region and #2 of 10 in the district to goals. • Sustained double digit growth rates annually from 2008-2012 while surpassing all performance metrics. • Served as marketing, computer training, MS Office, and CRM liaison to district team of 10 sales representatives. • Proposed to corporate management the creation of new practice managers group for largest accounts in Northern and Southern Vermont; upon approval, implemented program of bi-monthly business meetings.



NOVARTIS PHARMACUETICALS CORPORATION

• Hospital Sales Specialist

  • Jun 2006 - Sep 2007

  • Developed and trained national and research physicians as Key Opinion Leaders to represent specific products and provide continuing education and technical training to groups of doctors in academia and clinical settings. • Negotiated a formulary change in Enterprise Accounts from competitive products through cadence in territory management and innovative ability to solve problems. • Nominated for Leadership Development Program recognized as self-motivated and having good judgement. • Developed and trained national and research physicians as Key Opinion Leaders to represent specific products and provide continuing education and technical training to groups of doctors in academia and clinical settings. • Negotiated a formulary change in Enterprise Accounts from competitive products through cadence in territory management and innovative ability to solve problems. • Nominated for Leadership Development Program recognized as self-motivated and having good judgement.