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Senior Executive Director of Sales Resume
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| Desired Industry: Biotech |
SpiderID: 84629 |
| Desired Job Location: Oakland Park FL, Florida |
Date Posted: 6/7/2024 |
| Type of Position: Full-Time Permanent |
Availability Date: Immediately |
| Desired Wage: 270000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, Less Than 25% |
| Highest Degree Attained: Bachelors |
Willing to Relocate: Yes |
Objective:
Innovative and seasoned professional, offering years of experience in managing sales, operations, and training for various biopharmaceutical and healthcare industries. Demonstrated track record of success in orchestrating the strategic direction of multimillion-dollar businesses to drive revenue growth and brand enhancement across district and geographical areas. Expert at leading cross-functional sales teams toward surpassing targets and driving business expansion within complex and highly regulated markets. Equipped with solid ability to lead and grow an organization with a complex and dynamic market. Recognized for excellent interpersonal aptitude in building strong partnerships with key stakeholders including governmental bodies, distributed partners, and internal teams to maximize resources and guarantee business success.
Experience:
GILEAD SCIENCES INC. | Various Locations
General Manager – Eastern Europe, Central Asia (EECA) Global Patient Solutions (GPS) (Miami, FL) May 2022– Present
Assume responsible for the strategic direction, operations, and overall management of the distributor partners in the region, maintaining efficient production, regulatory compliance, and market competitiveness while coordinating with governmental and non-governmental organizations within the region
Take charge of cross-functional sales team of over 30 to meet ambitious sales targets and drive business growth in Eastern Europe and Central Asia (EECA) markets
Analyze and track field sales execution against key business targets to discover gaps and business opportunities
Key Contributions:
Took charge of numerous biologics in adherence to regulatory agencies within the country which met sales objectives and improved market penetration, thus resulting in a 70% year-over-year (YoY) growth in profit
Rolled out continuous improvement initiatives that increased production efficiency by 20% and reduced operating costs by 15% to date
Established and upheld strong strategic relations with the Senior Leadership Team which maximized a 20% increase in annual budget planning YoY from 2021 to 2024
Implemented key performance metrics in partnership with Marketing, Commercial Analytics, Finance, and Compliance, which boosted new patient starts of launched biologics in the region by 20%
Director of Supply Chain and Distribution | Interim General Manager –
Eastern Europe, Central Asia (EECA) Global Patient Solutions (GPS) (Miami, FL) Jan 2020 – May 2022
Orchestrated the efficient flow of biopharmaceutical products from manufacturing to distribution channels in Southeast Asia by working alongside different departments, controlling inventory levels, and improving the supply chain process while following the established regulations and resolving any supply chain disruptions
Assessed the pricing proposals and provided key inputs, providing critical support for innovative contracting
Determined the needs of the company's patient access partners and worked with internal teams and external parties to deliver resources that supported the development of product training, disease education, and sustainable access solutions
Facilitated coaching and training for more than 200 Sales and Distributor Partner Leadership Teams throughout global patient solutions
Key Contribution:
Directed the development of financial planning for the region, leveraging solid financial acumen to execute 24-month and 5-year demand forecasts for base, upside, and downside scenarios
General Manager – South Africa Access Operations and Emerging Markets (Foster City, CA, USA/Johannesburg, South Africa) Jun 2019 – Jan 2020
Led the strategic direction and development of the go-to-market (GTM) strategy for the South African affiliate, operations, and overall management of the business in the region while guaranteeing efficient production, regulatory compliance, and market competitiveness
Acquired and retained top talent by managing the profitable development of affiliates and championing an inclusive culture
Key Contributions:
Worked alongside governmental and non-governmental organizations in distributing three biopharmaceutical products in the region
Conceptualized and executed numerous strategies for the operational structure of the South African organization, securing the successful launch of products in the hepatitis C virus (HCV), HIV, and antifungal market
Used strategic approach in promoting the Gilead brand, building a respected reputation and ethical partner across the industry, trade associations, governmental entities, and for the patients the company serves
Associate Director of Access Operations and Emerging Markets – L&D (Foster City, CA, USA) Feb 2017– Jun 2019
Executed global training and development programs for the company’s distributor partners in Africa, Southeast Asia, India, and EECA along with department heads internally and externally to define training needs, create country-translated training curriculum and materials, accomplish training sessions, and assess program effectiveness
Communicated and worked closely with the Human Resources, Total Rewards, Senior Sales Leadership, Event Planning, PHMA, and Legal Departments consistently as a team lead to form Access Operations & Emerging Markets (AOEM) Latin & Caribbean (LAC) sales competencies for Brazilian and Mexican markets
Spearheaded global access operations and emerging market training and development processes for over 140 countries in collaboration with Sales and Marketing teams to successfully maximize workforce competence
Fostered cross-functional collaboration in working with the Public Health and Medical Affairs teams to devise blended learning and e-learning procedures for clinical product sales strategy
Led multinational training sessions for over 18 strategic affiliates and partners using WebEx, Skype, and interpreters to instruct sales specialists across nine countries and four languages
Key Contribution:
Facilitated comprehensive training to sales and marketing leadership in Brazil and Mexico, utilizing coaching and performance techniques in addition to revitalizing the RING selling model for incorporation in both countries
Manager – Managed Markets Commercial L&D (Foster City, CA, USA) Mar 2016 – Feb 2017
Governed business-critical professional development to train marketing sciences experts on the effective presentation methodology to outline product benefits for C-suite leadership
Conceptualized a tutorial on Brainshark usage for the vice president of commercial operations to streamline the training process, increase efficiency, and attain company-wide adoption
Key Contributions:
Strengthened vendor relationships by securing requests for proposals (RFPs) from eight vendors, facilitating the screening of candidates, identifying strategic alliances, and negotiating advantageous contracts
Procured $800K in budgetary resources, leveraging assessments of channel account managers (CAM), strategic account managers (SAM), Key Partner Account Managers (KPAM), Retail Sales Partners (RSP), and key account managers, national account managers (KAM NAM) to develop innovative training solutions and pull-through initiatives aimed at driving strategic growth
Rolled out a new managed market training curriculum using a $500K budget to outline HIV, HCV, and ischemic heart disease (IHD) markets within a forecasted four-month timeline
Employed a profit-oriented cross-functional strategy which improved commercial performance to guarantee a commercial operations vision award as well as four values at work awards
Facilitated the development and implementation of the company’s first comprehensive managed markets access training for the sales team of 3,000 United States therapeutic specialists and more than 60 C-suite facing contract negotiating national account managers which enhanced their business financial acumen and performance by securing access to healthcare personnel (HCPs) and negotiations of multi-billion managed access contracts
AEGIS SCIENCES CORPORATION | New York, NY
Regional Sales Manager Jan 2015 – Mar 2016
Consistently surpassed sales objectives by promoting and selling company healthcare services using professional sales techniques as well as building long-term client relations to clinicians associated with medication compliance, substance abuse, and drug-drug interactions through definitive drug testing
Served as subject matter expert in designing visual aids and marketing tools that train doctors and staff on urine toxicology collection best practices to expand specimen volume of 70% over the previous year
Key Contribution:
Increased business development through cold calls to generate leads, discover prospects, arrange meetings, and outline the value propositions to establish 20 new accounts within three months
FORREST PHARMACEUTICALS | New York, NY
Territory Representative Jan 2011 – Dec 2014
Prepared high-impact clinical presentations for physicians, nurses, and physician assistants to discuss and determine the needs and corresponding managed care coverage
Key Contribution:
Defined product impact on clinical procedure improvements to cardiologists, pulmonologists, and neurologists and successfully attained a 97th percentile in sales while also gaining the President’s Club Award
Divisional Sales Manager Nov 2007 – Jan 2011
Delivered expert leadership, training, and support to a team of nine sales representatives in the Connecticut, New York, and New Jersey regions
Outlined the sales goals, devised strategies, and trained the team while tracking their performance, arranged individual plan-of-action meetings and daily telephonic interaction to study the managed markets, discover trends, and improve strategy
Closely collaborated with upper management in creating sales plans and analyzing market trends while also aligning with company objectives
Established the expectations through analytical reports, region frequency reports, and budget reports to track district performance and roll out tactical initiatives that boosted the managed care pull-through
Key Contribution:
Rendered direct guidance to sales teams on product specification and strategy in Connecticut, New Jersey, and Manhattan, leading to performance improvements that exceed KPI benchmarks
Facilitated the launch of Bystolic and Savella, overhauling the sales process and hiring cardiovascular specialists to effectively secure rank in the top 14% of sales managers and the highest rank within New York City
Education:
Bachelor of Science in Business Administration Management, 1992 | California University of Pennsylvania California, PA
Affiliations:
Life Sciences Trainers & Educators Network (LTEN) | Academy of Managed Care Pharmacy (ACMP)
Skills:
Market Access
Global Marketing Strategy Implementation
Sales Training Development
Market Research and Analysis
Competitor Analysis
Finance and Budget Management
Profit and Loss (P&L) Analysis
Account Management
Additional Information:
AWARDS AND RECOGNITION
Gilead Vision Award, 2017
Gilead Sciences Inc.
President’s Club Award Winner, 2011 | Ranked 17/500 President’s Club, 2011
Ranked 8/54 FY08 President’s Club Top 14%, 2011 | FYO08 Highest Ranking Divisional Sales Manager, 2011
Forrest Pharmaceuticals
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