SUMMARY

• A results driven and versatile commercial operations and finance leader with both strategic and operational expertise having successfully built teams and organizational capabilities in growing, developing, and mature organizations.

TECHNICAL SKILLS

• IMS Rx and Claims data including NPA
• NSP
• DDD
• HCOS and One - Key data; MS Office applications including Excel
• Word
• PowerPoint
• Access
• Project
• Visio; ERP Systems experience including SAP and JDE; Business Intelligence Tools including SAP Business Objects
• Hyperion
• Essbase
• TM1 and Cognos applications; Forecasting and Demand Planning Software including DemandWorks
• Autobox and ForecastPro; Data analysis tools including Minitab
• SPSS and IMS SMART; Completed Green Belt training and other statistical and forecasting training.

PROFESSIONAL EXPERIENCE

Confidential

Director, Sales Operations

Responsibilities:

• Commercial Operations and Effectiveness department responsible for project management, field sales technology, field deployment and support, segmentation/targeting/alignments/call planning, and digital marketing technology. Implemented and administered Oracle CRM on Demand and Disconnected Mobile Sales. Performed SFE analyses resulting in improved sales results, promotional response capabilities and Eloqua digital marketing are in development.
• Commercial Data and Analytics teams responsible for business intelligence, master data, internal sales data and external third party data supporting the marketing, field sales, national accounts, and commercial operations teams. Implemented IMS Nucleus 360 master data software, implemented dashboards and KPI’s for product launch tracking and key product performance, implemented advanced and channel analytics utilizing SAS and other tools, implemented use of IMS national and subnational data across several business processes, and implemented internal and field sales and market share analytics.
• Commercial Training and Development department responsible for all sales & marketing training for field representatives, field management, and home office including curriculum design, selling skills, product training, content development, and certifications. Led project management and content development for national and regional sales meetings and developed new hire training curriculum and content for field sales, field management, and home office.
• Incentive Compensation department responsible for field sales, field management, and national accounts teams IC design and administration. Developed and administered the company’s first field sales and field management territory based IC plan and administered and improved national accounts IC resulting in a more equitable compensation plan that was better aligned to business results.
• Commercial Contracts Pricing and Administration teams responsible for all commercial contracts including wholesaler, GPO, institutional, managed markets contracts, and government contracts. Implementing and enhanced a number of policies and procedures, developed and improved government contracting team expertise, successfully renegotiated numerous contract terms & conditions and received several product awards.
• Customer Operations and Service teams responsible for order management and processing, reverse logistics, and claims. Implemented CSOS(electronic controlled substance ordering system), and improved policies and procedures for order management, claims management, reverse logistics, and customer calls resulting in increased efficiencies and improved customer satisfaction and KPI’s.

Confidential

Sr. Director, Sales Operations; Director, Sales Operations; Director

Responsibilities:

• Led Global Commercial Business Planning including short term and long term strategic and operational plans for New Product Launches by coordinating with sales, marketing, operations, and R&D to ensure successful product launches.
• Responsible for Commercial Strategy including go to market strategies for new product launches and commercialized products. Successfully launched Carisome Prostate product and internally collaborated to optimize reimbursement.
• Led Global Commercial Operations and Effectiveness responsible for project management, field sales technology, field deployment and support, fleet management, and segmentation/targeting/alignments/call planning. Implemented and administered Oracle CRM on Demand, Contact on Demand, and Disconnected mobile sales, performed periodic segmentation/targeting/alignment/call planning analyses, and developed promotional response capabilities. Utilized medical claims and Rx data to perform potential assessments, segmentation, targeting, and territory alignments and presented at the PMSA annual conference.
• Led Commercial Data & Analytics team responsible for business intelligence, master data, internal sales data and external third party data supporting the marketing, field sales, and commercial operations teams by implementing and performing dashboards and KPI’s for product launch tracking and sales analysis.
• Led Commercial Training and Development team responsible for all sales & marketing training for field representatives, field management, and home office including curriculum design, selling skills, product training, content development, and certifications. Led project management and content development for national and regional sales meetings, developed new hire training curriculum and content, developed home office training curriculum and content.
• Led Incentive Compensation team with responsibility for field sales and field management IC design and administration. Redesigned IC plans resulting in a more equitable compensation plan that was better aligned to business results.
• Led Demand Planning & Forecasting department and implemented statistical based forecasting and monte carlo simulations improving forecast accuracy and analysis.
• Implemented Sales & Operations Planning processes with responsibility for commercial operations.

Confidential

Director, Product Marketing; Associate Director

Responsibilities:

• Developed Commercial Strategy including go to market strategies for new product launches and commercialized products. Successfully launched numerous generic products including PIV and AG that maximized market share and profitability. Developed strategies that successfully retained business and maximized profits as competition and market events occurred.
• Led Marketing team for the commercial generic division including marketing and advertising, life cycle management, launch planning, and portfolio rationalization activities. Streamlined product portfolio resulting in increased operational efficiencies and improved profitability. Championed successful co-branded advertising campaigns. Led commercial operations as the cross functional lead with sales, supply chain, operations, business development, finance, and 3rd party partners.
• Responsible for Commercial Data & Analytics that designed, developed, and implemented Hyperion Essbase applications to increase transparency of product and customer profitability that incorporated IMS, FDA, and Internal Sales and Financial data. Partnered with national accounts executives to develop standard customer analytics for outside field representatives and implemented channel analytics utilizing 852/867 data. Responsible for Market Research including conducting secondary market research utilizing IMS data and monitoring publically available FDA and patent data.
• Led team responsible for Contracts & Pricing analytics with pricing committee oversight. Led initiatives to improve analytics and increase customer pricing controls resulting in improved transparency of pricing deals, more streamlined processes, improved analytics, and increased profitability. Finance lead responsible for customer pricing decisions and later commercial lead that reviewed, made recommendations, and approved major customer pricing decisions as required. Developed and implemented promotional pricing programs.
• Led Demand Planning and Forecasting team responsible for price and volume forecasts. Improved techniques by implementing statistical time series forecasting and causal modeling, performing major upgrades to Hyperion Essbase forecasting software and financial systems, and implementing DemandWorks, Autobox, and Smoothie forecasting tools. Led Sales Operations & Planning processes resulting in significantly reduced product write-offs and excess inventory.
• Performed Financial Planning and Analysis for both all divisions, new and commercial products, including short term and long term strategic financial forecasts and budgets. Redesigned gross to net accounting within Hyperion Essbase financial reporting systems and provided Business development financial analysis for several licensing and acquisition opportunities.
• Responsible for Incentive Compensation for field sales and management IC design and administration, redesigned IC plans resulting in a more equitable compensation plan that was better aligned to business results.