Mendham, New Jersey, United States
I am a strategic business leader passionate about identifying revenue-generating investments and leading marketing/sales/channel teams, plans, and cultures while partnering effectively with executive leadership and outside business partners. With a 25 year career in marketing, business operations, and team leadership, I have enjoyed all of my opportunities and experiences in RX and OTC medicines, consumer packaged goods and franchise/dealer operations. This background and experience lends itself to organizations who have a demand for building teams, creating strategic and capital deployment plans to maximize market share, profit and revenue.
Role elevated to the U.S. Leadership Team for a $5B business; lead a team of 30 across multiple channel functions. Define and execute enterprise channel strategy across distribution, retail, home delivery, and emerging platforms. Lead integrated go-to-market planning, contracting strategy, and enterprise negotiations to drive growth and profitability across business units. Oversee strategic partnerships across established and emerging channels, strengthening market access and competitive positioning. Built and scaled the U.S. Retail function from inception (2019) to $800M in revenue. Drive cross-functional alignment and organizational effectiveness, fostering high-performance culture and talent development.
Created and expanded a new US Channel Team structure, driving sales and marketing efforts for the Zoetis petcare, diagnostic, equine, and livestock US business units. Identified, navigated, and negotiated partnership agreements with key national distribution and retail partners. Drove annual planning strategy to optimize profitability and improve margins and inventory levels against annual spending. Nurtured viable partnerships, negotiated agreements, and established business models, marketing programs, sales processes, and technology drivers for $3B+ in revenue across four separate business units. Acknowledged for achievements: 2022 Zoetis Presidents Excellence Award.
A fantastic opportunity, reporting to the US LVS President, to get out of my comfort zone and help drive operational effectiveness in this ~$1.5B Business Unit.
As a Verizon franchisee, owned and orchestrated all aspects of launching new Verizon Wireless retail locations, including site development, go-to-market strategies, budgeting, and finance, establishing operational infrastructure, pricing and purchasing, logistics, and community engagement. Hired, trained, and supervised staff in best practices for sales, customer service, troubleshooting issues, and product merchandising. Streamlined operations and ensured compliance with processes and standards related to sales, inventory, staffing, and promotions. Developed and implemented learning strategies to support the customer experience, sales performance standards, and financial expectations. Established Top 10% national ranking for one store (out of 650 franchise locations), achieved top NPS score, and was #1 nationally on several occasions – positioned store for sale to a larger franchisee for a significant ROI.
Held accountability for marketing strategy, forecasting, budgeting, channel, contracting process, reimbursement, leadership, and Salesforce integration. Led and partnered with brand teams to cater messaging and tactics to multiple channels, including physicians, patients, managed care, group purchasing organizations (GPOs), and hospitals. Partnered with Pfizer and supervised a team of four internal marketing professionals to build a sales and marketing campaign for revitalizing sales of Fragmin, a Low Molecular Weight Heparin (LMWH) used to treat Venous Thrombo-Embolism (VTE). Formulated marketing strategies to differentiate Fragmin from other LMWHs by gaining customer insight that guided messaging around the treatment of VTE and other clinical positioning. Executed insight-driven campaign to channel partners that drove both breadth and depth of product usage.
Helmed traditional CPG Brand Manager Roles of increasing responsibility. Developed brand strategies and execution for the OTC line of GI products. Managed product marketing efforts with full P&L accountability. Coordinated DTC & Retail trade promotions and advertising efforts and optimized SKU mix across major retailers, including Walmart, Target, Walgreens, and CVS. Doubled market share with brand plans that synergized above-the-line and below-the-line activities while balancing regulatory requirements and insights from healthcare professionals. Launched Dulcolax in the Hispanic marketplace with an integrated communications plan. Equipped sales teams with Category Captain presentations to build subject matter expertise, establish credibility in the GI space and improve retail advisory capabilities.