Summary

A corporate training and development professional with extensive pharmaceutical industry experience. Sales and advanced training experience at three multi-national pharmaceutical companies with pilot experience in training and development and related areas. Strong managed health care and managed markets experience both in training and account management. A highly effective project manager with multi-task leadership background. A strong team player with excellent communication and presentation skills.

PROFESSIONAL ACHIEVEMENTS

Training & Clinical

• Piloted the Managed Care Training initiative at Sanofi Sythelabo, US Managed Markets and built curriculum and programming for sanofi-aventis US as part of the US Managed Markets Training team.
• Piloted the Manager of Managed Care Education position at Bayer Pharmaceuticals. Responsible for curriculum and program development for US Divisional Operations in the managed care arena. Developed “Educational Cooperatives” with the academic environment to support managed care education internally.
• Experience as a Staff Training Associate for new hire training at ER Squibb & Company with course development and product training focus.
• Special Project Coordinator as Corporate Field Trainer for two contract sales organizations (Ventive and PDI) engaged by parent corporation. Responsible for managed care training, curriculum development and program presentations nationally.
• Specific specialized training and development experience in managed care/ managed markets with learning platform and LMS launch experience.
• Was one of three-member launch and development team for Scientific Affairs department build. Medical monitoring (Phase III) responsibility.
• Monitored 26 Phase III studies in 15 mid-western states in the anti-infective disease state, as well as opinion leader development, that resulted in a successful NDA.

Sales & Marketing

EMPLOYMENT EXPERIENCE

• Responsible for development of training curriculum, delivery and Level 1 follow up for assigned market segments within the Integrated Healthcare Markets Group.
• Specialized curriculum builds for Senior Care (Long Term Care), Employer Groups and National Account Manager/ Region Account Manager Development.
• Full senior level interface with sales management for traditional sales force managed care training and delivery.
• Responsible for workshop development, program design and presentation as well as navigating the approval process (Copy Review Committee); reports directly to senior management.
  
  

Sonofi Synthelabo, Inc. Jan 2004 – Mar 2005

Senior Manager, Managed Markets Training
Secaucus, New Jersey

• Responsible for training and development of Sanofi’s US Managed Markets Account Team. New hire, advanced training and career development responsibility.
• Developed a US Managed Care Learning Platform that plots new hire, existing account manager training and career development for senior managers.
• Developed a Divisional Sales Manager selling course for the managed care/ managed market environment, which is part of sales management training.
• Some new hire managed care training responsibility. Curriculum and program development experience.
  
  

Delphi Health Systems, Inc Jun 2002 – Jan 2004

Director, West Coast Operations & Training
Phoenix, Arizona

• Directs sales, marketing and training for a line of disease state management products to the managed care provider environment. Managed operations for western third of the United States.
• Responsible for interactive training for client accounts; provide link and internet product support for client information technology departments (IT), maintain HIPPA requirements post sale.
• Direct payor interface for product sales and associated training; managed care companies, physician groups, hospital systems and insurance companies. Additional responsibility for State Medicaid/ Medicaid replacement programs as well as Indian Health Services.
  
  

Bayer Pharmaceuticals, Bayer Corp March 1999 – Jun 2002

Senior Region Account Manager (Region Trainer)
Southwest Region

• Responsible for managed care account coverage as well as Regional Managed Care Training for southwest and western regions. Individual account coverage in states of Arizona, New Mexico, Colorado, Utah and Nevada.
• Responsible for “affiliate” national plan coverage; worked in concert with national Account Managers for accounts like CIGNA, HealthNet, PacifiCare.
• Regular interface with traditional Sales Managers and Region managers to facilitate representative pull-through programming.
• Regular interface and support for Bayer Biological and Bayer Diagnostic Divisions, maintained contracting responsibility in managed care accounts.
• Developed market specific training for sales professionals in two areas; managed care basic territory management and managed care pull though strategy for third tier selling.
  
  

Miles Pharmaceuticals, Miles Laboratories, Inc Jan 1986 – Jan 1988

Scientific Relations Liaison
Miles Medical Dept, Detroit Region Office

• Part of the three person “pilot” team that developed the Scientific Liaison position for Miles. Helped migrate the job responsibilities from the existing Medical Research Associate (Clinical Monitor) toward an expanded role of key opinion leader development.
• Responsible for the monitoring of 26 Phase III investigations in 15 mid-western states; initiated and monitored studies for Ciprofloxacin a quniolone antibiotic. Resulted in an approved New Drug Application (NDA).
• Responsible for clinical investigator education in regard to FDA audits, case report form disposition and clinical protocol management. Budget responsibility of $2.1M.
• Designed, presented and won approval for two multi centered clinical studies, one for Community Practice Infectious Disease Physicians and one for Osteopathic Infectious Disease physician base.
  
  

Miles Pharmaceuticals, Miles Laboratories, Inc Oct 1984 – Jan 1986

Region Sales Coordinator
Detroit Region Office

• Responsible for Field Training for sales professionals both in the office-based environment and in the hospital environment for the anti-infective market.
• Responsible to support sales management in designing and implementing specialty approached for problem markets.
• Designed and implemented programs for Oncology and Burn & Trauma specialties to support sales activities in these areas.
• Responsible for interface with Product Management and Sales Management for the Detroit Sale Region.
  
  

ER Squibb & Sons, Worldwide Headquarters Jun 1982 – Jun 1983

Manager, Sales Communications
Princeton, New Jersey

• Responsible to the Director of Sales Administration as Editor of the Squibb Sales Bulletin a monthly sales organization newsletter and the longest continuously published corporate publication in America.
• Responsible for coordination and development of Sales Managers Meetings and reported directly to the Vice President of sales for this function.
• Designed, published and Edited the ConvaTec News a bi-monthly sales publication for the Ostomy Care Division of Squibb. Maintained budget responsibility for publications within sales.
• Functioned as support for Sales Administration and was responsible for Sales Communication Department development as a new function within the Squibb Corporation
  
  

ER Squibb& Sons, Worldwide Headquarters April 1981 – Jun 1982

Sales Training Associate, Squibb National Sales Training
Princeton, New Jersey

• Responsible for new employee sales training, product training and for advanced sales training of Hospital Sales Representatives.
• Composed and produced “Sales Training Updates” for field sale representatives nationwide, addressing competitive product or new indication information.
• Designed and presented product information and advanced selling skills for both Full Line representatives and Hospital Sales representatives.
• Participated as a training resource on Product Teams for marketing within Squibb. Experience in the cardiovascular and mental health market areas.
  
  

CERTIFICATIONS

FACULTY POSITIONS

MILITARY EXPERIENCE