Mark P. Email & Phone Number

Sant Cugat Del Vallès, Barcelona, Es

Morristown, New Jersey, Us

• Provided consistent direction, coaching, commitment, and proactive performance management to maximize individual and team potential for the Business Insights department team of 6 FTEs.• Developed foundational understanding of brand strategy to ensure analytics and insight driven recommendations aligned to the broader organizational strategy.• Led the development of business analyses and content for US and global business and performance reviews, including development of presentations for key executive stakeholders.• Partnered with cross-functional teams to develop and monitor KPIs to track organizational and brand performance.• Improved a diverse group of systems used by the commercial organization including MDM, CRM, and BI/reporting.• Supported the ongoing evolution of field team resourcing, deployment, alignment, and rosters.• Developed demand forecasts to inform short-term and long-term strategic planning and financial projections.

Fort Lee, New Jersey, Us

• Established the commercial operations strategy and oversee commercial business processes including data management, CRM, sales force effectiveness, sales incentive compensation, forecasting, and targeting. • Led and optimized financial operations processes including chargebacks, data fees, GPO fees, and government pricing.• Procured, managed, and analyzed sales, distribution, dispensing, and claims data from channel partners and third-party data providers. • Prepared commercial forecasts to inform long range plans and prioritize new product development investments.• Implemented new data warehouse and CRM systems and automated financial and sales operations processes to support scaling the commercial organization.• Leveraged robust medical claims and specialty pharmacy dispensing data to generate decile-based customer targets.• Developed and implemented a workload-based territory optimization model and sales force sizing and structure project.

Oxford, England, Gb

• Re-built the Global Commercial Operations department of a fast-growing specialty healthcare company following a consolidation of US commercial offices. • Led a global team of 16 FTEs across three countries responsible for: - Data acquisition and management - Commercial data systems: Master Data Management (MDM), Data Warehouse, CRM (Veeva/SFDC) - Commercial Analytics: sales force optimization, sales incentive compensation, business intelligence, forecasting, customer targeting and segmentation - Field Operations: field communications, roster management, meeting planning, rep credentialing - Customer Experience: inside sales, order entry, customer service• Provided analytics and insights to aid in the evaluation of commercial strategies and business development opportunities.• Partnered with colleagues in Compliance and Legal to ensure adherence of commercial data systems to local regulations, including General Data Protection Regulation (GDPR) in the EU.• Established commercial data and systems readiness to support doubling the US sales force to promote a diagnostic testing device and the company’s first pharmaceutical product in the US market.

Sant Cugat Del Vallès, Barcelona, Es

• Led the North America Commercial Analytics team of 11 FTEs (5 direct reports) responsible for Information Strategy, Data Management, Business Intelligence, CRM, and Incentive Compensation. • Established team and individual goals aligned to commercial strategies, set team priorities, and managed a ~$3M department budget within +/- 2% variance.• Implemented new data warehouse, CRM, business intelligence, and incentive compensation management systems.• Developed a roadmap for salesforce.com as a platform for account management, activity tracking, reporting, social engagement, and web-based applications.• Centralized the commercial vendor management function and introduced data governance policies to improve controls on data access and expenditures across the organization.• Managed strategic plan analytics, promotional resource allocation, and territory optimization.

Sant Cugat Del Vallès, Barcelona, Es

• Led Grifols’ Commercial Analytics team of 6 FTEs responsible for the design, development and delivery of critical business information for the North American Bioscience, Hospital, and Diagnostics divisions.• Provided analytics to support the product strategic planning process, including ROI analyses, promotional resource allocation, and product performance summaries.• Managed sales force size and structure projects and maintained territory alignments and change processes.• Supported customer segmentation and targeting initiatives by providing key metrics and analyses to sales and marketing.• Applied incentive compensation philosophies and utilized forecasts and historical analyses to develop quotas and report sales performance, payouts, and summary statistics.

Raleigh, Nc, Us

• Led the Merz US Commercial Analytics team of 3 FTEs supporting Rx and OTC product portfolios. • Measured the ROI of sales and marketing expenditures using internal and external data sources.• Designed sales incentive compensation plans and customer segmentations aligned to business strategies.• Managed sales operations and commercial analytics functions including data management, sales reporting, sales force automation, sample compliance, sales force size and structure, and incentive compensation.

Brentford, Middlesex, Gb

• Led cross-functional operations and analytics teams in a highly matrixed organization supporting $2 billion in sales.• Managed the integration of multiple data sources for reporting, analyzed information, and provided recommendations to Sales and Marketing leadership.• Designed and implemented sales incentive compensation plans.

Brentford, Middlesex, Gb

• Partnered with Regional Vice Presidents to develop reports and analyses to support decision making, resource allocation and field pull-through of contracted sales.• Managed operational processes including territory and account alignments, incentive compensation, training, and communications.

Brentford, Middlesex, Gb

• Responsible for needs assessment, report development, validation, change control, issue resolution, and communications for retail managed care data and reporting deliverables.

• Promoted Allergy, Asthma, and COPD products to specialty physician practices, community hospitals, and pharmacies. • Launched DuoNeb, AccuNeb, and Epi-Pen 2-Pak in the northern Colorado territory.

Brentford, Middlesex, Gb

• Advised healthcare professionals on the appropriate use of Lotronex, Imitrex, Valtrex, and Relenza; managed the launch of Lotronex in the northern Arizona territory.

Brentford, Middlesex, Gb

• Led the design, development, training, and rollout of the company’s first payer-centric reporting application.• Developed reports and analyses to evaluate product and contract performance in the rapidly developing managed care marketplace.

Bs, Business Management - Finance

Business Administration