|BOOZ | ALLEN | HAMILTON – PRESENT
||Oct. 2011 - Present
Lead Associate, International Health, Strategy & Organization
- As business development specialist, Mr. Marrocco guided Booz Allen in the identification of health care consulting opportunities in the Middle East region with a focus in the United Arab Emirates and Qatar.
- Assess healthcare challenges and key stakeholders and initiating dialog that would enable the firm to present its capabilities in healthcare. He developed presentations and relationships to invite discussion around key challenges in healthcare facility master planning, fraud and abuse, workforce planning, quality systems and infrastructure development.
- Key emphasis in Dubai focused on the goal of creating a regional healthcare hub where comparative healthcare system analysis was the foundation of a strategy for the Dubai Healthcare City Authority.
- Developed intellectual capital around financing of healthcare systems.
|GOVERNMENT OF NEPAL - Kathmandu, Nepal
||Nov. 2010 – Oct. 2011
Advisor to Ministry of Health, Supply Chain Management, LMD
Engaged by Crown Agents of London, UK, an International Development specialty consulting firm with expertise in public finance, banking, investment, institutional development, supply chain and training enables governments to increase prosperity, reduce poverty and improve health.
Led initiatives to improve the strategic operation of the medical products supply chain.
- Implemented and enforced World Bank policies and national Public Procurement and Management Office guidelines for procurement, leading to improved transparency, efficiency and quality.
- Improved transparency to public procurement process resulting in an increase of >30% of qualified national and international suppliers.
- Collaborated with external partners to improve quality systems in the supply chain by establishing procedures for routine inspection of medical products and pharmaceuticals.
- Assessed data capture and management system (originally provided by USAID and supported by JSI Deliver) to identify systemic failures leading to over/under-estimation of drug requirements, leveraged analysis to reduce redundancies by >25%.
- Defined procedures to constrain system abuses, petitioning donor partners for support to affect long-term change.
- Mentored team of procurement officers on procedures in forecasting, procurement planning and contract management leading to 40% decrease in time investment for planning and ultimately to more efficient delivery of medical products throughout the geographically diverse nation.
- Developed Specification Bank and Market Reference Pricing Guidelines and established a web-based resource providing access to same during procurement planning, enabling the Ministry of Health to gain access to more cost-effective and state of the art medical technologies.
|PHILIPS HEALTHCARE - Andover, MA
||Aug. 2007 – Oct. 2010
DIRECTOR OF MARKETING
A multinational medical device firm specializing in cardiovascular diagnostic imaging products.
Held overall responsibility for downstream marketing for North America including five direct reports. Indirect reports included 8-10 marketing, product and communications managers.
- Increased market share three points in 12 months during a tough economy through careful market segmentation and product differentiation.
- Generated $4 million in new revenues by effectively negotiating new contract terms with key corporate partners.
- Led a coalition of downstream global marketing peers to collaborate on prioritization of product development portfolios impacting more than $400 million in sales.
- Interpreted changes in healthcare reform and championed a communications strategy focused on efficiency and throughput, dramatically improving access to C-level executives.
- Mentored a team of Marketing and Product Managers on key marketing strategies to grow the diagnostics market segment by 1.5%, or $3 million, in a flat market with a limited product portfolio.
- 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.
- Achieved 98% penetration of top 100 hospitals by cultivating a group of clinical champions and rolling out all necessary resources for selling the organization.
|MEDICAL TECHNOLOGY & GLOBAL HEALTH CONSULTING - Boston, MA
||2003 - 2007
A diverse healthcare and medical technology consulting practice.
Managed the firm, consulting with med-tech companies, venture capitalists, investment bankers, entrepreneurs and communications/advertising firms on strategy and product launch projects. Engaged international development organizations for healthcare policy and supply chain projects in emerging and developing countries.
- Improved access to essential medicines more than 21% while simultaneously surfacing and influencing policy change initiatives for Uganda's national healthcare policy.
- Led brainstorming and strategic planning sessions for a $400 million medical technology business unit to set direction for the annual operating plan.
- Negotiated a $4 million contract with World Bank to review public policy and national infrastructure, improving efficiencies of the drug supply system in an African nation.
- 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.
- Conducted primary market research and developed multiple business plans for entrepreneurial medical technology ventures, positioning companies to generate tens of millions in new funding.
- 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.
- Created a financial justification | economic model for a point-of-care diagnostic product, leading to the adoption of a diagnostic device by occupational health physicians at more than 100 manufacturing plants in 12 months.
- Successfully completed 2-year, 12-man, $4 million project on time and budget, securing additional project work.
- Grew sales from $500,000 to more than $3 million over an 18-month period by strengthening the marketing message through peer review validation.
|LEHMANMILLET, INC. - Boston, MA
||1999 - 2003
VP BUSINESS DEVELOPMENT
A strategic medical marketing and communications firm.
Instrumental in business development, including building relationships with prospective clients, drafting proposals and negotiating terms. Led a team of writers, creative personnel and account managers to overcome obstacles.
- Grew the practice from less than $1 million to $10 million in three years by earning the confidence of more than a dozen blue chip firms.
- Led multiple cross-functional teams to define and implement product commercialization and market development strategies for $1 billion in products.
- 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.
- Successfully negotiated engagement contracts ranging upwards of $1 million by identifying client needs, determining optimal problem resolution and influencing high-level decision-makers.
- Repositioned the firm's offering to a new sector, capturing nearly 8% share of externally purchased communications and marketing services.
|ABIOMED, INC. - Danvers, MA
||1995 - 1999
DIRECTOR, INTERNATIONAL BUSINESS AFFAIRS
A cardiovascular medical technology company specializing in international sales and marketing of medical products.
Led the international business unit, including establishing a global distribution network for highly sophisticated medical technology, cultivating clinical champions and developing educational programs.
- Grew cardiac assist medical device business in international markets from $1 million to $5 million in three years through effective product distribution and execution of other tactical initiatives.
- Improved top line growth more than 40% within the first year of repositioning technology and enabling global partners to reengage a clinical audience that had lost faith in the product.
- Created excitement and drove distribution network revenue growth of > 400% by engaging clinical champions and key opinion leaders in Europe, Asia and Latin America.
- Repaired the corporate image in international markets by repositioning the product line message and creating strong educational programs.
EXPERIENCE / ACHIEVEMENTS PRIOR TO 1995
Director, Cardiology Marketing & International Sales and Marketing, Boston Scientific Corporation / CVIS
- Added three strategic partners and two acquisitions, resulting in an incremental increase in annual sales of $75 million.
- Developed a team of product marketing managers to identify opportunities and lead the commercialization of $350 million in diagnostic and therapeutic cardiology products.
- Drove $8 million sales in 24 months by recruiting and negotiating international distributor contracts while elevating awareness and challenging standards of care.
Product & Marketing Manager, C.R. Bard / Cordis Corporation