Dennis Burke Email & Phone Number

Chicago, Il, Us

Chicago

I advise entrepreneurs across the spectrum of life sciences including pharmaceuticals, medical devices, and medical information applications on the development of commercialization and go to market strategies for transformational products and services that advance healthcare.

Gurnee, Illinois

Enabling corporations and their employees to achieve their social responsibility and philanthropic giving objectives.

Lake Forest, Illinois

I was promoted by the U.S. division of Hospira Worldwide, Inc., which is the former hospital products division of Abbott Laboratories, to protect and grow market share for this highly profitable business unit prior to patent expiration of Precedex, its primary product. With full P&L responsibility for this $300 million business, I led a high performing team of five direct reports and a field sales force of 133, and the marketing, sales, and business development functions, focused on proprietary hospital pharmaceuticals. This included managing relationships with European licensing partners; providing commercial leadership for cross-functional product development teams; and cultivating, maintaining, and developing strategic partnerships. I also oversaw pricing, executed a product lifecycle management strategy to meet intense market-driven price and competitive pressures, as well as directed the contract marketing team in implementing strategic contracts with key customers and drug wholesalers. Finally, I designed implemented and managed sales force incentive plans.Impact highlights include…● Maintained market leadership with premium pricing in the face of intense competitive and market pressures. ● Retained all key sales and sales management talent, despite oncoming generic competition.● Prepared comprehensive go-to-market strategy for Dyloject intravenous NSAID; achieved FDA approval in 2014.

Lake Forest, Illinois

I was elevated to deliver on aggressive sales goals for this novel $40M product and business, and to build capability to maximize the value of the product portfolio. This entailed providing structure, training, and a revenue growth roadmap, including dramatically expanding the sales organization, while overseeing a large operating budget, two regional and 14 district managers, four regional sales training consultants, 2 IDN Executives, 112 demand creation representatives, and two support staff. I developed and implemented incentive plans and performance management standards for the sales team, led the company’s Sunshine reporting solution required under Affordable Care Act, and implemented processes and tools to support value-based, customer-focused, lean sales practices. Additionally, I assessed complementary business development opportunities, and advised Japanese, Brazilian and other affiliate best-practices teams on commercialization strategies.Impact highlights include…● Grew portfolio revenue from tens of millions into hundreds of millions, consistently exceeded plan, and delivered CAGR of well into the double digits since 2004.● Ramped sales and sales leadership team, created IDN-focused executive selling roles and built a field sales organization of highly engaged professionals with minimal turnover. ● Received multiple Circle of Excellence awards, the company’s highest recognition, for sales performance.● Implemented Salesforce.com mobile, including Miller Heiman Strategic Selling methodology.

Lake Forest, Illinois

Upon the spin-off from Abbott Laboratories, I was appointed to continue building the national sales organization I established in my prior role and to create clearly defined key performance indicators for accelerating market acceptance and revenues for Precedex, a market game-changing new product. I conducted sales modeling and forecasting and managed a budget of tens of millions of dollars. I recruited and developed top sales and sales leadership talent, identified high potential customer segments and designed go-to-market strategies. I also trained and empowered the sales organization to educate clinicians. In 2005 I was given sales leadership responsibility for invasive hemodynamic and brain function monitoring devices, and collaborated with marketing on training and implementation. Throughout this period I built and drove a culture of structure and accountability. Impact highlights include...● Doubled annual sales of Precedex, well into the tens of millions.● Put Precedex on the path to achieving all revenue, margin, share and other performance targets during challenging market conditions and with a five to ten-fold price overhang. ● Collaborated with Business Unit leadership to secure a large R&D investment to support further clinical development. ● Built a highly valued, profitable technology in monitoring devices, leading to successful sale of the product lines.

Lincolnshire, Illinois

I was promoted from marketing manager to build a clinically oriented specialty sales organization for re-launching Precedex nation-wide, at the time an underperforming but high potential product for the hospital market. With oversight of a multi-million-dollar operating budget, I recruited four district managers and a team of 28 demand specialists. I also designed the organizational structure and go-to-market sales strategy, implemented a Socratic selling methodology and deployed CRM to drive and measure performance.Impact highlights include… • Created sales team of high performers, many of whom were promoted to greater roles within the company, laying the foundation for ongoing success of the product and business unit.• Doubled annual sales well into the millions of dollars.

Abbott Park, Illinois

In this role I oversaw Nimbex and Mivacron neuromuscular blockers, Ultiva potent analgesic, and FirstChoice generic anesthesia pharmaceuticals. • Grew sales by well over a hundred million dollars through seven product launches. • Won multiple President’s awards for product launch and sales achievement.

Denver, Colorado

Promoted from contract marketing and finance positions into this sales management role. I recruited, hired, and trained 13 professional sales representatives over a seven-state region, with annual revenues of tens of millions of dollars and a million-dollar budget. Also implemented professional selling skills and professional development programs.

Mba, Marketing And International Business

Executive Education Program, Strategic Alliances

Executive Education Program, Medical Marketing

Bs, Accountancy

Activities and Societies: Vice President, Evans Scholars