sr category manager vaccines resume example with 17+ years of experience

Jessica Claire
Montgomery Street, San Francisco, CA 94105 (555) 432-1000,
Professional Summary

Full P&L owner with more than 10 years of experience planning, developing and implementing strategy in category and brand management, sales leadership, project management and corporate communication. Motivated professional with extensive business management experience, enabling Fortune 10 companies increase revenue and profitability

Areas of Expertise

Data Analysis and Data Mining

Strategic Planning and Execution

Business Planning

Project and account management

Value Analysis

Health Care Value Proposition

Negotiation - Internal & External

Process Development

Budget Planning

Market Research

Work Experience
02/2012 to Current Sr Category Manager - Vaccines Micron Technology, Inc. | Boise, ID,
  • Division Manage the highest EBIT contributing category in the division
  • Lead global sourcing strategy for entire McKesson enterprise including MMS, McK Pharma, McK Specialty and Moore Medical
  • Built consensus and lead the sourcing strategy and negotiation for the Flu Vaccine Manage a $250 M combined revenue flu vaccine categories and $42 MM in Gross Profit across McKesson Business Units Negotiation translated to 32% growth YoY in sales and 600 bps in margin expansion
  • Responsible for implementing sourcing strategies that drive revenue and margin growth while driving benefit for customers
  • Develop short and long terms category strategy utilizing market assessment, supplier partners and category performance
  • Provide oversight of category and present short and long term strategy frequently to the executive team including president to obtain buy-in and strategy implementation
  • Negotiate product and system contracts to spur revenue and margin growth for a $600 MM contract Implement a streamline operation process to minimize operating cost Lead a team of 3 professionals the vaccine franchise and product lifecycle
  • Lead a cross functional project across other McKesson business i.e sourcing, operations, marketing and sales Manage supplier relationship including contract negotiation and communication of product information and promotional programs to sales field and customer service
  • Lead for supplier management on retail national chains Flu vaccine program - realized $11 MM in incremental GP by solving all cost variances
  • Lead strategic planning sessions with executive team for managed categories which include SWOT analysis, scenario planning, and trend analysis as it relates to market and competitive landscape.
06/2011 to 02/2012 Category Manager - Medical Supplies Dow Chemical Company | South, WV,
  • Manage a $293 M combined revenue for the IV and glove categories that includes a portfolio of 12 different products
  • Exceed FY12 revenue plan by 9% for gloves and 7% for IV.
  • On target to realize and exceed revenue plan by 13% for IV and 8% for glove while increasing GP by at least 50 bps.
  • Develop category strategies utilizing market data, competition, supplier partners and internal category analytics
  • Maximized one of the largest MMS buyside contract to hit the next tier exceeding plan
  • Negotiated and realized $1.2 MM in sell GP from cost negotiations translating in ~80 bps GP for entire IV category
  • Lead contract administration, SKU cross reference and contract negotiation for USON Oncology project SME and lead the customer marketing program including contract and cost negotiation, marketing collateral and plan development and new product launch
  • Responsible for implementing sourcing strategies that drive customer savings and business profitability
  • Lead design and launch sales adoption programs between sales field and internal marketing teams
  • Develop business plans and product positions within the category and in the market place
04/2007 to 05/2011 Product Line Manager ABB - Thomas & Betts | City, STATE,
  • Full P&L responsibility for $150 MM product line that included a portfolio of 11 product lines sold globally
  • Lead outsourcing initiatives of key component and engineering work to affiliates in India and China
  • Exceeded revenue forecast by 32% while maintaining margin target consecutively for 3 yrs
  • Lead and managed a team of 3 direct reports that includes a product manager and 2 application engineers Managed indirectly a dedicated field sales and customer service for the power quality product
  • Set up cross functional teams to aid in the factory transition from an entrepreneurial culture to a very mature, process-driven one in India
  • Create a long-term portfolio road-map based on critical analysis of specific market segments and dynamics for low voltage power quality products
  • Effect culture change in order management, manufacturing, pre/post sales support, and custom engineering in outsourced countries: India and China Specify and develop new products from Voice of Customer requirements-gathering, such as our Generation Power Quality Monitoring Systems, Uninterruptible Power Supply and Advanced Metering Solutions Developed strategic business plan and roadmap development process including proposing prioritization of R&D activities from concept development to product launch
  • Mold marketing strategy to improve commercialization of products in various sales channels while mitigating conflicts (commissions for reps from different divisions, product sales through Service organization, IT distribution)
  • Lead pricing strategy discussions with sales reps on large projects based on cost, customer relationships, future opportunities, factory loading, and strategic importance (high visibility customers, gaining credibility in certain markets)
  • Establish marketing programs such as direct mail, PR, Product Awareness and Campaigns to growth revenue and optimize profits Integrate updated software and hardware platforms into product due standard changes.
11/2005 to 04/2007 Product Spec Engineer Honeywell | City, STATE,
  • Lead and launch of new products such as the Energy Management System Upgrade Kit, WebStat, Economizer Logic and VFD Software and Savings systems (specification clarifications during engineering development, launch documentation, sales webinars, eLearning training modules, Pro-Launch tools)
  • Develop marketing documentation for existing products (product guide specifications, product focuses, Consultant Application Guide, Sales Web content) Write white papers and application notes, e.g.
  • Increase the Efficiency of Commercial Automations in High-Density Mission Critical Centers" (available at:
  • Give marketing presentations to customers/reps/consulting firms on all products in our product line, including commercial automation controls products, monitoring systems, and IT products Increase manufacturing capacity by improving manufacturing test time - Six Sigma Green Belt project
  • Assist field technicians/sales reps when difficult problems arise on customer sites
  • Lead effort to update factory test facilities to handle the new technology developed for our latest products.
04/2003 to 11/2005 Project Engineer Medtronic | City, STATE,
  • Project lead for a group consisting of three engineers and 2 technicians
  • Researched and design next generation mechanical heart valves and tissue heart valve
  • Lead a group of engineers to develop and design the heart valves and troubleshoot pilot line issues
  • Defined tooling and equipment as well as writing process and design reports for operators and implementation
  • Finalized a commercial final design that was handed to Medtronic Cardiovascular R&D team for use in other similar product lines.
Expected in 2016 to to Master of Business Administration | Finance University of Virginia - Darden, St Paul, VA GPA: Highest Honor

Highest Honor

Expected in 2007 to to M.S | Areospace Engineering University of Minnesota, St Paul, VA GPA: Magna Cum Laude GPA: 3.75

Magna Cum Laude

Expected in 2005 to to B.S | Mechanical Engineering University of St Thomas, St Paul, VA GPA: Summa Cum Laude Graduate GPA: 3.91

Summa Cum Laude

Expected in 2005 to to B.A | Mathematics University of St Thomas, St Paul, VA GPA: Magna Cum Laude GPA: 3.87

Magna Cum Laude

Professional Affiliations

Society of Women Engineers – Richmond, VA Chapter ( – former Chapter Manager: elected 07

Founder and Lead engineer for Water for Africa - an organization that design solar powered water filtration systems for well water Promo bono engineer for IPR and USAID water filtration systems and evaporative cooler – leading 12 engineers 05 – present


Category Manager of the Year - 2014

Sales and Marketing:

  • Increased sales by 32% in vaccine
  • Increased profitability by 57% or 570 bps
  • Developed marketing program which resulted in 18% growth in key segments

Prepared complex financial statement and accrual process


Fluent in French and Amharic (Ethiopian)

  • Complex and large data analysis, project planning and analytical reasonng
  • Proven success in P&L management by driving sales growth while increasing profitability. Strong business acumen
  • Excellent verbal and verbal communication skills both in team management and senior executive presentation
  • Strong negotiation skills

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Resume Overview

School Attended

  • University of Virginia - Darden
  • University of Minnesota
  • University of St Thomas
  • University of St Thomas

Job Titles Held:

  • Sr Category Manager - Vaccines
  • Category Manager - Medical Supplies
  • Product Line Manager
  • Product Spec Engineer
  • Project Engineer


  • Master of Business Administration
  • M.S
  • B.S
  • B.A

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