Michael Petro Email & Phone Number

Philadelphia, Pa, Us

Philadelphia, Pa, Us

South San Francisco, California, Us

New York, Ny, Us

Responsible for strategic planning, sales, customer-relationships, marketing, performance management, and financial oversight of multi-million-dollar company focused on thought leader identification, strategic planning, network analytics, and technology software - Lead and support company strategic planning including development of company products, client targets, and strategic partnerships- Provide oversight on company P&L - Lead development of company promotional materials and capabilities presentations- Prospect, sell, and actively manage projects across client commercial and medical functions consistently delivering high yearly sales revenue - Lead development of unique and innovative IT products focused on leader identification, network analytics that measure the value of leaders and corresponding networks, predictive analytics to support commercial tactical planning, leader and institution profiling, Integrated Delivery Network (IDN) profiling, tracking leader beliefs/sentiments, and comprehensive cross-functional leader strategic planning - Deliver ongoing customer-relationship management resulting in repeat business- Extensive customer engagement with all relevant company functions including marketing, sales, medical affairs/clinical development, market research, and procurement- Provide extensive consulting services designed to enhance engagement and advocacy with leaders to accelerate product launch, adoption of new products, and successful commercialization of new and in-line products

Atlanta, Ga, Us

Responsible for strategic planning, new product development, sales, customer relationships, and operations for a multi-million-dollar scientific agency - Led development to update company capabilities presentations, communication plans and marketing strategy- Sold and actively managed commercial and science directed programs (e.g. development of science strategy/science story, disease and product media/animations, thought leader strategic planning, advisory boards) across client commercial and medical functions consistently delivering yearly sales revenue between $500K and $1.0 million- Established process for ongoing pipeline review and client targeting - Led development of strategy to evolve company to support commercial medical education planning; constructed and directed team to support multiple company presentations with new strategy

Responsible for strategic planning, sales, customer-relationships, marketing, and performance management for a multi-million-dollar company focused on thought leader identification, strategic planning, network analytics, and technology software- Enhanced current and developed novel technology capabilities to support all aspects of leader identification, network analysis, product performance analysis and visualization of leader and their corresponding networks - Lead development of company promotional materials and capabilities presentations- Prospect, sell, and actively managed projects across client commercial and medical functions consistently - Extensive customer engagement with all relevant company functions including marketing, sales, medical affairs/clinical development, market research, and procurement

Built and led a global organization responsible for leader identification, engagement, and activation to support worldwide sales for all Merck products - Served as General Manager of COMSORT, Inc., a wholly owned subsidiary of Merck responsible for worldwide data collection, analysis, and application of network information to increase product sales- ROI analysis consistently demonstrated that directed activities and application of study results increased product sales between $10-$40 million over a 12-month period during time in position- Managed annual budget of $15 - $20 million supporting global identification and strategic projects including development of IT to support global data collection, analysis and integration - Led high performing team of 30 employees within Merck and COMSORT, Inc., routinely traveled between Merck US office (Upper Gwynedd, PA) and COMSORT, Inc. (Baltimore, MD) to oversee operations, establish and oversee performance vs. objectives, and ensure ongoing morale of team- Responsible for supporting affiliate hiring of strategic network positions and overseeing training programs of affiliate organizations to align with global network strategy - Served on COMSORT, Inc. Board of Directors as participating member; responsible for strategic planning, content development, and oversight - Provided oversight on development of an innovative technology and physician programs to leverage network findings, supporting Merck's commercial and medical teams (e.g. predictive models for physician targeting, medical clinical trial enrollment, commercial network promotional education programs)- Championed development of external network advisory board of well-recognized and experienced social scientists which provided ongoing strategic input and education on the application of network theory to the healthcare market. Insights led to development of several innovative projects used to support field and headquarter programs leveraging network data

Led Merck's hospital sales organization, HIV sales team, ID/HIV HSAs (MSLs), sales planning and analytics group, and sales communications team - Managed team of 15 senior leaders and 1,500 sales representatives and support staff- Responsible for full P&L including annual sales of $500 million - $1 billion in revenue - Led strategic planning of Merck's hospital business including long term strategic partnerships and pipeline product opportunities- Led operations for business unit including strategic planning and analytics to support sales force deployment, training, development of sales objectives, annual sales incentive plans, sales communications, performance management, and ongoing sales reporting and analytics- Participated as strategic partner with all marketing teams supported by hospital organization- Active member of Executive Leadership Committee responsible for Merck's hospital and specialty product portfolio

Built and led an innovative Center of Excellence responsible for supporting thought leader strategic planning, advisory boards and company driven medical education for marketed and pipeline products- Managed team of 5 senior leaders and 50 employees- Responsible for full P&L and annual promotion budget of >$80 million - Developed strategy for company-wide thought leader strategic planning process and consistent approach for activity planning and implementation - Conceived and implemented a state-of-the art strategic project to identify the US physician learning process and leverage points for engagement by pharmaceutical companies; study findings transformed Merck's medical education approach and process- Led initiative for US marketing functional areas on new processes and approaches to comply with a corporate integrity agreement; oversaw development and training program for US marketing, HQ sales, and US medical teams on new procedures and processes

Led the National Cardiovascular Health Science Associate (MSL) team - Led national team of 5 managers and 50 MSLs - Team focus on lipids, hypertension, heart failure, and diabetes- Responsible for oversight and leadership to support scientific exchange between the HSA (MSL) team and national/regional thought leaders - Responsible for full P&L- Lead initiative to build a new HSA (MSL) organization to support the introduction of Zetia® and Vytorin® to support the Merck Schering Plough joint venture; responsible for all aspects of hiring, training, deployment, performance management, roles and responsibilities, objectives and reporting. Trained the new MSL Leader for joint venture on all aspects of position

Led US marketing team responsible for Merck's atherosclerosis franchise (Mevacor® and Zocor®).- Selected by US Executive Committee to lead franchise after introduction of Lipitor® into US market- Led team of 7 managers and directors- Specific responsibilities included development of prescriber/primary care strategy, consumer strategy, managed care contracting strategy, market development and scientific strategic planning, pipeline product assessment, and clinical trial programs (in coordination with clinical development/research) - Results of strategic plans abated decline of Zocor® and generated new sales growth resulting in Zocor® becoming Merck's first $3 billion product - Responsible for full P&L including promotional budget of >$300 million - Led development of strategic plan to re-launch Mevacor® based landmark AFCAPS study- Active member of marketing task force to develop new marketing model for US organization; responsible for oversight and development of all aspects of project including development of new marketing tools, marketing planning processes, marketing training, and marketing tools

Responsible for development of brand strategy, strategic initiatives focusing on physicians/ancillary health care professionals, thought leader development, public affairs, consumer strategy, and scientific strategy for Fosamax® - Led team of 8 managers and directors- Full P&L responsibility including annual promotion budget of >$200 million- Led an expansive market development program focused on increasing awareness of osteoporosis among consumers and expanding osteoporosis testing capabilities - President of Bone Mass Measurement Institute, a wholly owned subsidiary of Merck; Activities included changing ICD codes and reimbursement rates for BMD testing and development of low cost BMD machines; Efforts resulted in increase of > 100 BMD machines across the US- President of the Osteogram Analysis Center, Inc. a nonprofit wholly owned subsidiary of Merck focused on BMD testing- Led development of all strategic aspects for launch of a prevention indication for Fosamax®

Richmond, Virginia, Us