Hillsdale, New Jersey, United States
Recognized as an innovative and creative marketer who sets ambitious goals and achieves them with outstanding outcomes. A distinguishing strength is the ability to lead cross-functional collaboration and create networks that perform beyond expectations. Achievements include commercialization of drugs, diagnostics and devices across all phases of lifecycle from early stage development to patent expiration. Marketing (MBA) and clinical (Medical Technologist /American Society of Clinical Pathologists) skills combine to result in success across diverse therapeutic areas (anti-infectives, virology, neurologics, metabolics, diabetes, COPD, cardiovasculars, dementia, oncology, rare diseases, and molecular diagnostics). Strategic and Tactical Visionary: Rapidly responded to international fear of influenza epidemics/pandemics and grew Tamiflu to a profitable $1 Billion product. Clinical and Marketing Acumen: Increased revenues of Rocephin from $500M to $1B by identifying, evaluating and implementing significant lifecycle tactics. Cross-functional Collaboration: Deployed innovative micromanaging strategy involving predictive modeling achieving explosive sales growth for Bumex from $13M to $80M in 2 years. Opportunities that match skills and leadership style are welcomed and can be considered as a consultant project, retained resource or if the match is right, a regular leadership position.
Business Planning: * Appointed Commercial Leader for a point of care device/molecular diagnostic platform (infectious disease, cardiovasculars, neurologics) for Ortho Clinical Diagnostics. * Developed strategy for deploying antimicrobial surveillance data as lifecycle management tool for antibiotics. * Aligned competitive intelligence resources to target accounts in a strategic relaunch plan and defined a toolkit of tactics to be selected, customized then deployed by account . * Drafted specialized plans addressing challenges, opportunities and appropriate use of launch and commercialized antibiotics. Strategic Collaboration: * Secured commitment from CDC, its foundation and corporate sponsors to address C.difficile epidemic then expand strategy to include serious hospital infections. * Supported launch of 4 antibiotics (gram + / gram -) in 3 years in strategic/tactic planning (The Medicines Company, Melinta Therapeutics) Market Analytics: * Conducted qualitative research for antibiotics, multiple sclerosis and diabetes projects. Tactical Planning: * Developed plan for virtual agency for public biotech company anticipating product launch. * Developed a planning and tracking process for monitoring the execution of cross-functional tactics and budget expenditures
• Managed broad spectrum of dementia care and related matters. • Sustains active participation in educational and support events on dementia/eldercare topics: clinical, financial, support services, and end of life planning. • Networks with other care givers to deploy materials and share contacts garnered from educational events.
• Grew Tamiflu to profitable $1B product offsetting revenue shortfalls due to patent expiration and underperforming portfolio products. • Changed influenza management in long term care from “vaccination” to “outbreak management and treatment” in two seasons. • Partnered with ASCP Foundation on influenza management educational program and distribution plan; program adopted by top 50 US nursing home chains. • Collaborated with California Medical Association and Girl Scouts educating communities nationwide on impact of influenza in long term care facilities. • Emulated successful management of SARS epidemic with design, development, and launch of nationwide electronic physicians network(SERMO/Google) to share influenza data real time. • Reduced impact of package insert deficiencies through cost effective lifecycle tactics with timely ROI.
• Directed flagship brand, Rocephin across broad continuum of care (hospital to outpatient settings) for over 8 indications. Increased US revenues from $500M to $1B. • Secured unprecedented decision by National Committee for Clinical Laboratory Standards (NCCLS now CLSI) to change breakpoints for non-meningeal isolates of streptococcus pneumoniae reinforcing the superlative sensitivity of Rocephin. • Increased Rocephin sales $20M with approval and launch of acute otitis media indication. • Created new distribution channel for hospital drug to physician’s office through specialty distributors; increased sales 100% from $20M to $40M in one season. • Partnered with Bioject to design and deliver one dose needleless injection device for pediatric patients; pursued unprecedented approval of drug-device combination.
• Piloted first customer/channel marketing programs leading to formation of department to develop and execute plans for prioritized customers and accounts. • Pioneered first Group Purchasing Organization (GPO) contract with VHA featuring innovative tiered pricing/shared risk component, supporting appropriate use of antibiotics and providing foundation for future antimicrobial stewardship initiatives nationwide. • Defined process for internal and external contact and channel communications to GPOs, distributors, hospital systems and government agencies.
Serviced the following clients and products: McNeil Pharmaceuticals: Haldol, Haldol Decanoate, Parafon Forte Ciba Geigy (acquired by Novartis): Tegretol