Michael Hartz Email & Phone Number

Cambridge, Ma, Us

Malvern, Pa , Us

Mumbai, Maharastra, In

• Devised Deployment Strategy(segmentation, sizing, call plan, data) for Winlevi, new treatment for acne vulgaris for November 2021 launch• Provided Sales Ops Structural Tools across all 8 business units(Org Chart, Call Plan Strategy Document, Sales Ops Calendar) and improved response timing and accuracy for all field Sales Operations requests for CRM, Incentive Compensation, Aligment, Call Planning and Data• Led and recommended upgrade to integrated roster management solution and SLA. • Worked closely with vendor partner to define repeatable step by step quarterly process and provide training for all field partners on Alignment/Call Planning/CRM(preferred address)• SME for Sales Ops for transition of Sun Pharma from Veeva CRM to IQVIA's OCE CRM product. Integrated preferred address request into new CRM configuration.• Created new 15 member Institutional Team leveraging Tableau & Javelin Territory Designer in modeling options for senior leadership.• Improved team agility by encouraging members to enhance SQL skills and training team on Tableau Mapping Analytics and Tibco Spotfire Data visualization.• Onboarded ZS Javelin Alignment Manager, Javelin Targeting Manager, & Javelin Call Plan Manager for all 8 Business Units. Liaised and led ZS vendor partners as business SME for all administrative aspects of Javelin, rolled out to field and led all trainings of Area, District, & Territory Managers• Delivered Oncology launches for Bynfezia Pen and Infugem and devised future deployment plan strategy for Biologics Dermatology Ilumya expanded indications using mapping analytics with Javelin/Tableau/SQL/Spotfire as well as secondary data sources.

Raritan, New Jersey, Us

• Acting Sr. Manager for Sales Ops 2H 2018. Operations lead and project manager for Project Scorpio to shift, resource, and communicate to 60% of demand generating FTEs in 6 weeks of execution. • Vetted, designed, tested, and onboarded new Immunology Roster Management, Call Planning, & Alignment tool. Improved optimization implementation timeline from >12 weeks to < 6 weeks.• Operationalized deployment strategy for Stelara CD launch for 300 field personnel which translated to Stelara CD achieving 125% against new patient start forecast• Optimized 31 Academic team members in collaboration with Sr. Director for Field Operations. Conducted field interviews and managed vendor requirements to ensure seamless execution.• Expanded HSM team from 7 to 8 providing analytics and operational strategy to senior leadership in flexible consultative capacity. Delivered iQlik pull methodology for IDN Analytics to HSM team.• Provided all field alignments and assisted in creation of deployment strategy to support Tremfya launch by: expanding Orion by 22 FTE’s & PAS by 51 FTE’s• IA Manager Stretch for Success: Evolved reporting for Academic and HSM team by re-designing Academic Dashboard, created segmentations and trained HSM team on iQlik, improved data continuity between CDP, SSA & iQlik for subnational reporting. o Standards of Leadership Award – Academic Team Launch, Project Agile, Project Scorpioo 15 Encore Awards in 2016-2018 for Leadership & Influence & Impact

Rahway, New Jersey, Us

Provides leadership, oversight, and analytical support of initiatives related to US3C that includes:• Performance reports (activity, sales performance, campaigns, resource utilization)• Team deployment and deployment modeling • Resource allocation • Rewards/Recognition • Ratings/Grids/Differentiation • Objective setting • Data Systems - inform the design and monitor • P&L reporting and decisions• Provides overall decision analysis and planning support to assist resource allocation decisions and customer management strategies. • Analyzes and supports decisions regarding the deployment of human resources across customers to address needs and optimize profitability. • Provide analytic assistance in the development of business and profit plans for the US3C• Coordinates Marketing Campaigns including identification of target customers, distribution of customer lists to reps and calculation of results including ROI. • Maintains call decks for all representatives in the US3C. • Manages target lists for outbound campaigns for internal sales groups and outsource vendors• Responsible for Federal and State Gifting reports • Understands the group’s unique operating environment and assist in the development of quantitative objectives and measures including Sales and activity-based metrics,• Provides analyses and recommendations needed for defining territories and objectives • Provides ad-hoc analyses for US3C Leaders• Interfaces with CADS & National Business Planning• Critically evaluates reports and processes within the US3C to ensure low operational overhead for representatives thereby increasing representative customer facing time• Calculate capacity on a regular basis to determine Rep availability and expected marketing campaign outcomes for internal and external representatives• Develop customized information processing and decision support systems to support the efforts of sales personnel and to monitor the activities of the sales teams

Rahway, New Jersey, Us

• Over 2,500 calls to physicians in 2012 in AL & MS resulting in top Avelox & Asmanex market share.• Expertly trained 10 new hire respiratory reps with customized curriculum which delivered enhanced productivity to department & coverage of dark territories and field vacancies.• Special Assignment: Project Management & Database Implementation• Streamlined call recording process within Seibel enhancing speed & eliminating redundancies• Identified key stakeholders and gained management support in implementing solution• Developed training & proctored instruction of 3 classes and 70 reps• Led cross functional team to create 25 email communications• Mentored 5 reps acclimating to DSS systems, product report analysis, & work flows.• Developed UAT for Seibel upgrades & Vector. Motivated team of 11 to complete scripts, aggregated findings, and reported back to IS identified ongoing problems & suggested improvements.• SAP user for Sales Purchasing, Reimbursement, & Tracking• Special Achievement Award for Special Assignment• Six Sigma Yellow Belt Certified

Rahway, New Jersey, Us

• Mastered 12 different products & delivered over 400 webconferences via Adobe Live Connect• Product Disease Didactic Point for 120 reps. Communicated with marketing teams regarding dissemination of changes regarding marketing messages and PI updates. • Launched Janumet XR, Juvisync and Dulera. Created training plan for 120 reps, targeted early adopters for novel medication for diabetes. Market Share for Janumet XR & Juvisync outpaced field by 12%.• Extensively analyzed internal business practices and created New Hire Training Manual. Issued to over 30 new employees for quick reference with regard to FAQ’s. • Promoted from Professional Rep II to Executive Professional Rep April 2011• Award of Excellence for Database Implementation May 2010

Rahway, New Jersey, Us

• Advanced software redesign from Merck on Call 1.0 to Adobe Live Connect. Increased utilization of web-conferencing technology year over year(2009 to 2010) by 15%.• Direct customer feedback from AMS surveys demonstrated over 95% customer approval rating• Adjunct Responsibilities:• Singulair Liaison – curriculum development and marketing message implementation allowed department to maximize revenue from Merck’s blockbuster medication• Cornerstone Champion – Seibel-based CRM super-user. First point of contact for troubleshooting for team of 15 reps. • Remote-Pilot Project. Validity testing for remote representatives. Analyzed resources required & conducted role from home for 6 months. Technology has since been expanded to over 20 representatives and helped to create hybrid representative.• Promoted to Professional Representative II – May 2008• Special Achievement Award for Phase II Remote Pilot Project• Award of Excellence for Phase I Remote Pilot Project

Rahway, New Jersey, Us

• Completed 3 month intensive training program on Hypertension, Hyperlipidemia, Asthma, Allergy, & Osteoporosis. 7 total products with score of 90% or better on all exams and certifications.• Mastered all customer service offerings, websites, & tools for patient education, targeted formulary, and samples. Over 1500 customer interactions in 1st yr while remaining within 15K promotion budget.• Improved Selling acumen by completing ASLAN, QCS, & Customer Centric Selling Models.• Launched Januvia, novel mechanism of action for treatment of diabetes. Participated in development of disease awareness prep campaign which led to Januvia becoming 1 billion/yr drug.• Manager Ride-Along Evaluations and Peer Recognition documented outstanding product knowledge. • Promoted to Professional Representative I – May 2007• Region Award – 2007 – top 25%• Award of Excellence for Promotion of MOC at ADA Convention June 2007

• Recruited 60 expert witnesses for courtroom testimony, based on expertise and attorney’s criteria• Negotiated rates between attorneys and witnesses• Call points were experts in the medical, engineering, municipal and C-Suite business fields• Liaise between attorneys and witnesses and mediate disputes

London, England, Gb

• Managed 15 collections representatives at call center • Analyzed data to determine opportunity cost when searching for lost customers• Interviewed prospective employees and recommended several for hire• Trained 30 employees on software systems including F.A.W., C.A.R.S. and ID Search

Us

• Taught variety of subjects including: Civics, Cultural Anthropology, American History, Life Skills• Developed Individualized Education Plans for Special Needs Students• Assistant coach for girls Varsity Basketball at Manheim Township

Msis, Information Science

Mba, Pharmaceutical Management

B.S.E., Education

Diploma