Biotech & Pharmaceuticals project consulting, regarding design and administration of key operational processes. Compass Consulting contract operations and design work, including Tableau report implementation with Regeneron Pharmaceuticals and IC design and administration at Alkermes Inc.

Guidance and design of global Incentive Compensation governance, evolution to patient-focused selling model, expansion of Metabolics franchise, and launch of new selling teams, across multiple ultra-rare Complement-based indications.

Leading Sales Planning & Optimization Department, including IC, Call Planning, Size & Structure, as well as Data Governance & Strategy

Senior Associate Director/Director, Incentives, Rewards & Contests (Ridgefield, CT; 1/05-2/15)Executive Director, Commercial Analytics (1/03-12/04; Stepped down due to spousal FMLA)Commercial Analytics Leader of staff of 25 (including consulting and off-shore staff in India) with a $100MM IC budget, driving motivation, engagement, efficiency and effectiveness in sales force deployment.> Designed & implemented launch IC plans and sales contests that fairly motivated and rewarded, while driving portfolio balance and optimizing launch success> Insured co-promotion compliance and coordination with alliance partners> Drove customer service transparency through administration of Field Reporting & Inquiry Response system> Designed & Deployed state-of-the-art iPad App for IC performance management reporting (leveraging MicroStrategy)> Instituted flexible field force deployment model for major field force expansion, optimizing the balance between efficiency and effectiveness of personal-selling resources; allowed for local assessment of portfolio workload, based on targeting and promotion-response. This project allowed for various rep-product mixes to maximize ROI and efficiency> Supported multiple teams and therapeutic areas, including: PC, Cardiology, Metabolic/Diabetes, Pulmonary, Neurology, Urology, Oncology, HIV, IPF, Institutional, Senior Care, Federal, Managed Markets.

(Acquired by Pfizer)Directed tactical Call Plan and IC plan design and administration for multiple sales teams (6,000 sales associates in PC, Specialty, Institutional and Managed Care), with $110MM field incentive program, managing staff of 15 and $10MM budget.

(Acquired by GSK)Led functions for Field Force Size & Structure Analysis, Forecasting & Promotion-Response Analyses, Targeting, Licensing Evaluation, Incentive Compensation Development & Administration, Field Force Alignments, Performance Reporting, and Portfolio Optimization.

Senior Marketing Director, Tactical Services (8/00-11/00, Whitehouse, NJ)Senior Director, Call Planning & Consulting Services (8/99-8/00); Director (2/97-7/99)Led functions for marketing tactical services, and managing a staff of 30 Associate Directors, Managers, and Consultant Analysts, providing revenue growth to $8.2MM. Team produced targeting tools [Reach/Frequency/Product Mix/Promotion Mix] for ~10,000 Sales Reps internationally, and conducted analyses on IC, effort allocation, share-builder programs, brand-conflict analysis, and portfolio targeting.

(Sandoz Pharmaceuticals, going into merger with Ciba-Geigy)Associate Director, Regional Operations Decision Support (8/94-1/97), Customer Ops Rx, SE (Roswell, Georgia) DS Project Leader (11/92-12/93); DS Project Manager (1/94-7/94), Sales & Marketing, Decision Support (East Hanover, NJ)> Development & implementation of sales force incentive compensation transition to 80:20> Evaluation of Regionalization impact> Analysis of physician and plan data for product positioning, therapeutic interchange, and pharmaco-economics> Development of statistical product and sales performance indicators: promotion-response modeling> Responsible for field force capacity and alignment modeling, as well as incentive commissions and business planning> Implemented portfolio targeting > Models: product mix and prioritization, and promotional resource allocation.

> Conducted process analyses for CDRH (Center for Devices & Radiological Health)> Conducted survey of CDER's (Center for Drug Evaluation & Research) advisory committees to evaluate “Undue Influence.”