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| Director, Sales Operations | | | Ref. Number: | CRM11397 | | |
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| Personal Information |
| Personal Profile: | | years of pharmaceutical Sales Force Automation (SFA) management experience, both as client and vendor. Consistently achieved client-satisfaction driven results by listening to and meeting business needs, regular re-prioritization and open communications. Expertise includes reporting, field force support, sales operations, sales force alignments and PDMA sample compliance. Seven years of direct sales experience. Success repeatedly achieved by complete ownership of project/account/territory. | |
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| Education: | Bachelor Degree |
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| Current Position |
| Current Job Title: | Director, Sales Operations |
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| Current Location: | East Brunswick, NJ |
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| Current Salary: | >100,000 $ |
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| Preferred Position |
| Preferred Job: | Director, Sales Operations |
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| Preferred Location: | Central NJ |
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| Preferred Salary: | >100,000 $ |
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| Education | Dartmouth College, Hanover, NH 1988
B.A., English major, Mensa member
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| Working Experience | Esprit Pharma, East Brunswick, NJ 2 years
Director, Sales Operations Oct. 2005 - present
Primary responsibility for sales and sales activity reporting, operations of Sales Force Automation (SFA) software, related support services. Co-responsibility for Sample Compliance. Responsible for and successfully achieved client relationship and satisfaction.
Operations Management
Managed SFA vendor operations, including file creation & processing, laptop repair services, Help Desk escalations, software upgrades, and State License # validation
Managed and implemented sales force expansion, customer master, realignment and targeting
Worked with vendor to design incentive compensation database and implement best-in-class reporting, including activity dashboards, that offer flexibility for changing business rules change and requires minimal intervention for routine processing. Worked with senior management to insure accurate and timely payouts.
Reporting
Personally and solely developed and maintained business analytics (sales and activity data) databases (MS Access & SQL Server)
Personally and solely created, maintained, generated & distributed SFA reports (including > 90% automation thereof) for all levels of sales and marketing management, including customized reports for the VP of Sales.
Support Services
Provided exceptional near real-time direct and indirect field user support
Supported Marketing, Operations, Sales Training and other departments as needed
Continuously trained other team, department, vendor and field personnel
Dendrite International, Bedminster, NJ 8 years
Business Director, Operations Manager, Account Manager Aug. 1997 Oct. 2005
Service and sales of semi-custom pharmaceutical Sales Force Automation (SFA) software and related support services. Responsible for and successfully achieved client relationship and satisfaction.
Operations Management
Effectively managed multi and single client relationships
Working solely with Fortune Fast 50 Forest Laboratories for > 5 years to help propel them from 500 to 2300 sales representatives in a leading-edge technology setting
Accountable for P & L of $4 MM (annual) client account
Successfully managed indirect reports through example, negotiation, influencing
Leadership skills proven to bring disparate teams together to achieve common goals
Provided 7/24 accessibility as primary client interface: escalation notification (management, executive and end users), status reporting and routine work as needed
Negotiated expectation and prioritization setting, issue resolution facilitation
Coordinated, monitored, mentored and reported on
System Validation, PDMA compliance
Project Management team of 4 who led Software Requirements Gathering, Development and Quality Assurance
End-User support Help Desk (20 member team fielding 8000 calls/month)
End-User computer hardware services (7 member team handling 500 units/month) that spanned MS DOS through Windows XP and CE and laptops, palmtops, tablet/slate
Data Management group of 5 responsible for scheduled and ad hoc job running and data loading, maintenance, integrity and over-all production
Data Center group of 8 managing UNIX and NT servers running multiple Oracle databases and custom applications
Training Services group of 4 providing End User documentation and live training programs. During large scale rollouts this team expanded to 40+ contract trainers
Project Management
Project Budgeting (P&L) and Resource Allocation On time, on quality, on budget
Actively led teams through system conversions (client/server hardware and software)
Deployed to sales forces as large as 2800 remote field users
Gathered requirements for, budgeted, managed, problem-solved and tested dozens of software enhancement upgrades, pilot programs, over 50 bug fix releases and 30 sales force realignments
Sales
Achieves success by listening for needs and often providing solutions before requested, such as expanded Help Desk support in broader areas of expertise
Achieved contract extensions with multiple clients
Resolved billing conflicts by taking a fair yet firm approach to client management
McNeil Consumer Products Co., Fort Washington, PA 5 years
Manager, Professional Sales Administration August 1995 - August 1997
Implemented process improvements while managing administrative tasks for a wholly owned subsidiary of Johnson & Johnson.
Project Management
Sales Force Automation (SFA)
Initiated and directed system replacements, sold solutions to executive management, gained project funding
Led transition project while maintaining legacy system
Implemented streamlined processes for maintenance of territory alignments
Joint responsibility for database integrity and cleanup
Laptop Hardware and Office Suite Software Upgrade: acquisition and implementation for 309 users
Re-engineered Asset Management of field hardware
Sample Program Process Overhaul - Achieved $450k annual savings, faster processing, greater accuracy
Initial Member of TYLENOL.com website team - Initiated split-site concept (Professional/Educated Consumer)
Sales Representative September 1992 August 1995
Sold the usage of over-the-counter and prescription pharmaceutical products to physicians, hospitals and pharmacies throughout the Maine territory for a Johnson & Johnson subsidiary.
Sales Leader - 1994 Aristeia Winner (exploded territory ranking from #247 of 250 to #2)
Developed database for third party sales data analysis which complimented existing SFA system
Sales Representative July 1988 - September 1992
Medline Industries medical supplies Expanded depth of account penetration
VeloBind, Inc. - office binding supplies Expanded market
Locke Office Products Photo copiers and fax machines broke sales records with color copiers
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