Health Care and Life Services

Ask SCORE

             I’ve been an independent media and public relation consultant for almost a year. As a first-time self-employed tax filer, what business deductions am I entitled to?

 

About the Author

         This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly
70 current and former business executives available to provide free, confidential, one-on-one
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer

Carlos Garrido

Carlos Garrido

Current City: Miami, FL
Chapter: Miami Dade

Carlos, CEO and co-founder of Absolute Sales Development, Inc, works with business owners and managers to help them triumph over challenges that work to inhibit or limit their success. Carlos specializes in helping organizations and sales professionals set and exceed their most challenging goals, and he brings more than 12 years of international consulting, coaching and business development experience to Sandler Training in Miami, Florida. Prior to joining Sandler, Carlos has been Senior Director for AstraZeneca (one of the worlds largest and most prestigious pharmaceutical brands) - working out of the Miami Headquarters, leading global and Latin America region

Resume

Education

MBA

BA Economics (University of Manchester - UK)

ACA - ICAEW (Chartered Accountant)

FSA Approved to Advise on Investment Business

 

Roderick Clovis Casavant

Roderick Clovis Casavant

Current City: Hilton Head Island, SC

PROFESSIONAL PROFILE

 

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.  

 

 

                                                   CORE COMPETENCIES

* 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

 

 

PROFESSIONAL EXPERIENCE

 

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.

 

    Key Accomplishments:

  • 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.

 

Key accomplishments:

  • 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.

Key accomplishments:

  • 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

 

Resume

Education

EDUCATION           

 

Northwestern University            Evanston, Illinois                                                       1982

Kellogg School of Management, Master of Management  

Graduated Magna Cum Laude    

Residence Hall Coordinator – Supervised 3 Resident Assistants and 100+ residents

Resident Assistant

 

University of South Florida     Tampa, Florida                                                                   1980

Chemistry B.A., Business Minor

Graduated Summa Cum Laude

Phi Delta Theta Fraternity – President

Resident Assistant

Omicron Delta Kappa National Honor Society

Ask SCORE
          Our veterinary practice began doing online marketing, including social media, about six
months ago. We believe it’s having a positive impact, but would like to know how we can
accurately measure its effectiveness.  

About the Author

       This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly
70 current and former business executives available to provide free, confidential, one-on-one
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer

Ask SCORE

            I recently purchased a children’s daycare center. The previous owner did not treat the staff well, and my top priority is to correct that situation. How do you suggest I accomplish that?

About the Author

            This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly 70 current and former business executives available to provide free, confidential, one-on-one business mentoring and training workshops for area businesses. Call 603-666-7561 or visit merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S. Small Business Administration.

Andrea Tannenbaum

Andrea Tannenbaum

Current City: Bloomfield, CT

Expert in ecommerce and niche marketing. Very knowledgeable in small office operations, streamlining processes and systems.

Over my career, I built and managed several small businesses, the most recent being a 16 year old dot.com ecommerce business. In addition to managing website redesigns, I also created catalogs, pursued product development and established branded extensions. I understand shipping, warehousing, budgeting, marketing, customer service and more.

Earlier businesses included a consulting business and a pottery studio. I also spent over a decade within the larger corporate world learning about management, process and team building.

My strengths are in discovery of opportunities, business strategy and process organization.

Resume

Education

Graduated from New York University, with a BS in Education.

Attended many management, facilitation and creative thinking workshops. 

 Ask SCORE

       I own a software development company. While I wouldn’t consider myself disorganized,
at the end of most days I can’t help feeling I haven’t accomplished what I set out to do that day.
What can I do to better manage my time?

About the Author

       This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly
70 current and former business executives available to provide free, confidential, one-on-one
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer
opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S.
Small Business Administration.

Wayne Geary

Wayne Geary

Current City: Glen Allen, VA
Chapter: Richmond SCORE

Wayne entered the energy management and building automation industry as a sales engineer. The sales process included evaluations of the commercial/industrial buildings industry to develop and sell solutions for operational improvements. He evolved to corporate positions including Sales Management, Operations Management, General Management and Corporate leadership. He successfully executed a management buyout of the Virginia operation and started a Virginia based Energy management contracting and service business. He grew the business to a significant level and executed his exit strategy and disposed of the firm. He continues in the Virginia market as a SCORE Volunteer, a business broker and franchise consultant to assist other existing and prospective business owners in fulfilling their goals.

Resume

Education

BS Mechanical Engineering, Certified Energy Manager (CEM), Certified Main Street Business Broker (CMSBB), The Wharton School of Business Executive development.

       I’ve been approached by a lead generation service. Do they really work, and if not, what other means of generating leads can you suggest?

About the Author

       This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly 70 current and former business executives available to provide free, confidential, one-on-one business mentoring and training workshops for area businesses. Call 603-666-7561 or visit merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S. Small Business Administration.

       Have a question you’d like answered in this column? E-mail it to info@score-manchester.org, with “Ask SCORE” in the subject line.

Charles Battle

Charles Battle

Current City: Davenport, FL

Expert in business startups and very knowledgeable in business marketing. 40+ years overseeing Janitorial services in the residential, commercial, industrial & healthcare sector. Own and operated my own business from start-up to 6 million dollar companies. As Operations manager for large Companies control over 12 to 16 Mil in business full P&L responsibility. Experienced in 8 (a) programs.

Resume

Education

Temple University Class of 1967

Syndicate content