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Multicultural / Functional Leadership
- Led a coalition of downstream global marketing peers to collaborate on prioritization of product development portfolios impacting more than $400 million in sales.
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- Led multiple cross-functional teams to define and implement product commercialization and market development strategies for $1 billion in products.
- Improved access to essential medicines more than 21% while surfacing and influencing policy change initiatives for Uganda's national healthcare policy.
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- Successfully rebuilt a team of consultants to tackle complex healthcare reform projects, satisfying stakeholders by expanding the scope of work to include $500,000 in additional projects.
- Reduced redundancies by more than 50%, effectively reallocating resources to satisfy approximately 20% of unmet medical needs in rural districts.
- Successfully recruited, trained and negotiated contracts with 15 organizations to represent products on five continents.
- Drove $8 million sales in 24 months by recruiting and negotiating international distributor contracts while elevating awareness and challenging standards of care.
Opportunity Analysis | Business Development
- Delivered a 12% sales increase by establishing a co-marketing program to include a finder's fee for introductions leading to the sale of a specific technology.
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- Grew medical device practice from less than $1 million to $10 million in three years by earning the confidence of more than a dozen blue chip firms.
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- Grew ventricular assist medical device business from $1 million to $5 million in three years through effective product distribution and successful execution of tactical initiatives.
- Repaired the corporate image in international markets by repositioning the product and creating strong educational programs.
- Cultivated a network of clients from blue chip technology firms to government and international banking organizations, with projects spanning public and private sectors.
- Guided advertising and communication firms through the pitch process, leading to more than $5 million in new client business.
- Created a financial justification and economic model for a novel diagnostic product, leading to adoption by occupational physicians at more than 100 manufacturing plants in 12 months.
Cultivating Product Champions | Driving Momentum
- Grew sales from $500,000 to more than $3 million over an 18-month period by strengthening marketing message through peer review validation.
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- Created excitement and drove distribution network revenue growth of more than 400% by engaging clinical champions and key opinion leaders in Europe, Asia and Latin America.
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- Achieved 98% penetration of top 100 heart hospitals by cultivating a group of clinical champions and rolling out all necessary resources for the selling organization.
Translating Vision into Results
- Innovated a cost effective product communication strategy that led to a 19% increase in leads, enabling the business to overachieve plan in all target markets.
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- Collaborated successfully with key opinion leaders to identify potential growth opportunities, resulting in top line growth of $75 million.
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- Contributed to the development of a new drug-device product sector, now a $1 billion market, through definition, communication and implementation of a vision and strategy.
Product Differentiation | Market Penetration
- Repositioned the firm's offering to a new sector, capturing nearly 8% share of externally purchased communications and marketing services.
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- Improved top line growth more than 40% within the first year of repositioning technology enabling global partners to reengage a clinical audience that had lost faith in the product.
- Identified and carefully positioned unique benefits of novel catheter-based diagnostic technology, elevating its visibility and accelerating market penetration globally.
- Increased market share three points in 12 months during a tough economy through careful market segmentation and product differentiation.
- Interpreted changes in healthcare reform and championed a communications strategy focused on efficiency and throughput, dramatically improving access to C-level executives.
- Produced an innovative new model to improve access to essential medicines in developing countries while minimizing risk to supply chains. Plan attracted interest of Merck and Ranbaxy Pharmaceuticals.
Leveraging Strategic Relations | Negotiations
- Negotiated terms of distribution agreements with sales and marketing partners throughout Europe and the Pacific Rim, resulting in a high percentage of sales from international markets.
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- Partnered with other medical technology companies to gain access to new markets, generating 12% growth, more three times overall market growth.
- Generated more than $4 million in incremental revenue as part of effectively negotiating contract terms with new corporate partners.
- Negotiated a $4 million contract with World Bank to review public policy and national infrastructure, improving efficiencies of the drug supply system of an African nation.
- Successfully negotiated engagement contracts ranging upwards of $1 million by identifying client needs, determining optimal problem resolution and influencing high-level decision-makers.
Strategic Planning | Tactical Execution
- Guided selling organization to move customer conversations to ‘value’ from price and ultimately improved ASPs and profit margin by 10%.
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- Led brainstorming and strategic planning sessions for a $400 million medical technology business unit setting direction for the annual operating plan.
- Developed a strategy to engage Ministries of Health, increasing contributions to global data registry on infectious disease and antibiotic use by 50%.
- Conducted primary market research and developed multiple-business plans for entrepreneurial medical technology ventures, positioning companies to generate tens of millions in new funding.
- Added three strategic partners and two acquisitions, resulting in incremental annual sales of $75 million.
Resource Identification | Costing /Allocation
- Focused the leadership team on a single discipline and challenged the existing standard of care, resulting in $100 million acquisition of the company.
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- Successfully completed a two-year, 12-man $4 million project on time and on budget, securing a commitment to additional project work.
Global Team Development | Deployment
- Mentored a team of Marketing and Product Managers on key marketing strategies to grow the cardiology market segment by 1.5%, or $3 million, in a flat market with a limited product portfolio.
- Developed a team of product marketing managers to identify opportunities and lead the commercialization of $350 million in diagnostic and therapeutic cardiology products.
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