Experience

RoundTable Healthcare Partners

• United States
• Venture Capital and Private Equity Principals
• 1 - 100 Employee

• SVP, Commercial Development/Consumer Healthcare

  • Dec 2017 - Present



Fleet Laboratories

• United States
• Manufacturing
• 100 - 200 Employee

• Vice President Sales

  • Aug 2015 - Jan 2017

  An executive officer and Leader of the entire North American Selling function reporting to the CEO. Developed and Implemented a sales transformation strategy that moved Fleet from a transactional sales organization to a strategic category/brand building partner with retailers. Responsible for (13) sales associates (70% new associates and 30% legacy associates) with (5) direct reports: (3) Sales Channels, (1) Customer Strategy & Insights, (1) Sales Operations & Planning. Gross Revenue responsibility of + $250M. - Industry Leading Sales, Consumption & Distribution Growth: . - 2015 +9.5% - 2016 +8.6% - Consumption: Outpacing category consumption: - 2015 +6.1% iri mulo, 52 weeks ending 2015 - 2016 +5.7% iri mulo, 52 weeks ending 2016 - Distribution Points: Outpacing industry average:. - 2015 +12.8% - 2016 + 9.3% - Operational Excellence Performance: Two years of double digit EBITDA growth: - 2015 +25.2% - 2016 +18.7% Show less



GSK

• United Kingdom
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Chief Customer Officer

  • Mar 2015 - Aug 2015

  Leader of the entire Selling function reporting to the President of North America. Responsible for the strategy/structure creation/integration and for the talent selection process for the USA Sales function of the new GSK. The new company is product of a joint-venture between Novartis Consumer Health care and GlaxoSmithKline Consumer Health Care that occurred in March of 2015. Leader of the entire Selling function reporting to the President of North America. Responsible for the strategy/structure creation/integration and for the talent selection process for the USA Sales function of the new GSK. The new company is product of a joint-venture between Novartis Consumer Health care and GlaxoSmithKline Consumer Health Care that occurred in March of 2015.



Novartis

• Switzerland
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Head of Sales, USA

  • Feb 2014 - Mar 2015

  Leader of the entire Selling function reporting to the Division Head and a member of the North American Leadership Team (NALT). Responsible for +140 associates through (5) direct reports (Fields Sales, Customer Strategy, Sales Operations) and (2) indirect reports (Finance and Human Resources) with full P&L responsibility and Gross revenue of $800M. Additional responsibilities include leading the strategic cross-sector/cross-functional business alignment with all Novartis companies with major US retailers.• NCH Recognized as the fastest growing OTC company in the USA growing 3x’s the market in 2014. • Created and implemented the sales strategy for returning brands to market after product recalls that has been reapplied globally and been recognized by industry. (Sku Rationalization, Item/Price to Equity based promotion, Personalization/Differentiation focused, Sustainable Supply Chain). • Drove an increase in Operating Excellence by lowering Sales operating budget by 15%.• Global Shopper Marketing Chair- responsible for leading/Integrating shopper marketing capabilities globally as part of NCH’s commitment to Global Sales Excellence. • Expanded and enhanced the Sales succession planning and performance management strategy to ensure 100% of associates were included. • CHPA Retail Liaison Committee (RLC) Chair- Responsible for transforming the RLC and creating a three year business plan that transformed the committee approach and effectiveness. Show less

• Vice President, Field Sales

  • Nov 2013 - Feb 2014

  Field Sales is comprised of the Mass Channel, Drug Channel and Food/Alternative Channel. Responsible for all customers along with 102 associates through 3 Channel Vice-Presidents with full P&L responsibility and Gross revenue of $800M.

• Vice-President Mass/Club Channel

  • Apr 2012 - Nov 2013

  Leader of the OTC business in the Mass and Club Channel for Novartis Consumer Healthcare. This critical channel consists of Walmart, Target, Costco, Sam’s and BJ’s. Additional responsibilities include strategic cross-sector/cross-functional business alignment with all Novartis companies. Leading a team of 31 associates through 6 direct reports with full P&L responsibility with gross revenue of $300M.• Transformed Novartis Mass/Club channel from a transactional to a strategic sales model, upgraded the talent at the Sales Director level and account manager level to build a high performing team and culture. • Delivered a Club Strategy that revolutionized the company’s approach to delivering profitable sales and market share growth from the club channel.• Lead the integration of data systems to ensure speed and data integrity that leverages strong analytics focus to the entire business from sales to supply chain.• Lead the first ever USA/Canada strategic alignment session for Walmart, Target and Costco. This meeting delivered synergies in resources and focus to deliver profitable growth for Canadian and the USA businesses. Show less



GSK

• United Kingdom
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Vice-President of Sales- and Commercial Planning

  • Aug 2009 - Apr 2012

  Leader for all three of GSK’s Consumer Health Care Sales organizations: retailer/customer headquarter, broker sales, and expert (dental and pharmacy) sales. Additional responsibilities include strategic, financial and joint business planning for the entire Canadian Consumer Health Care operation. Leading a team 50 associates through 6 direct reports with full P&L responsibility for revenue of $209M. • Transformed GSK’s commercial sales organization (retail/headquarter and broker) from a transactional to a strategic sales model, segmenting customers and redeploying both human and organizational resources in order to align with the new strategy. - Grew overall 2010 broker and commercial sales by +6.4%, grew consumption by +7% (exceeding industry averages by 50%). - Streamlined workforce by 41% driving down cost of sales as a percentage of net sales from 7.5% to 2.9%. - Created and implemented GSK negotiation guidelines that transformed the organization’s approach to retailer negotiations. Reduced Trade investment by 1% and increased contribution margin by +7%. - Led the business in achieving GlaxoSmithKline’s first ever Shoppers Drug Mart Vendor of the Year and was finalist for Walmart Vendor of the year award. • Created and launched an innovative expert sales strategy focusing on key opinion leaders, teaching schools and targeted professional groups. - Re-deployed the dental detailing force to optimize sampling and re-target Dental Health Professional practices, increasing the business +8%. - Launched the first ever electronic detailing platform to our dental detailing organization utilizing the iPad technology. - Developed an innovative pharmacy strategy that integrated the RX and OTC departments that was formally recognized by London Drug and Shopper Drug Mart as best in class and resulted in +30% sales and profit growth for Abreva and Biotene. Show less



GSK

• United Kingdom
• Pharmaceutical Manufacturing
• 700 & Above Employee

• VP/GM, Wal-Mart Inc.

  • 2004 - 2009

  Built and led the transformation of GSK’s Walmart Inc. business from a collaborative domestic business to a strategic global partnership. Had complete P&L responsibility for Walmart’s USA business (+$500M) and was an influential partner in its international business (a further +$141M). Was also Co-Chairman of GSK’s “Global Customer Committee”, providing leadership and guidance in the standardization of GSK Consumer Health Care’s approach to global retailers (Walmart/Sam’s Club, Tesco, Carrefour, A. S. Watson, and Costco). • Built an alignment strategy from the CEO down beginning with the first ever for GSK CEO Forum between Walmart’s Lee Scott and GSK’s Andrew Witty and their executive teams. This led to significantly improved relationships and corporate alignment and cemented the strategic partnership. • Integrated (8) cross-functional units (Pharmaceutical and Headquarter Sales, Supply/Logistics, Category Management, Shopper/Customer Marketing, Business Development, Retail Operations and International) to achieve/exceed our mutual partnership goals and objectives. Grew sales CAGR by +$120M during this period. • Built world-class organizational capability through the creation of in store brand generics which complimented rather than competed with existing GSK brands and led to profitability for both organizations. Brands included Panadol, Aquafresh Mouthwash, Vivarin Mental Energy Drink, and Relion Ventolin. Generics were sold under the Equate brand and included Nicotine Replacement Therapy, Whitening Strips and toothbrushes. • Partnered with Walmart in the creation of their Health and Wellness strategy which gave GSK a strategic advantage in driving efficiency through a 24 month joint business planning process resulting in Walmart becoming GSK’s #1 customer in sales volume, profit volume and profit margin. Show less



GSK Consumer Healthcare

• Greater Pittsburgh Area

• Sr. Director, Food Channel and Oral Care Sales

  • 2003 - 2004

  Led a cross-functional, 60 person matrix organization with a vertical focus on the Food Channel and a horizontal focus on the Oral Care portfolio. • Exceeded Oral Care Sales objectives by 9% and exceeded profit objectives by 6%. • Exceeded Food team Sales objectives by 10% and exceeded profit objectives by 7%. Led a cross-functional, 60 person matrix organization with a vertical focus on the Food Channel and a horizontal focus on the Oral Care portfolio. • Exceeded Oral Care Sales objectives by 9% and exceeded profit objectives by 6%. • Exceeded Food team Sales objectives by 10% and exceeded profit objectives by 7%.



GSK Consumer Healthcare

• Director, Food Channel

  • 2001 - 2002

  Led a vertically focused sales organization that focused on driving sales results and objectives for GSK food class of trade. Repositioned the role of the food channel to deliver increased effectiveness and efficiency for the $381M P&L.• Reorganized the Food Channel achieved increase net contribution of +3%.• Implemented Sarbanes-Oxley guidelines for the business.

• Sr. Brand Equity Manager, Aquafresh Toothpaste

  • 2000 - 2002

  Responsible for the complete brand management of GSK’s Flagship brand, Aquafresh toothpaste. • Expanded the Aquafresh brand by creating/launching Aquafresh Extreme Clean toothpaste. Extreme Clean Step changed growth for the brand by doubling Aquafresh category market share from 5% to 10% share.• Created Aquafresh "Floss n' Cap". This launch was named as Business Weeks’ Top 20 Innovations of the Year in 2002.



Smithkline Beecham Consumer Healthcare

• Director, Mass Channel

  • 1998 - 2000

  Responsible for Smithkline Beecham’s Walmart, Sam’s club domestic business and retail broker.

• Sr. Team Leader/Team Leader Walmart & Sam's USA

  • 1996 - 1998

  Responsible for the sales development of Walmart & Sam’s club domestic business for Smithkline Beecham.

• National Account Manager, Drug Class of Trade

  • 1993 - 1996

  Responsible for the sales development of National account customers, Eckerd Drugs and Rite Aid for Smithkline Beecham.



Beecham Products/Smithkline

• Tampa/St. Petersburg, Florida Area

• Corporate Account Manager, Territory Manager, and Key Account Manager

  • 1987 - 1993

  Prior to 1993 held additional positions of responsibility with SmithKline Beecham and Beecham Products including Corporate Account Manager, Territory Manager, and KEY Account Manager. Prior to 1993 held additional positions of responsibility with SmithKline Beecham and Beecham Products including Corporate Account Manager, Territory Manager, and KEY Account Manager.