Pharmaceutical business leader with track record of team development and successful implementation of high impact strategic and operational initiatives. Highly engaged servant leader focused on and motivated by developing people, delivering exceptional customer experiences and outstanding results. Consistently demonstrates optimistic and pragmatic approach in challenging situations.
Broad experience in Sales team leadership, Hospital & Account Management, Managed Care/Business to Business Collaborations, Business development licensing & Public Policy.
* Leadership and team formation * Customer Relationships and Value-Based selling
* People development & engagement * Strategic Collaborations and Negotiating
* Performance Management * Contract development and implementation
* Revenue growth and ROI * Business Development
* Business Planning and Execution * Account Management
* Managed Care / Payer expertise * High Integrity and Compliance
Eli Lilly and Company (Retired) 1982- July 2013
Senior District Sales Manager
Cardiovascular Business Unit Present - 2008
Neuroscience Division 2007-2008
Led a Cardiovascular sales team of 15 representatives focused on hospital account management and delivering exceptional customer experiences promoting oral anti-platelet, statin and erectile dysfunction agents to Interventional/clinical cardiologists and primary care physicians and staffs.
Led Neuroscience account team of 12 representatives responsible for promoting in Hospital accounts and Community Mental Health centers. Develop strategic business plans identifying profitable growth opportunities, allocating resource investments and executing territory/district tactics. Coach and model tailored customer interactions to provide exceptional experiences and value leading to achieving business goals.
Formed and led two Cardiovascular sales teams of 11 and 15 representatives with strong culture of engagement, teamwork and customer service excellence. Demonstrated success in recruiting, hiring, training and people development, eg. Development Action Plan for each representative resulting in multiple promotions. District contributed to Area top ratings on customer value metrics (qualitative feedback).
Broad Leadership impact demonstrated in multiple areas: Selected to partner with Area Leadership & Operations to develop and evaluate district restructure options, select optimal approach and rollout across teams – assumed responsibility for expanded district.
Leadership roles – responsible for leading point person teams across Midwest Area:
*Chief Scientific Officer (clinical knowledge preparation for launch) ,
*subsequently held Compliance, Brand, Payer champ roles
*Selected for pilot team to design and execute U.S. Healthcare Journey training program, resulting in a national 2013 implementation for Lilly U.S. Bio Medicine.
Teams delivered overall strong Sales Performance:
2008- Achieved 101% to quota on Neuroscience Portfolio revenue of > $60 M revenue
2009 – Top 12% #5/42 teams portfolio
2010- Ranked as # 1 of 42 teams nationally in lead brand launch year based on
#1 Portfolio and #1 brand performance
-Excellent compression demonstrated by 5 of 11 territories in top 15% nationally
2011 – top 30% teams key brand -100% to quota, 94% Portfolio
2012 – Top 20% teams (8/41) lead brand – 108% to quota, Brand Turnaround award 101% (2nd half)
Grew District portfolio revenue to $40+ M
Business to Business National Account Manager 1997-2007
Responsible for Lilly relationships with Pharmacy Benefit Managers – PCS, Advance Paradigm and Caremark. Selected as point person for PCS –Lilly relationship with responsible for C-Level relationships, coordinated Executive partnerships focused on strategic collaborations.
Led formulary contract negotiations and execution which included Lilly portfolio ($1B+ purchases). Partnered with Brand teams, Market research, Contracting and Legal teams to develop multi-M $ service agreements with ongoing ROI assessment.
Led transition from Lilly-PCS ownership to customer/account relationship which included successful renegotiation of contracts and retention of favorable portfolio formulary status.
Successfully led restructured contracting and overall relationship following subsequent acquisitions by Advance Paradigm and Caremark
Top 10% performance rank in consecutive years --100+% to goal a (2004-05)
Manager of National Chain and Wholesaler Accounts 1994-1997
Led team of 4 Account Executives and 2 Marketing associates responsible for Lilly portfolio distribution contracts and strategic initiatives.
Lilly selected as Walmart’s vendor of the two consecutive years,
Led development & execution of Lilly’s first time Direct contracting for distribution outside of wholesalers.
Successfully formulated, negotiated and implemented new intervention of patient adherence programs.
Business Development Manager North America 1994-1997
Responsible for strategic development and negotiation of co-promotion, out-licensing agreements
Led or contributed to collaborations including research technology, development compounds and promoted brands
Teamed with Research, Brands, Finance & Legal areas to successfully develop and negotiate multiple collaborations
Public Policy/Corporate Affairs Manager 1991-1994
Responsible for Federal and State Issue strategy. Selected as Lilly representative in National Pharmaceutical Council and Pharma Trade group committees on industry issues
Selected as the Lilly participant on Indiana state commission to evaluate state-wide delivery of health services -- private industry task force recommended specific actions to improve efficiency/effectiveness. Led Lilly team on Indianapolis business corporate fundraising for Indianapolis Zoo.
Received Sagamore of the Wabash -- highest level Governor recognition of service to the State of Indiana
Key leadership role in developing strategic business case leading to formation of Lilly’s initial Outcomes research group
Pricing/Corporate Accounts Manager 1988-1991
Led team responsible for strategic development, launch & execution of Lilly’s Corporate Account initiative with Group Purchasing Organizations and Strategic accounts including broad Lilly portfolio and medical device products. Initiated C-Level senior management relationships and development of strategic collaborations, contract negotiations & execution.
Successfully developed agreements with strategic GPOs and hospital accounts leading to formation of expanded organization
Hospital District Sales Manager 1987-1998
Retail District Sales Manager 1986-1987
Marketing Associate New Product Planning (Neuroscience-Prozac) 1984-1986
Retail/Hospital Sales Representative 1982-1984
Southwestern Publishing Company, Education Division 1980-1982
Organization leader – recruited and led multiple high performing sales teams selling
educational and religious books door-to-door on 100% commission.
Multiple award winner including top sales teams and individual national top sales performance three consecutive years