Executive leader, with 18+ years of diverse pharmaceutical sales, and sales management experience. Track record of
superior performance, achieved through strategic business planning, strong sales team leadership, successful P&L
management & a focused ability to develop and manage executive/senior managerial level business relationships.
Fortune 500 company sales background
Internal/External strategic business planning
Project management Sales team management & leadership Leadership/communication skills Strong public speaker P&L/Budgeting expertise PhRMA Code Compliance Market research and sales analysis Contract review & negotiation CRM system expert Core Accomplishments Director, Strategic Accounts: Successful client management & sales performance, within largest national Dental Service Organizations (DSO's). 5 time "President's Club" recipient. Earned the # 1 Ranking for the position Director, Strategic Accounts, in 2015 & 2014. Project Management/Program Implementation: Creation and implementation of the "OraPharma Virtual Account Manager" program. Project Management/Program Implementation: Creation and Implementation of prescription benefits national accounts pilot process. This effective tool has been a vital component for one of the organization's largest strategic initiatives. Company Tenure/Performance: Received 3 promotions, during tenure with ValeantPharmaceuticals/OraPharma. Sales Management: Direct and indirect sales management experience across multiple organizations.
National/Key account management
New business development
Product line expansion
Director06/2011 to CurrentVALEANT PHARMACEUTICALS/ ORAPHARMA INCBridgewater, NJ
Strategic/Key account responsibility and management of nation's largest Dental Service Organization's (DSO's), with combined revenues in excess of 1.4 billion.
Foster executive/C-suite and senior levels relationships, as well as the relationships with the internal executive management teams within OraPharma Inc.
Develop account-based business plans that include sales forecasts, budget allocation, strategy formulation and tactical pull through.
Excel in sales team management, contract preparation, negotiation and implementation, as well as cross functional collaboration with Marketing department.
Surpassed sales expectations with 110% attainment of goal in 2015 & 102% attainment of goal in 2014, and was #1 ranked "Director of Strategic Accounts" in both years.
Spearheaded the development and implementation of the "RX Access" prescription pilot program in the DSO business community.
The pilot process is inclusive of a program overview, implementation guidelines and benchmarking recommendations Direct and in-direct management of National Accounts, District Manager, Account Manager and Virtual Account Manager teams.
Developed and nationally launched the Orapharma Inc."Virtual Account Manager" program within our largest DSO business partners.
Senior National Accounts Manager01/2008 to 01/2011
Senior Accounts Manager01/2004 to 01/2008JOHNSON & JOHNSON/ORAPHARMA INCHorsham, PA
Strategic relationship development and management, of the nation's largest national Dental Service Organizations DSO's).
Collaborated with the Director of Strategic Accounts, in the development of account based business plans that include, sales forecasts, strategic planning and tactical implementation.
As part of the client group management, the National Accounts Manager, works with OraPharma Inc.
Regional Directors, Regional Managers and Account Managers to design and implement effective strategies for business development.
Increased sales revenues by 31%, which resulted in 114.58% attainment of goal.
Earned "Presidents Club " honors for #1 nationally ranked Orapharma Inc.National Account Manager in 2010.
Received promotion to "Senior National Account Manager" in 2010.
Received the 2010 National Account Manager "National Achievement Award".
District Manager / Business Development Manager01/1997 to 04/2004CARDINAL HEALTH INCSwedesboro, NJ
Successfully led a team of eight sales representatives in territories including Pennsylvania, New Jersey, Delaware,.
Maryland,Washington DC and Northern Virginia.
Responsible for P&L management, contract negotiations, and sales team development and mentoring.
Planning and implementation of regional sales meetings.
Enrolled 20 new accounts with an annualized sales impact of $24,728,470 in fiscal year 2004.
Secured and launched a large national contract consisting of a 65 store buying group, with annual sales totaling $64,634,768.00.
BBA: Business AdministrationEast Carolina UniversityGPA: 3.35Business Administration 3.35
Member and annual participant of ADSO (American Dental Service Organizations). Certified in Brooks Consulting "Gapping and Proposal Development" and "Negotiating" programs. Certified in Brooks Consulting "Executive Presence & Facilitating for Success". Certified in Johnson & Johnson "AT3 Management Workshop". Certified in "Dale Carnegie Executive Workshop".
account management, benchmarking, benefits, Budgeting, budget, business development, strategic business planning, business
plans, business plans, C, coaching, communication skills, client management, contract negotiations, contract preparation, Contract review, CRM, client, DC, executive management, functional, Leadership, team development, team management & leadership, Director, Market research, Marketing, meetings, mentoring, Access, Excel, works, negotiation, New business development, Program Implementation, Project Management, promotion, public speaker, Sales, sales analysis, sales management, Strategic, strategy formulation, strategic planning, supervision, team