He has provided strategic consulting expertise to Fortune 500 companies in nearly all vertical industry segments, and  heavier involvement with clients in Healthcare, Telecommunications/High Tech, Travel/Leisure, and Financial Services verticals.

Candidate has developed research units from the ground up.  During his tenure, he built an organization at a leading market research firm that grew from no initial contribution to a group with 10 research professionals and business developers, generating a corporate revenue of $5MM within the span of 4 years.  He has held P&L responsiblities throughout his career for both smaller research groups, as well as  groups at large organizations.

His strategic consultative approach has led to an extraordinary level of client retention over the years, regardless of the research company for which he has worked.  His ability to proactively listen, and then translate client issues into actionable research programs, has been a major key to his success as a ‘seller-doer’ and is a key element he will bring to any engagement.

Career Highlights include:

Senior Vice President- Sales, Marketing and Account Services

Executive team member for one of the largest physician social media networks providing pharmaceutical companies and medical device firms with critical market insight and promotional opportunities.

• Instrumental in the company’s comprehensive turnaround in under 9 months from startup.
  • 2009 performance: $8MM bookings and significant losses (startup mode), 200 projections $11.6MM bookings and $1MM in earnings.
  • 2010 performance year to date: $5.2MM bookings exceeding plan by $1MM and $100K from cash flow positive.
• Reorganized and revitalized the company’s sales, marketing and account services function.
  • Sales and marketing – initiated cost effective lead generation strategy – exceeded Q1 forecast by 40% and Q2 forecast by 15%.
  • Company on pace to achieve in excess of 50% year over year growth.
  • Account services – revitalized the delivery structure from a fixed cost base to a variable cost center while simultaneously increasing the quality of the deliverable and increasing customer satisfaction.
• Working closely with product management created ground work for new promotional product offerings for pharma and medical device.
  • Created a new product development process that aligned finance, product development, sales and marketing behind one set of strategic goals and a focused initiative.
  • Product release scheduled for a Q3 2010 release with estimated booking target of $3-5MM in 2011.

Chief Commercialization Officer- Sales, Marketing and New Product Planning

This candidate was a senior manager for a research and consulting firm serving the pharmaceutical, medical device and managed care industries.

• Sales and marketing leadership helped grow the company from $16MM annual sales in 1999 to $97MM in 2008.
• From 2004 through 2006, efforts contributed to a doubling of revenue while tripling the margin; revenue $26MM to $52MM, EBITDA $6MM to $18MM.
• Developed innovative customer-focused product offerings that increased the sales per client of the ten largest pharma companies from $200K in 1999 to over $4MM per company in 2008.
• Introduced new products that more than doubled managed care revenue from $4MM in 2002 to $9MM in 2005 to $12MM in 2008.

Vice President – Global Sales and Marketing

This candidate was responsible for the sales performance at this research and consulting firm in the US, Europe and Japan markets.

• Led cross-functional team, including sales, operations, marketing and human resources in developing this company’s online business strategy.
• Created a focused sales effort that tripled sales in six years while EBITDA increased from 13% in 2002 to 30% in 2006.
• Successfully implemented cost-effective programs that reduced direct mail costs, improved customer satisfaction rates, and dramatically improved the company’s web presence and on-line marketing.

Director, North America Sales

This candidate was responsible for creating this company’s US sales and marketing work force to meet and exceed sales forecast.

• Worked with senior management to create a professional sales and marketing organization that exceeded strategic sales forecast and dramatically increased sales revenue and margin contribution.
• Achieved annual revenue growth rates of 39% and 21% in 1999 and 2000 respectively.
• Recruited and trained a highly successful sales force regarded as one of the best in the industry by the industry trade groups and peer organizations.

District Sales Manager

This candidate was the Sales Manager responsible for the sales and promotion of this company’s line of CNS, GI and pain management prescription drugs in the Northeast.

• District’s sales performance was among the leaders in the company for market share and new product growth finishing in the top 10 out of 56 districts in both 1997 and 1998, ranked 7^th in the nation in 1998, and 8^th in the nation in 1997.
• His district was recognized for its innovative approach to selling in a managed care dominant market by educating representatives on formulary placement and prior authorization procedures.

This candidate is looking to make a difference in his next position.  He is hoping to join a fasted-paced working environment, and he would like to stay in the Boston area, but does not mind traveling or working remotely.

Career Highlights include:

Vice President of Accredited Education

His responsibilities included identifying, contacting, developing and overseeing production and delivery of CME accredited medical education programs for grantors.  His accomplishments include 3.5 years of successful acquisition and production of multimillion dollar accredited education programs through changing requirements of ACCME and grantors.  His focus was on oncology, cardiovascular, neurology, immunology and managed care.

Vice President, Client Services

This Candidate’s responsibilities included identifying, contacting, developing and delivering medical education and promotional projects for new and existing clients for half of this CME Company’s US business.  He gained initial penetration and developed into current accounts.   Accounts awarded include ADHD drug valued at $1.5MM, heart medicine valued at $2MM, blood clot prevention medicine valued at $2MM.  While at this position, he focused on creating advocates out of investigators, working closely with clinical and marketing departments to accelerate the identification and advocacy of key investigators during Phase II and Phase III trials.

Vice President, Healthcare

This Candidate’s responsibilities include providing medical education and promotional materials to pharmaceutical clients drawn from the products produced by the company or created by the staff and leveraging author and association relationships.  His total bottom-line responsibilities for the division included personnel, production, purchasing, pricing, sales and profits.  His accomplished growing sales from $10.5MM to $18.5MM in the first calendar year, to $45MM in the second year.  He managed and recertified CE division, in addition to expanding accreditation to include the Journal and Book divisions.  He assumed management of controlled circulation journals to consolidate products to the company’s customer base.  He was instrumental in starting two new journals within the first year.

Career Highlights include:

Senior Vice President:

This candidate is a Communications Executive for a boutique pr agency, responsible for management, strategic counsel and client services.  She is a passionate manager throughout new business processes including lead generation, strategy and ideation, program development, team dynamics and prospect relations.

• New business driver in areas of health policy communications and issues management.
• Primary focus on brand building, lead stimulation; secured speaking opportunities at conferences; coordinated thought leader salons with industry decision makers around healthcare reform.
• Architect of health practice marketing plan, focusing efforts around agency, leadership strengths.
• Social Media Task Force leader, implemented SM events.
• Formalized new business training for staff, including: presentations, networking and individual brand reputation.

Vice-President, Corporate Communications:

This candidate was the Chief Communications Officer for a specialty pharmaceutical company.  She was responsible for creating and implementing an integrated corporate and marketing communications strategy launching a newly public company beyond its drug formulation base of operations.

• Developed global vision, positioning and strategic plan for an enzyme product.
• Built pre-launch awareness for a pancreatic drug through media relations and direct marketing efforts.
• Implemented integrated promotion, marketing plan for Drug Delivery Portfolio focused on key technology platforms including sales brochures, presentations and high-profile customer events.
• Responsible for the approach, key messages and layout of the corporate three-year plan for investment community presentations.

Vice-President, Corporate Communications:

This candidate was the Chief Communications Officer and an Executive Committee member.  She was responsible for corporate image and issues management, external and internal communications for a leading medical insurance company.  She was recognized for developing strong relationships with senior leadership and for implementing internal processes to identify media opportunities and threats.

• Earned media coverage in virtually every major relevant business outlet.
• Minimized negative coverage through president transitions, patient litigation, hospital and medical group contact disruptions, downsizing and performance volatility.
• Produced consistent stream of favorable media exposure, consistently improving year over year; grew from 32 million impressions in 2004 to 1+billion impressions in 2006.

Currently, candidate is VP of Pharmaceutical Business Development for this Internet-based promotional and medical educational company.  His duties there include providing strategic program recommendations for primary accounts consisting of major pharmaceutical companies.  He is the team leader responsible for overall account management and sales growth.  He is the primary individual responsible for the company’s selection as Sole Preferred Supplier to one of the top pharmaceutical companies through participation in extensive RFI/REP process.  He has sold the single largest consumer-based program in the company’s history.  He earned the ranking of #1 Business Development representative in 2007 by selling over $4.1M.  He has sold $6M so far in this fiscal year, which started in July of last year.

Career Highlights Include:

• Directing sales of online personal and professional growth training programs teaching leadership development, resilience training, and the use of positive psychology to enhance emotional and physical well-being.
• Responsible for sales of CME online and offline products and services, business development, and revenue growth for national pharmaceutical and biotechnology accounts specializing in hematology and oncology.
• Developing an effective sales plan and business strategy for over 100 accounts for the newly created Hematology/Oncology Division, closed over $1M in sales in just 11 months.

Career Highlights:

• Responsible for managing all aspects of the Custom Research division ($13M in revenue) of a privately held marketing research firm.
  • Achieved 10% increase in gross profit through streamlining processes and improving organizational structure.
  • Served as member of Management Committee, responsible for setting the strategic direction of the company.
  • Led management team, in collaboration with HR, to recommend organizational changes that will result in operational efficiencies.
  • Negotiated supplier relationships resulting in an overall 5% reduction in direct expenses.
  • Led the organizational design and development of business development function officially implemented in November 2005, resulting in average increase of 30% of new sales from the year before.
  • Managed healthcare division ($2.1M in sales) of this research company; services targeted toward pharmaceutical manufacturers, hospital systems and managed care organizations.  Responsibilities included client consultation and study design, developing marketing strategies and new product development to meet needs of the healthcare industry.

Career Accomplishments Include:

Commercial Account Management

• Turned around two under-performing oncology accounts, growing revenue 50% and 25% respectively above 2009 forecast, restored morale, improved performance and reduced staff turnover to less than 10%.
• Managed $3.5M Agency of Record assignment for an epilepsy drug; achieved US blockbuster status; maintained billings and grew profitability 2007 to 2008.
• Managed $6M Agency of Record assignment for a leukemia drug.
• Managed $5M Medical Education account for an HIV drug; maintained billing levels 2004-2005 despite OIG-driven reductions in the Medical Education environment.

Track Record of Innovation

• Conceived strategic interactive platform to boost recruitment for oncology clinical trials.
• Developed and sold agency ‘positioning’ capabilities directed at products in development.
• Developed and delivered multiple novel Medical Education initiatives including on-line speaker training and sales training programs.
• Created conference competitive intelligence initiatives to communicate key conference data; recognized as ‘best practice’ at BMS, and then later successfully incorporated into suite of unique and profitable transition of client sales personnel into new marketing roles; additional dividend of creating a unique and differentiating Agency feature.
• Conceived and led management of high-science Mechanism of Action video for an HIV Protease Inhibitor.

He has been awarded two ‘BMS Leadership Awards’ for distillation of key clinical data into tangible commercial assets.  His papers have been published in peer-reviewed scientific literature as well as pharmaceutical trade press.  He successfully executed clinical trials in Phases II trough IV and managed multiple Investigator Initiated Studies.

His therapeutic areas of expertise are Oncology (solid and liquid tumors), Virology (HIV, Hepatitis B and C, CMV), transplantation, and neurology.

This candidate has a proven track record of success and has consistently driven positive change throughout his career. He has the ability to quickly analyze situations and develop strategic approaches that produce positive outcomes for both team members and clients.  He combines big picture thinking with effective and creative tactical implementation, particularly in terms of the application of contemporary digital technology, where his experience extends 25 years. Featuring a rare combination of high level scientific expertise and marketing talent, he has experience in cardiovascular (HTN, HF, Arrhythmias, Stroke, Diabetes, Thrombosis, Metabolic, etc.), Pulmonary (Asthma/Allergy and COPD, plus 5 years clinical experience as a Respiratory Therapist and Pulmonary Function Technician), CNS disorders (particularly ADHD and comorbidities), Oncology, and Infectious Disease/Vaccines. This candidate has also been heavily involved in leading the strategic planning processes for a number of his organizations, including the development of strategic acquisition and growth plans, plus additional extensive experience in CME, where he has adapted contemporary adult learning theory, practice and outcomes measurement to scientific marketing.

Key positions have included:

• Vice President, Marketing and Business Development of a well-known full service Medical Communications company (promotional and rep access programs, Advisory Boards, scientific meetings and events, Advocacy Development, online custom content/resources, publication planning and management, clinician and patient education). Completely revamped both operations as well as played a key role in the reorganization of the company
• Director, Office of CME (significantly increased volume of activities and corresponding revenue, managed reorganization and ACCME reaccreditation process, implemented leading edge online outcomes evaluation/reporting application to comply with updated ACCME standards
• Director, Advocacy Development (leveraged KOL networks to drive sales of specialty drugs where conventional methods had proven ineffective

His personal successes include:

• Major Pharma Company – In an 11-year career, progressed from revamping the Professional Education department, including departmental computerization, electronic publishing, desktop animation, and increasing the sophistication, content (including electronic), attendance, KOL/faculty relationships, through Specialty Sales (multiple achievement awards), Sales Training in arrhythmia, hypertension/HF, with a focus on endothelial dysfunction/vascular biology, including a special award for Leading a Step Change in Performance for implementing a sophisticated, visionary, case scenario-based training program that enabled a 44 person sales force to achieve $135M in sales in an extremely, technical, competitive therapeutic area.
  • Won the organization’s most prestigious award: the Gold Star Go-Getter Awards for three different assignments; a full line sales rep (Baltimore division), a hospital/institution specialist (Atlanta division) and a Product Manager. He had the distinction of becoming the first Brand Director for a Billion Dollar brand.
• Within a start-up business med ed firm – Three successive years of double digit growth (revenue and profit contribution) earning the distinction as the only senior executive, worldwide to qualify for the long term incentive award.
• Not satisfied with the “one-off” project based business, he undertakes a broadening and integration of services and pioneers the Agency- of-Record concept for the medical communications company. The company had distinct medical writing, symposia and special projects businesses that were sold independently. He had the vision of fulfilling broader, related needs with an overarching integrated communications plan for his customers. This became the standard model for the business going forward. The first example was the 8 year assignment for a key client.
• While working in a large parent organization – Organically grew the DMS (Diversified Marketing Services business unit) a combined 19% in revenue and 38% in profit contribution, while the parent business declined in 2006. DMS includes a peer-to-peer communications company, a market research company and a CME company.

This executive has managed both domestic as well as worldwide assignments; served as a member of executive committees, reporting to US CEOs, International business heads and Board Directors.

The candidate relishes a stiff challenge, relying heavily on the competitive spirit developed back in his professional sports career. He is a problem solver. He thinks creatively and seeks a broad prospective prior to tackling difficult assignments. He seeks or develops a staff that has a can-do philosophy and has extraordinary expectations for himself and his surrounding organization. He is a trusted leader with excellent communication skills.

Professional Accomplishments

Senior Management

• Oversaw a promotional medical education business directly managing an estimated $4-6 MM in gross annual sales.
• Created new business strategies, developed/refined ongoing new business plans, and managed appropriate staff to deliver business.
• Understood the financial operations in managing business including operational and team based P%L’s managing both final sale price and operational costs associated with delivery of activities across divisions and used freelance support.
• Led and maintained director level business interactions with clients.

Initiative Based Medical Education

• Conceptualized, designed and sold large scale medical education initiatives over more than a decade in which average sales ranged from $1-2MM per initiative.
• Managed multiple accounts that involved working directly with clients, KOL and internal teams spanning marketing, scientific and medical disciplines.
• Utilized broad knowledge that spanned promotion, continuing medical education and managed markets in order to create impactful and cost effective education.
• Applied broader strategic vision when developing business goals and refined solutions that exceed client expectations.

Business Development and Management

• Understood appropriate data/information resources to improve targeting of new business opportunities and supported organic growth averaging $2-3MM annually.
• Provided strong account services and program management skills in order to “sell-in” the business and maintain client relations for future account growth.
• Direct experience in managing promotional publications and accredited business teams.
• Strong understanding and experience in promotional advertising that has directly impacted ability to understand and leverage these assets during the medical education strategic development phase.

Business Development Highlights Include:

• His most recent roles included Chief Sales Officer for a leading eMarketing company and Senior Vice President of Business Development for a promotional education agency.
• In the Chief Sales Officer role, he drove sales directly and through a sales team resulting in nearly tripling company revenue in 3 years, while negotiating first-ever preferred vendor contracts at 5 major pharmaceutical companies. He was responsible for leading and managing strong client relationships with both new and existing accounts.
• He has developed a reputation over the years for his excellent business development skills, positive attitude, and willingness to always go the extra mile to exceed client expectations.
• He strives to provide leading edge ideas and solutions for specific client needs through his pharma and biotech sales and marketing expertise.
• He has the experience to drive business directly and also lead a team to achieve individual and company goals that maximize revenue growth.

New Business Development

• While an eMarketing Chief Sales Officer, candidate led sales growth from $8.5 to $21 million over 3 years and competitively unseated incumbent eMarketing companies for preferred vendor status at 5 major corporations.
• During his 2 year tenure at a previous company as Vice President of Sales, he created an Oncology eCME portal from scratch by establishing an advisory board, key Oncology opinion leaders and eCME offerings resulting in $2 million the first year.
• In his role as Regional VP of Sales for a pharmaceutical eLearning company, he exceeded quota by achieving first year revenue of $1.3 million, establishing 3 new major pharma accounts in the US and Europe and expanding into a new Northeast Region achieving sales of $10 million in the second year.
• He successfully created and launched 3 new pharmaceutical and biotech sales teams in new therapeutic areas, the most recent of which achieved $4.2 million and $11.4 million in years 1 and 2 respectively.
• He has achieved numerous pharmaceutical sales leadership awards including President’s Club 3 times, #1 rep in nation and #1 District Manager in region.

This candidate resides in Kennett Square, PA and travels routinely for his duties.