Experience

ECR Pharmaceuticals

• United States
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• Vice President of National Accounts

  • Jan 2012 - Present

  • Promoted four times from National Director of Sales and Development (10/12-01/13); to Vice-President of Sales (01/13-05/13); to Vice-President of National Accounts (05/13-08/13); to a self-created position as to Vice President of National Accounts (05/13-08/13); within a 2-year period. • Encountered business challenges for a company losing $2-$3 million a year beyond their operational reach and grew sales dramatically from $16 million to approximately $31 million in less than two years of tenure. • Established a self-created position as Vice President of Pharmacy Relations to recruit, build and groom a team of high-performing sales people that contributed to significant sales performance. • Specialized in multiple spheres providing executive direction, turnaround and business/channel development through budget management, forecasting, strategy development, and competitive market analysis. • Developed a secure distribution system to protect high-cost pharmaceuticals that resulted in new business. • Expanded customer client base about 40% by redesigning and initiating new business strategies, in addition to recruiting 20 more high performing sales people to penetrate Ohio, New York, Maryland, and Florida gaining more regional and national coverage. • Introduced control measures to reinforce standard operating procedures and established a standardized disciplined operational platform improving employee performance and internal operations. • Established new sales division and built high-performing sales teams that contributed to significant performance that earned constant recognition for achieving records of increased sales and revenue, penetrating and expanding markets, attaining new accounts and executing new programs. • Analyzed territory’s performance and continuously enhanced optimization to avoid leaving untapped revenue on the table for competitors. Show less



PediatRx Oncology Inc.

• Director of Sales-Northeast

  • Jan 2010 - Jan 2012

  • Promoted two new products, Granisol and Aquoral by having direct interaction with Oncology physicians in the Northeast, which created new sales opportunities increasing revenues and market shares by 19%. • Impacted revenue by minimizing time and effort on low potential customers, which improved opportunities with high potential customers maximizing account development. • Exemplified extensive business development, budget management, customer service, forecasting, and strategy development achieving accomplished recognition. • Employed hands-on leadership in KOL physician recruitment and development by directing and supervising high performing individuals to penetrate new markets, capture market share, and acquire new accounts to accelerate revenue growth. Show less



Dexo US, LLC,

• Vice-President of Sales & Marketing

  • Jan 2007 - Dec 2009

  • Recruited to direct the Managed Care and National Accounts, including all P & L Responsibilities. • Commenced immediate business strategies and operational initiatives and efficiencies to achieve a strong corporate infrastructure, in addition to implementing an action plan by aligning an executive team. • Designed and deployed an interim sales force and an operational plan with integration initiatives which created more equitable territories producing excellent new revenue streams. • Led each team, as CSO in various sales strategies to field marketing and sales by assessing, analyzing, and implementing systems and theories based on the current market trends. Show less



Connetics Corp. (PediaMed),

• Regional Sales Director

  • Jan 2004 - Dec 2006

  • Constructed and developed the growth strategy in the formation of a new District, including recruiting and training of Territory Managers which expanded the District into a 17 State Region. • Inaugurated a new sales division specializing in the marketing of PediaMed’s and Allergan’s (co-marketing) products to Pediatricians. • Cultivated market shares from “0” to 11% in the Pediatric Acne Market by identifying the real market potential in the pediatric market. • Transformed and led underperforming Territory Managers who became over achievers within eight months and attained the President’s Club (top 7%) by implementing innovative strategies and initiatives. Show less



Pfizer, Inc. (Pharmacia Corporation),

• Sr. Institutional Sales Consultant

  • Jan 1998 - Dec 2003

  • Managed sales by creating a growth strategy and implementation plan for contracting with all major hospitals, including “Harvard” teaching institutions in the Boston area for Zyvox and Fragmin product lines. • Augmented the Zyvox’s market share from “0” to an average share of 16% in the Boston area Hospitals with a 22% share at Mass General Hospital while cultivating Fragmin’s market share from “0” to 85% at Mt. Auburn and 90% at the Mass General Hospital. • Promoted to the Hospital District Manager in September 2002 after successfully completing the Pharmacia’s District Sales Manager Assessment Program. • Achieved formulary inclusion and assisted in the protocol development at the hospital level by consulting and negotiating with senior institutional thought leaders, including the approval for Zyvox at all targeted hospitals. Show less



Professional Detailing Network

• District Sales Manager / National Sales Trainer

  • Jan 1996 - Dec 1998

  • Managed flexible workforce projects for major pharmaceutical companies involving all facets of recruitment, staffing, training and development, as well as supervising a staff of 16 direct reports. • Directed the entire Northeast operations for an $8 million Abbott Lab’s project, the largest program in Abbott’s history that involved a start-up operation with a workforce of 140 Sales Reps to promote antibiotic, Biaxin. • Executed simultaneously with the Abbott project, a $13 million nationwide start-up for Organon Inc., which involved 233 sales professionals promoting a CNS product (Remeron) to Psychiatrists. • Recognized and selected to be the National Sales Trainer on antibiotic products for Abbott Labs and in the neuroscience products for Organon Inc. Show less



Bock Pharmacal Co.

• National Account & Managed Care Account Executive

  • Jan 1989 - Dec 1996

  National Account & Managed Care Account Executive (1995 - 1996) • Led the newly formed Managed Care Department for the New England and upstate New York Region. • Negotiated and contracted with MCO’s for formulary inclusion of the Bock product line, consisting of antibiotics, prescription cough syrups, allergy medications and vitamins, in addition to the distribution of new and existing products with leading drug store chains including CVS, Rite Aid, Brooks and Fays. • Established Prenate 90 and Polyhistine DM as #1 in market share within 18 months of their introductions with both ranking among the Top 20 drugs for new prescriptions (1995). District Sales Manager (1992 - 1995) • Commenced the Northeastern operations generating over $2.5 million in annual revenue with a $600k budget. • Achieved 100% of district sales objectives in 1993, the only one of 5 out of 23 districts and in 1994, the only one out of 7 districts by implementing strong sales techniques and developing 10 sales reps who became high performers. • Executed an organizational and transformation change that involved 50% of management and team replacement with new initiatives when restructuring the leadership teams. Professional Sales Representative (1989 - 1992) • Assisted in establishing market share in the newly formed Omaha, NE territory which consistently achieved over 150% of sales objectives, earning multiple Peak Performer Awards. Show less