Gary Naylor Email & Phone Number

United States

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Indianapolis, Indiana Area

• Director Commercial Excellence (2014 - 2015)Responsible for the development and implementation of systems and processes necessary to support the new Point of Care organization’s infrastructure ($340 million in annually.
• Developed and executed, as a member of the POC leadership team, the overall Go-to-Market Strategy for the “Point of Care” organization, allowing sales and marketing to clearly focus on desired customer targets.
• Key stakeholder in the overall development of the new Point Of Care sales compensation plan, including plan design and administration, ensuring the organization’s ability to financially reward sales goal achievement.
• Launched Sales Force.Com to the New Point of Care organization, enabling better funnel management and forecasting, resulting in faster and increased deal closure.o Executed a successful training and implementation.
• Lead development a new Sales Crediting and Reporting system, allowing the organization to better analyze, segment, and target the Point of Care market, increasing our ability to better manage our existing customer base.
• As POC’s senior level liaison to all Business Area support organizations within Roche Diagnostics, facilitated dialog and managed relationships, ensuring opportunities and challenges were being addressed at the.

Indianapolis, Indiana Area

• Responsible for leading a sales organization focused on sales revenue achievement within the Hospital Point Care Market. Work collaboratively with Marketing, Customer Order Fulfillment, Corporate Accounts, Marketing.
• Executed Go-to-Market strategies while managing a $12 million expenses budget, resulting in the achievement of all P&L financial goals. Over achieved sales goal by 4%, and reduced SG&A expense by 5%.
• Negotiated long term contracts with hospitals, IHNs, Government, and GPOs, with a combined total annual value of $100 million. Signed, for new business, contracts worth $6.3 Ml annually.
• Led 5 Regional Business Managers and 45 Account Managers, exceeding our committed Glucose signed contract goal of $3 million by $3.2 million in annual new business in 2013.
• Worked collaboratively with marketing to develop innovative sales and marketing tactics that allowed us to maintain our existing customer base, during major product challenges, until new product was approved.
• Retained 100% of base business in 2012 in a mature Hospital Blood Glucose market that had product issues.

Indianapolis, Indiana Area

• Responsible for leading a National Account team focused on sales revenue achievement within the Point Care Market. Aligned with Marketing, other key Business Areas within Roche, and our Distribution Partners to.
• Championed the development and execution of the organization’s first distribution strategy that created greater internal operational efficiency, increased sales reach and frequency, within our targeted customer.
• Increased market share greater than 10% within the first year of implementing the new distribution strategy. Through collaboration with senior leadership, key national Med-Surgical distributors, and my National Account.
• Accepted the Bill Lister Award (2006) for exhibiting the highest leadership standards within the Point of Care division.

Indianapolis, Indiana Area

• Led a cross functional team of 8 indirect reports, representing 5 business areas, tasked with the development of a new “Onboarding” process for bring new people into Roche Diagnostics.
• Spearheaded an innovative On-boarding/Orientation process for new employees starting with Roche Diagnostics, Gained support from key stakeholders throughout the organization by delivering in-depth presentation that.
• Identified critical onboarding success factors by performing a comprehensive needs assessment, allowing for new employees, hiring managers, and the organization to be more productive.
• Developed short and long term goals, as well as, a detailed timeline with key milestones the company needed to achieve in order to realize desired outcomes.
• Executed a 9 month “Welcome to Roche Diagnostics” onboarding program, ensuring new employees were integrated into the company and proper time was spent with management, resulting in accelerated performance and impact.

Indianapolis, Indiana Area

• Led a team of 7 Primary and Secondary Research professional who conducted market analysis and generated the necessary data and market intelligence used as the foundation for the development of strategies, tactics, and.
• Created individual development plans, and conducted consistent plan reviews with each team member, ensuring each of them received the appropriate coaching, development and training, resulting in greater competency and.
• Increased Marketing collaboration and ownership by including all stakeholders into research processes during the design, implementation, and analysis of research results. Ensured cross-pollination between product.
• Successfully achieved revenue goals of approximately $1.3 billion annually for the Patient Care Division allowing the company to maintain market share leadership in Diabetes Care Glucose Monitoring for both the.

Indianapolis, Indiana Area

• Achieved cost saving initiatives by analyzing data for accuracy, determining market scope, and monitoring competition, while supervising 4 direct reports.
• Collaborated with primary research analysts, ensuring primary and secondary data were utilized to understand key business issues and market trends.
• Launched new data sources into the organization, allowing for enhanced supervision of emerging markets such as managed care.
• Evaluated and reported overall market share trends and key metrics for Patient Care Senior Leadership team.

Houston, Texas Area

• Exceeded sales goals by 109% in one year while managing sales volume and market share.
• Established strong business relationships with Physicians, Pharmacist, and key individuals at the regional/district level of national chains, food, mass merchandising, and wholesale accounts.
• Received “Rookie of the Year” award (1996).