Greg Nicholson Email & Phone Number

Mid-Atlantic

South Jersey Area

I am currently responsible for the sales and business development for Delaware/MD Eastern Shore and Baltimore area. Lead creation of local strategies and target physician activity to deliver brand goals. Accountable for hiring, coaching and selling skill development of specialty and primary care representatives. Ensure selling and promotional resources maximized to aid sales growth. Lead local market collaboration tactics with market matrix team to grow volume and sales with shared customers.

Bridewater Nj

Selected to lead creation of national program to increase trial and adoption of Soliqua 100/33, while simultaneously leading sales team as DM. Aligned with the brand team to identify key targets, program goals and key performance indicators. Worked with internal multifunctional teams and external agency vendors to successfully create completion goals, data pass solutions, tele-detail scripting, fulfillment materials, overall rep training plan, audit plan, measurements and reporting plan. Provided optimization recommendations to maximize project upon completion.

Pennsylvania

Responsible for facilitating the successful implementation of Sanofi’s diabetes programs in customer organizations; developing local tools to meet customer needs; and identifying regional opportunities to grow sales based on emerging trends, customer demographics and localized healthcare. Key responsibilities include; 1) assess national and regional business environments to identify key performance gaps and opportunities to strengthen Sanofi’s value position 2)lead in the development, coordination and execution of integrated strategic and tactical plans among multiple internal and external stakeholders; 3) establish strong matrix partnership with brand team for the funneling of critical customer insights & regional opportunities for broader analysis, distribution, and content development; 4) identify opportunities for resource allocation through business planning and national/segment analysis 5) build continuous improvement capabilities within the region 6) become proficient with the fundamentals, tools and techniques (i.e. Management System, Visual Controls, Tiered Accountability, Problem Solving) 7)train others in the region; partner with Change Agents or others with CI capabilities 8) ensure that skills and techniques learned are practiced immediately and on an ongoing basis 9) help the region create and implement processes that will allow us to sustain an environment of continuous improvement 10) build and implement standard ways of working for sales leaders and sales representatives 11) create visual business performance management 12) ensure accountability processes are in place throughout the organization 13) build a collaborative culture of problem solving and capability building in partnership with all leadership levels.

Greater Philadelphia Area

Selected as 1 of 2 RCMs nationally to be project lead and help confirm the strategic direction for Afrezza with tier 1-4 physicians based on spirometry and intent to prescribe Afrezza. Goal was to jump start trial and adoption of new nasal insulin via execution of Afrezza strategies, tactics and best practices used in the pilot teams. Lead creation of new tactics and approaches to test and launch to balance of diabetes US business unit. Responsibilities included district managers and sales reps in NY, NJ & DE.

Washington Dc

Responsible for leading a District of 11 representatives, to grow new prescription market share and volume via strategic planning, execution and monitoring of field activity with key targets and physicians in DE, MD, DC, VA and NC. Also responsible for recruiting, training and development of sales representatives to ensure future success of promoted brands and future sales leaders.

Dc Metro & Mid Atlantic Markets

Responsible for meeting total market volume, market share and call goals with all physician, target hospital/institutions and local MC accounts. Role incl. leading market strategy development, deployment and measurement to district managers, market account managers and field representatives. Lead customer development/integration with multi-functional Team which included co-promotion DMs, medical liaisons, MC account executive and my sales leadership Team. Lead creation of DM and field rep capability improvement and succession/career planning. Span of control in FY 07/08 included 4 district managers with 44 sales representatives and 2 market account reps covering DE, MD, DC, W. VA and Va. In 08/09 moved geographic responsibility to lead Mid-Atlantic market which encompassed 4 Districts with 45 representatives and 2 market account reps in PA and southern NJ.

Accoutable for P&G regionally based customer accounts within Mid Atlantic states (PA, MD, DE, DC, WVA). These included MC, medical groups and LTC. Top customer included Highmark, Independence BC, CareFirst & Sentara. Primary role was to gain formulary approval for P&G products, contracting, develop field based PT & coordinatin of PT with both sales Teams and National AEs. Responsible for volume and share at key customers.

Accountable for building total prescription volume, MS and delivering contracted call commitments within Team. Responsible for business plan development, sales representative capability improvement, sales representative training and development, external customer relationship development and personal development. Managed 13 sales representatives in OH, KY, IN & WV

Manage all aspects of Dantrium Brand (volume, shipments, budget, strategy, forecast and Brand copy). Specific assignment was to refresh and relaunch Brand to physicians and institutions across US. Create new Brand copy and launch plan to to grow volume and share for Dantrium IV and Dantrium Capsules. Responsible for volume and MS

Trainer - Responsible for corporate training and development of all new Pharmeceutical sales representatives attending Sales College. Specific areas of training were with 2 Brand categories and disease areas, Macrobid (antibiotic) & urinary system; Asacol (oral 5-ASA) & digestive system. Project Manager - responsible for working with Brand to create and develop selling tools, resources and programs for all of Pharmaceutical sales to help them drive Brand strategies deliver business MS/volume objectives. Project work focused on both Asacol and Macrobid Brands.

Responsible for territory management, selling execution, business knowledge, building business relationships, product/disease knowledge and business administration. Accountable for the TRx/NRx and volume goals associated with 5 Rx (Macrobid, Asacol, Entex LA/PSE, Didronel) and 1 OTC (Metamucil) brands in Central PA. Customers consisted of physicians/staff, hospitals and wholesalers.