SENIOR-LEVEL SALES AND MARKETING PROFESSIONAL
Information Technology / Healthcare/Pharma / Online Digital Marketing

EXECUTIVE SUMMARY

Innovative business strategist and corporate leader of enterprise-wide initiatives that develop highly differentiated brands resulting in optimized revenue generation and sustainable growth. Driver and champion of transformational programs designed to gain executive sponsorship, build internal support at all levels and deliver exceptional results.

CORE COMPETENCIES

• Strategic Planning & Analysis
• Sales Account Management
• Customer Relationship Management
• Lead & Revenue Generation
• Branding/Product Marketing & Launch
• P&L Budget Management
• New Business Development
• Multi-Channel Sales Design
• Advertising, Web Marketing and Promotion
• Online Digital Marketing Techniques

Confidential, Carle Place, NY 2005-2007, 2008-Present
Provider of strategic marketing and business development services to high-tech firms seeking expertise on market expansion, channel development, lead generation, product launches and corporate branding.
Business Development Consultant
Executive marketing consultant retained by major corporations to devise business plans and go-to-market strategies, classify prospective market opportunities, conduct market research, create sales collateral and enhance CRM database and tactical sales support. Examples of recent client engagements include:

• Developing a go-to-market strategy for global web e-Commerce technology firm: Generated strategies to capture market share for remote PC support services, which entailed developing a marketing plan that targets Small and Medium Enterprise (SME) customers. This initiative increased sales by 7%, diminished costs, and enhanced staff productivity.
• Establishing a 3-tier global distributor program for global manufacturer of biomedical testing equipment: Modernized the CRM database and created new marketing campaigns designed to enhance direct mail promotions and lead generation. This project improved lead generation by 10%, gaining 10 new global resellers and elevating staff productivity.
• Spearheading market expansion for a leading e-learning technology vendor: Generated a market opportunity study and developed a go-to-market strategy into the pharmaceutical and health insurance markets. Created lead generation activities and new branded product solutions for addressing customer needs within targeted market segments. This business road map increased sales through the acquisition of a new HMO client, decreased costs, and improved planning and decision making capabilities.

Confidential, Melville, NY 2007-2008
$75M, 200 employee business process outsourcing (BPO) provider of online content management systems, cloud-based digital publishing and fulfillment management, IT database integration and direct marketer of personalized communications for managed care health plans, pharmaceutical brand advertisers, health and wellness providers and patient education firms.
Director of Business Development
Executive charged with steering continuous business development and corporate expansion to pursue new sources of revenue beyond the firm’s primary focus in the financial services industry. Created an opportunity analysis report and go-to-market strategy for acquiring new business accounts within the healthcare insurance and pharmaceutical industries.

• Created six direct mail campaigns that led to the attainment of sales forecast objectives and the acquisition of an acclaimed top-10 health insurance company.
• Directed sales team that captured three multi-million dollar strategic customer accounts including a global weight loss membership organization and global clinical laboratory firm.
• Developed a CRM prospect database and marketing program that increased sales lead generation activity by over 25%.
• Launched six new branded solutions targeting high-growth healthcare areas including patient education & compliance, consumer directed healthcare, health & wellness programs and member enrollment.

Confidential , Port Washington, NY 2004-2005
$600M, 300 employee pharmacy benefits management (PBM) provider firm of prescription drug programs and electronic claims processing for employees of employer groups, local governments, trade unions, HMOs and third-party administrators
Vice President of Sales
6 Direct Reports and 12 Indirect Reports
Senior sales executive with responsibility for creating business progression and roll-out plans based on competitive, product and market intelligence.

• Formed and instituted nationwide sales territories, job responsibilities, pricing and compensation plans.
• Implemented new automated systems to improve Sales Force Automation (SFA) and Request for Proposal (RFP) generation.
• Directed enterprise-wide implementation and use of a CRM system that improved the speed and responsiveness of sales order entry, quotations and configuration pricing.
• Expanded team selling interaction with customer service personnel to encourage client up-sell/retention

Confidential (Subsidiary company of Medi-Promotions Inc.) Hasbrouck Hts., NJ 1999-2004
A point-of-care Smartphone application provider of mobile physician tools and messaging services containing electronic prescribing, drug brand and medical information content and text messaging capabilities incorporating opt-in pharmaceutical advertising and message campaigns.
Vice President and General Manager
6 Direct Reports, 8 Indirect Reports, $1.5M Annual Budget
Senior executive appointed to lead a “best-in-class” initiative to deliver pioneering wireless text advertising, drug messages and electronic prescribing capabilities to physicians employing cell phones and wireless mobile devices.

• Generated a comprehensive strategic business plan, new product commercial assessment and functional product specifications for launching an innovative new market capability for conducting to direct-to-professional communications
• Negotiated six charter sponsor agreements with major pharmaceutical firms.
• Developed market & product forecasting and user trials to furnish accurate ROI measurement and reporting metrics for “proof of concept” and investment analysis.
• Captured supplier agreements with top U.S. technology providers to include Verizon Wireless, PwC Consulting, IBM Global Services, Intel Corporation and Kyocera Wireless.
• Instituted an operations infrastructure to support continual account management, advertising campaign result analysis and customer service & support.

Confidential, Basking Ridge, NJ 1997-1999
A $56B global telecommunications provider of voice and data networking equipment solutions to service providers and enterprise businesses
Global Marketing Director
Directed efforts to establish a pioneering market position in the evolving global market for Internet Voice Telephony (Voice-Over-IP or VoIP) solutions targeting business enterprises, consumers and ‘next generation’ service carriers.

• Expanded the global partnership with Sun Microsystems, a leading hardware systems vendor.
• Collected market intelligence and developed market strategies for the voice and data convergence.

Confidential, Babylon, NY 1993-1997
A start up healthcare technology vendor of clinical PC software applications comprising a pioneering electronic health record (EHR) system for transferring patient clinical transactions between physician offices, hospital networks and laboratory information systems.
Vice President of Sales and Marketing
5 Direct Reports, 4 Indirect Reports, $3.7 M Sales
Created an innovative marketing plan and “Intel inside” branding strategy which led to the establishment of cross-selling referrals and direct selling relationships with the majority of hospital information technology firms

• Directed the launch of a nationwide direct sales and reseller network, doubling annual sales within one year
• Hired, training and managed a direct sales staff of four regional managers
• Established strategic reseller agreements with renowned world class healthcare organizations and technology leaders including the Mayo Clinic, Eli Lilly & Co. and McKesson Inc.
• Served as knowledge expert and guest speaker to major hospital organizations comprised of C-level executives on the topic of the establishing EHRs and regional healthcare networks

Confidential, Garden City, NY 1988-1993
$4B global software vendor of world class information systems management, database and application software solutions to business enterprises
Director of Marketing
15 Direct Reports, Total Staff of 110
Digital Systems Group generated $100M worldwide
Directed global sales and strategic market development for the “mid-range systems segment” which represented the second largest market segment after mainframe systems, the firm’s predominant focus

• Spearheaded the restructuring and launch of the Digital Equipment Corp. (DEC) mid-range systems division, propelling a 50% annual revenue increase within 18 months and a doubling in global market share.
• Expanded the worldwide strategic alliance with DEC including joint cooperative marketing programs and forging a business relationship between the company CEOs.
• Led corporate rebranding and product strategy development for newly acquired businesses

Master of Business Administration in Finance,Confidential at C.W. Post Center, Brookville, NY

Bachelor of Science Marketing Management with an additional concentration in Computer Science
Confidential , Bronx, NY