Experience

Cressy & Everett Real Estate

• United States
• Real Estate
• 200 - 300 Employee

• REALTOR

  • Sep 2014 - Present



Leaders in Pharmaceutical Sales Management in the Greater Philadelphia Area

• Founder | Pharmaceutical Sales Management

  • Jan 2012 - Aug 2014

  Consulting Projects - Attending Networking Events - Researching Industry Leaders - Tracking Industry Trends- Participating in Industry Discussions Consulting Projects - Attending Networking Events - Researching Industry Leaders - Tracking Industry Trends- Participating in Industry Discussions



Merck

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Senior Marketing Manager | Respiratory Portfolio

  • Mar 2010 - Dec 2011

  Promoted into PCP Marketing role as part of Sales Leadership development plan. Provided brand management / strategic leadership for allergy portion of $5.2B+ franchise: Singulair®, Clarinex®). Created, developed, and directed execution of customer-focused strategy to achieve revenue objectives. Managed profit planning & multi-MM $ budget. ♦Partnered with Asthma Marketing Manager and cross-functional constituents to achieve 2011 $5B revenue target for Singulair®.♦Provided marketing leadership to 27-member loss of exclusivity (LoE) strategy team. Contributed to analyses, recommendations, and execution to maximize Singulair® and Clarinex® revenues in final year of promotion. ♦Drove execution of Clarinex® marketing strategy by three sales teams (Contract Sales Organization, Primary Care, Dermatology) to achieve 2011 $250MM revenue target (only brand exceeding target in 9 product portfolio).♦Drove field execution in partnership with sales leadership and point managers in West & NE regions. Led monthly sessions to enhance communication, collect customer feedback, ensure alignment with strategy, and assess performance against key metrics Regions exceeded plan for 2011♦Conducted new hire marketing training for respiratory brands to accelerate on-boarding and promote understanding of strategies and tactics as well as sales/marketing alignment.♦Used strategic analysis to optimize profits, reduce costs, and maximize return on marketing investments: -Modified coupon and voucher program strategies based on analytics, decreasing costs by 50% (>$1M). -Participated in managed care contract strategy to ensure profitable access through elimination of unprofitable contracts, term renegotiation, and tier selection to maximize brand revenue.

• Senior Integrated Marketing & Sales Unit Manager- Dermatology

  • Dec 2007 - Mar 2010

  Provided US sales and marketing leadership for $165MM specialty-focused brand (Propecia®). Reported directly to Global Brand Leader with accountability for HCP strategy, major account strategy and administration, field sales execution, national sales meetings, sales training and multi-channel marketing planning and execution.♦Achieved planned revenue in 2008; reestablished positive trend in late 2009 with persistence and multi-channel initiatives that overcame negative impact of economic recession on cash pay, cosmetic product (early 2010 continued to show above plan performance). ♦Provided strategic leadership to determine appropriate investment of brand resources: ♦Devised and executed conjoint analysis to assess channel opportunities and mix to maximize brand investments. ♦Enabled allocation of future investments based on proven ROI when budget was cut by 40%Reduced sample utilization by 20+% with positive impact on sales. Re-purposed budget to other marketing needs.♦Demonstrated sales leadership with sales management team as primary stakeholders for job performance evaluation. ♦Earned consistent high ratings for decision-making, leadership, responsiveness, and problem-solving. ♦Developed innovative strategies to motivate and engage reps:Negotiated with Vaccine Division to add Zostavax® to dermatology promotional mix; increased sales and direct "buy and bill" business for Zostavax®.♦Focused team on growth physicians with sales contest (increased sales 25% vs. -5% overall).♦Advanced innovative solutions to drive business in new ways: -Identified and directed strategic initiative with external vendor that allowed for expansion and growth of direct account business by 15% in 2008. -Maintained and grew revenue in “white space” geographies through expansion of call center promotion selling skills and motivation, allowing more efficient use of field sales force. Channel achieved 4:1 ROI.

• Specialty Business Manager/Leader- Regional Account Specialists-Dermatology

  • Dec 2005 - Dec 2007

  Regional and National Accounts Management LeadDirected team of nine RAS’s responsible for key franchise accounts (e.g. HT Specialty clinics, in-office merchandising and KOLs). Managed major account relationships with national & key direct account customers representing over $30MM in annual sales; grew this business segment at 10-12% per year♦Directed teams to >100% plan performance for all seven years as sales manager. Won two Director’s Club Awards in addition to consistent sales and management leadership recognition. ♦Launched Emend® 40mg to Plastic Surgeons and Outpatient Surgical Centers achieving 25%+ market penetration for PONV in under six months and exceeding annual objectives by >200%.

• Specialty Business Manager - Team Lead -Dermatology Specialty Reps

  • Mar 2000 - Dec 2005

  District Business Manager DSR RepsPromoted to Sales Management directly from field sales assignment based on project leadership and sales performance. Focus on recruiting, developing and motivating a highly effective team of 12 Specialty reps in large geographic district generating $50MM of the $165MM revenue for Propecia®. ♦Delivered individualized rep coaching to identify and build on strengths and drive personal and team performance. ♦Developed talent through coaching, competency development, and recognition of achievement. Promoted 13 reps to higher titles, new positions, or HQ assignments during tenure. ♦Fostered an ownership mindset with reps responsible for leading business analysis discussion during field visits.♦Designed new approach to business analysis and routing to improve lagging field execution of brand strategy. Collaborated with marketing & SBD to design workshop and rollout during mid-cycle meetings. Doubled team reach while increasing frequency on most valuable customers during the subsequent 6 month period. ♦Increased focus on most important customers and reduced sales team by nearly 50% through customer-focused geocentric realignment. Aided in business analysis design and provided field perspective on feasibility, timing, communication plan and implementation

• Health Science Associate - Dermatology

  • Nov 1996 - Mar 2000

  Pre-Launch Market & Advocate Development - MPHLSpearheaded advocate development and market preparation pre-launch of Propecia®. -Identified, developed and contracted with thought leaders to support medical education and provided scientific leadership to PC teams.♦Contributed to success of launch in Indiana through support of over 50 physician education programs. ♦Promoted to Senior Specialty Rep after finishing launch year in top 10% nationally (over 130% to plan). ♦Appointed to lead special project (one of seven teams) at headquarters that set dermatology division's objectives for 2000. Also mentored a second project team. Chosen to present entire projects outcomes during national meeting. ♦Recognized for superior performance and received multiple awards (VP Club, Award for Excellence).

• Pharmaceutical Sales Representative -Primary Care, HMO, Hospital

  • Sep 1989 - Nov 1996

  Professional Representative, Managed Care, HospitalManaged office-based territory representing primary care, specialty, and hospital products. Covered large teaching hospital, PPO, staff model HMO, four regional hospitals, retail pharmacy, and local distribution house. Consistently performed above plan performance and received two VP Awards.Awarded MVP-Cluster Leadership Award for planning, coordination of team effort, and performance.