Andy Dussroth Email & Phone Number

Emea Region

Member of the Divisional Board & Exec, reporting to the Divisional CEO.Overall responsibility for the smooth strategic integration of Procurement, IT operations, Software Development, HR, Quality & Compliance, Legal, Marketing and Finance departments for all businesses within the Division.Integrations to date: KP360, Pegasus, STEM, Sellxpert, Vynamic LLC, Cambridge BioMarketing LLC.Achievements:Created a 5-stage Integration Toolkit including: 'Vision, Integration Team, Review Phase, Integration Plan, Review & Communication' to allow and facilitate the seamless integration of newly acquired companies into the Ashfield Division.Executed and a delivered a synergy plan to realise $2m of efficiencies on the largest integration within a 12-month period in line with the strategy.Newly acquired companies were integrated onto the parent organisation's systems, creating consistency in IT and telephony, employee engagement, unity and realising the financial benefits of leveraging Microsoft Enterprise agreement. Leading the integrations cross functionally ensured project timelines were met, business units were aligned in strategic intent and silo working was eliminated. Created a 'simple' 5-stage integration process as a standard for all integrations.Created a 'toolkit'/guide to ensure consistency of integrations at Division and Group levels.

Leicestershire

Became a member of Ashfield Divisional Board & Exec team. Circa 5,000 employees. Turnover £850 Million. EBIT £85 Million.Built procurement team for the Ashfield Division; starting from a department of one to a team of 8 within a 5 year period.Geographical spread included UK, Europe and North America.Procured services across the Ashfield Division of. Ashfield Division consists of 3 business units: Clinical & Commercial (contract sales and nurses), Medical Communications and Advisory.Procured services across the Ashfield Division mainly in the Fleet (leasing, car manufacturers), Insurance (fleet, general company insurances), IT (hardware and software), Telecoms supplier category sectors.Built Estate Management team for the Ashfield Division for a property portfolio of 48 offices (UK, Europe and USA)Line management of procurement team, P&L responsibility for procurement & Estate Management budgets and collaborated with UDG Procurement on Global services to benefit employeesDeveloped SOP's for the procurement of goods and services across the Division.Closely monitored expenditure and level of supplier service and initiated corrective action as necessary when unsatisfactory.Liaised with Divisional Heads of Departments to co-ordinate procurement of services/goods.Provided information for internal cost models used by Business Development and ensured that correct values were entered into the models for appropriate rates to be calculated. Developed and implemented a Pan-European cost model to ensure consistency in pricing.Developed and implemented training course for new recruits - speeding profitability.Changed mindsets of all head office functions through training to manage and be responsible of supplier relationships in relevant supplier categories.

Leicestershire

Responsible for building, developing and direct line management responsibilties of the Divisional Procurement Department. Achievements:Lead a team to achieve £1.6 million savings (latest financial year) through cost avoidance, rebates, margin protection and cost modelling. Significant exposure in the following supplier categories including: Fleet Management, IT, Telecoms, accounting for 75% of all savings achieved.Leveraged Ashfield's buying strength by rationalising the fleet of company cars from multiple leasing suppliers to 2 suppliers.Leveraging Ashfield's buying strength by rationalising the fleet of company cars from multiple car manufacturers to 2 'badges' for the UK fleet (1,000 cars), 3 badges across Europe (circa 3,000 cars), 1 'badge' (circa 1,000 cars).Leveraged Ashfield's buying strength by rationalising the use of multiple IT hardware suppliers to one through procuring a pan-European broker. Created an enhanced benefits package for employees and their families through exercising the strong relationship and collaboration with United Drug PLC.Created and built a Procurement team now responsible for a supplier spend of £100 Million.Created and launched the initiative of Project 2% for Ashfield UK through internal review of SOP's, processes and making internal senior stakeholders responsible for the management of supplier relationships. This added circa £1.8 Million onto the company's' EBIT post 18-month launch. Project 2% is now part of the company's culture (10 years in operation). Project 2% has increased the company's Gross and Net Margins by nearly 3%.Achieved a net saving of $1.0M through improved leasing agreement negotiations with office landlords.

Leicestershire

Reported to the Managing Director. Ensured smooth delivery of all contracted services. Managed and was accountable for P&L Operations budget. Ensured all expenditure was managed in accordance with agreed budgets and forecasts.Effectively lead, motivated, and developed Project Managers/National Sales Managers / Client Account Managers and Operation Managers to ensure smooth delivery of all contracted services.Ensured robust processes were in place for operational management of contracts, staff selection, development and performance management of staff in Operations.Ensured all awarded contracts were clearly defined, informed all Head Office departments appropriately, within designated cost budgets to deliver agreed profit levels on an individual contract basis.Ensured all activities of sales and nurse teams complied with company standards, ABPI Code of Practice and RCN guidelines.AchievementsThrough Project 2%, I initiated a Regional Manager P&L and moved the company GP from 22 - 25%, a period of 24 months, by creating accountability for costs bottom up which has led to a cultural and mind set change in today's organisation.Grew a client account to over 300 employees and became Ashfield's largest account. Reduction in field-based employee turnover from 30 -25% over a 24-month period by initiating roadshows, head of operations dinners to recognise talent in the field and snr management accompanied visits and field force consultation groups to voice recommendations. Implemented robust performance management processes for all field forces (sales and nurse teams).

United Kingdom

During this period, secured business with a variety of pharmaceutical clients; ranging from 'start-up', small & medium sized companies, to established pharmaceutical companies. Examples of business wins included AstraZeneca, Crawford Pharmaceuticals, Ferring, Ranbaxy, IDIS, Molnlycke among others.Secured business at the right price to ensure the company achieved sales and profitability targets. Liaised with sales/nurse operations and internal departments to ensure delivery of client objectives/KPI's. Built a network with existing and potential new clients to develop relationships, identify business opportunities and secure business.Developed case studies of successful projects to be used to support future business pitches. Assumed account management responsibility for key customers as required.

Leicestershire

Ensured that an efficient fleet support service (Business Services Team) including all aspects of fleet management was provided to all field based and head office employees.

United Kingdom

Second-line management of 12 Regional Sales Managers, 250 representatives (4 national sales team)Setting the strategic direction and P&L for each region (x5) in line with Ashfield and clients’ expectations to maintain growth and ensure targets were achieved. Responsibility for the execution and delivery of results for the national teams via the clients’ business plans. Developed high performing national sales team through performance managing, motivating and developing Regional Sales ManagersAbility to lead a cross functional team of Ashfield Support staff and maximise the efficiency of the 4 national teams. E.G.HR Liaison: Worked closely with HR to ensure that HR issues were dealt with fairly, consistently and in a professional manner to the required HR standards and to ensure that the ‘performance management cycle’ was implemented in all teams. Ensured all standards and company policies were communicated and adhered to by each Regional Business Manager in line with Ashfield’s company policies and procedures.Profit & Loss: Accountability for all Ashfield's sales contracts. To ensure that contracts delivered results within the budget agreed with clients whilst maximising revenue generated for Ashfield. Accountable for a total budget annual budget of £7,000,000. Achievements:Developed Regional Sales Managers to National Sales Manager and Project Team Leader roles.Developed business with multiple pharmaceutical clients for Ashfield with a turnover of over £5,000,000 using the concept of 'vacancy management', syndicated, dedicated and nurse teams.Fellow of the 'Institute of Sales & Marketing Management' (I.S.M.M).Managed all teams effectively achieving profit margins of more than 30% plus.

Oxford Region & South West Region

Therapeutic areas: GI, Respiratory, Cardiovascular, Pain Management, DermatologyAreas included: Reading & Newbury, Slough & Windsor, Oxford & Banbury, High Wycombe & South Oxon, Northampton & Kettering, Milton Keynes & Aylesbury, Leicester, Devon & HampshireManagement of: 12 G.P/Hospital Representatives, 3 Hospital Specialist Representatives, 4 Clinical Nurse Specialists, 1 Regional Business ExecutiveKey Responsibilities:Management of promotional budget Management of Key Account Contracts (To 47 Dispensing Surgeries)Negotiation & renegotiations of contracts. (Across all Astra product Ranges) Responsible for recruitment, interviewing of candidates for the Region.Facilitated close working relationships to develop excellent teamwork between Sales, Marketing. Medical and Commercial divisions to maximise strategic planning.Responsible in all aspects for the arrangement of regional and overseas symposia: Agenda, third-party speakers, venues, budgets, honoraria, delegates and marketing.Successfully developed 8 representatives to promotion within Astra and 7 within AshfieldDeveloped and implemented innovative management training packages with external training companies.Actively involved in resource regional projects.Computerised and created a portfolio of sales analyses and company administrative documents for the region.

London & East Berkshire

Bsc (Joint Honours), Bacteriology & Virology

A Levels