New York City Metropolitan Area
Commercial leader with 20+ years of experience spanning pharmaceuticals, medical devices, and diagnostics, with proven expertise in commercial strategy, marketing operations, and cross-functional leadership. Track record of developing and deploying business strategies across multiple customer channels while leading high-performing teams to deliver measurable business impact I have a passion for delivering high-quality results using innovative approaches that leverage thoughtful planning, attention to detail, and a broad skillset built from diverse experiences in marketing, finance, business development, and engineering. In my career, I have grown market-leading brands, scaled new business models around the globe, and made teams more efficient by questioning assumptions and streamlining approaches. I enjoy opportunities to make something from nothing. I love thinking through a novel problem and the various options for solving it. Moreover, I’m not interested in simply talking about making things happen; I want to roll up my sleeves and actually do things.
▪ Build and execute roadmap for growth across key customer segments, including independent practitioners, retail pharmacies, hospitals, health systems, and clinics ▪ Develop consistent, holistic approach for segmenting and analyze the US market to assess go-to-market approaches, prioritize commercial investments, and execute focused, cross-brand strategies ▪ Lead strategic projects to consistently and effectively demonstrate value of product portfolio & solution offerings
▪ Led a high-performing, seven-person marketing team responsible for effectively defining and executing multi-year strategic plans to drive growth of a ~$400MM point-of-care blood analysis portfolio across the US region ▪ Directed go-to-market strategy for launch of a first-of-its-kind product, establishing commercial priorities, defining and segmenting the market, assessing reimbursement, managing the marketing mix, and driving customer adoption ▪ Influenced cross-functional partners (sales, R&D, regulatory, legal, medical affairs, etc.) to drive execution of projects ▪ Anticipated market needs, providing leadership team with assessment of opportunities & risks for existing portfolio ▪ Built marketing competencies and capacity by establishing operating processes and coaching on best practices
▪ Identify and prioritize external growth opportunities using market analysis, financial modeling, and in-depth understanding of external partners' strategic objectives, operational constraints, and economic priorities ▪ Negotiate contracts with external organizations (including private sector, government, and academia), defining critical milestones, creating project budgets, assigning intellectual property rights, and mitigating potential risks
▪ Guided launch plans for new offerings, including the development of marketing plans and the execution of tactics such as digital campaigns, customer collateral, and contracting/pricing strategies ▪ Scaled customer engagement approach across US region, enabling efficient processes and consistent experiences ▪ Streamlined company value proposition, simplifying technical and complex offerings with clear, concise messages ▪ Led annual planning process, providing holistic, prioritized view of business needs, including forecast of expected revenue and costs
▪ Led team marketing a portfolio of B2B services for IDNs that embed sustainable and standardized practices across hospitals’ operations by reducing resources consumed, optimizing workflows and transportation networks, and managing waste streams ▪ Utilized internal incubator to develop hypotheses, ideate business models, validate value propositions, and seek funding to prototype a disruptive approach for providing surgical services in the rapidly growing orthopedic market ▪ Develop strategy, value proposition, and messaging to differentiate Johnson & Johnson portfolio from competition ▪ Evaluate emerging technologies, direct lifecycle management, and prioritize tactics based on segmentation strategies ▪ Communicate impact of portfolio to internal & external stakeholders through coordinated, multi-channel approach
▪ Planned, prioritized, and managed activities to build a 32-person marketing team, enabling a new go-to-market strategy for hospital systems and integrated delivery networks (IDNs) ▪ Designed brand strategy, messaging, collateral, and sales training to launch a new B2B product portfolio ▪ Quantified key customer needs and established benchmarks to evaluate internal performance against those needs
▪ Established strategies to deliver long-term, profitable growth by enhancing Ethicon’s positioning to hospital systems ▪ Identified opportunity to engage a new customer segment through an innovative infection prevention program • Directed program commercialization, including: defining program scope, translating market research insights, managing legal & regulatory approval, establishing value proposition, executing launch plan, and anticipating lifecycle management needs • Improved overall portfolio sales by 8% while accelerating a product launch in a new therapeutic area by 50% • Responsible for talent acquisition, development, and performance feedback for team of five, field-based associates
▪ Led cross-functional team to develop multi-year strategic plan for $900 MM wound closure portfolio by assessing market trends, identifying strategies to address customer needs, and creating tactics to execute on the strategies ▪ Increased sales by 6% by delivering brand messages to hospital administrators through multiple channels including sales organization, medical directors, media, and professional societies; identified metrics to track success of plan ▪ Managed lifecycle strategy utilizing clinical evidence to shape professional guidelines and government regulations ▪ Designed a digital platform (website, iPad app) to ensure consistent communication of strategic brands’ messages, timely promotion of updated product information, and basic support of customer inquiries across the entire portfolio
▪ Devised strategy to enhance Ethicon’s marketing tactics towards the value-conscious customer segment • Utilized market research to identify insights on customer needs and drivers of behavior; used these insights to shape messaging for strategic brands and established a scalable approach to incorporate platforms across the franchise’s portfolio • Developed evidence-based messaging to support the global launch of a new topical skin adhesive by identifying how the product’s unique attributes translate into a differentiated customer benefits • Trained the sales and marketing organization on the impact of healthcare reform in the US marketplace, enabling more relevant interactions with customers and identifying methods for incorporating changing customer needs into strategic plans ▪ Led planning efforts for a 400-person training meeting by creating a vision for innovative training modules, coordinating efforts of cross-functional teams, creating contingency plans, and ensuring clear alignment to the organization’s strategy