Greater Toronto Area, Canada
Leadership Created effective team environments leading to the successful implementation of business strategies across multiple functional areas. Initiated, lead, facilitated and participated on numerous multi-discipline, multi-company planning teams. Effective “Change Agent” supporting the integration of new processes and unique business opportunities within internal and external joint ventures and partnerships Full accountability and responsibility for the management of multi-million dollar operating, administration and advertising budgets Diversity Strong strategic business planning and analytical skills Multi-channel, multi-functional, multi-country and multi-company consumer packaged goods and prescription product business experience Extensive expertise in recruitment, hiring, mentoring, motivation and inspiration Extremely professional presentation, negotiation and partnership aptitude and skill-set
Key Responsibility: Develop, recommend, and execute the short-term and long-term Business Development objectives for the Independent Pharmacy network of accounts in Canada to support the financial achievement of the company's goals. Key functions: • Lead contract negotiations with key National Independent Pharmacy customers. Actively supported the negotiations pertaining to these National accounts if/when required. • Established and maintained a solid partnership with the senior management of current and potential customers in order to understand their business issues and to identify and develop mutually beneficial solutions and alternatives. • Lead the National Business Development field sales team. Responsible for the delivery of the Independent Pharmacy account P&L objectives through deployment of field resources. • Maintained close relationships with government, professional and trade organizations in the marketplace in order to keep abreast of trends and developments. Analyzed and developed plans for dealing with real or potential concerns and opportunities. • Customer Management: Established, tracked and measured performance goals and resource requirements for all assigned National Independent Pharmacy accounts. Established a governance model that supported the strategic alignment as well as on-going account relationships and follow-through. Performed consultative analyses, including customer surveys and gap analyses, to provide realistic recommendations for problem resolution. • Business Development: Developed new business through funnel management, targeting market consolidators, by developing a common sales process and account planning methodology utilizing marketing tools, models and databases required for a full-scale, aggressive selling strategy. • Strategic Planning: Created, developed and implemented mutually beneficial program offerings for new strategic initiatives by working closely with other McKesson Canada operating units
§ Integration of Professional Sales & Marketing functions for McNeil Consumer Healthcare, Pfizer Consumer Healthcare, JJI~Canada § Management Leadership Team member for OTC Global Business Unit based in Canada § Resource Optimization for Internal Sales and Marketing resources and External Sales force § Strategic Positioning and Brand prioritization modeling in support of detailed franchises
§ Facilitated and lead multi-country, multi-company, and multi-functional teams in support of the commercialization and launch of PREVU*, a unique point of care cardiovascular diagnostic test, in Global markets on behalf of Johnson & Johnson Inc. § Developed key milestones within critical delivery time frames while considering alternative plans for “launch” or “exit” end-points § Launched PREVU Point of Care testing in international markets including Canada, the United States, and selected European countries
§ Provided broad-based input and leadership for company strategic positioning as an active member of the senior leadership team § Represented the company and Medical Sales Division on Canadian and North American J&J affiliate task forces § Developed strategic and financial plans supporting the immediate and long-term corporate focus for the company § First Management Board member to complete Process Excellence Black Belt training
§ Effectively and optimally mobilized a Medical Sales force in Canada in support of Professional Detailing for key Marketing programs in Physician, Pharmacist and Specialist offices § Increased detailing penetration to key physicians and specialists through the reconfiguration of the sales force § Successfully introduced and implemented a new contact management system to support improved analytics and business management capabilities within the sales force for healthcare professional customers § Successfully integrated external product lines and incremental field forces into the core sales organization § Recruited and developed multiple succession candidates for interdivisional resource planning and placement
§ Delivered year-on-year, double-digit sales and profit growth within the Canadian food, drug, and mass merchandiser retail trade while reducing administrative costs and trade spending § Successfully trained and deployed a National Sales force of 47 representatives, key account and regional sales managers § Successfully launched multiple product lines achieving optimal penetration levels within mandated timelines § Recruited and developed multiple succession candidates for interdivisional resource planning and placement