Following GSK restructuring I took time to thoroughly explore all opportunities based on my extensive background in Sales, Marketing, Sales Training and Account Management to begin my second career.

Manage $12 Million acute care business for responsible brands with primary focus on respiratory products for COPD and Asthma. Major accounts include Trinity Health, Livonia, MI; Spectrum Health Grand Rapids, MI; University of MI Ann Arbor, MI and Sparrow Health System Lansing, MI. Identify and develop relationships with key C-suite customers (Medical, Pharmacy and Quality) in order to align product solutions to their clinical, financial and organizational needs. Accelerate product access on health system formularies by leading matrix teams on introduction of launch products, development of specialist advocates and pull-through opportunities. Manage GPO contract reviews, analysis and performance at the account and health system level to identify opportunities for customer contract optimization. Documented broad based expertise in sales leadership, product marketing and sales training.

Met or exceeded sales goals for 10 hospitals in Southwest Michigan / Northern Indiana promoting respiratory, cardiovascular and urology product portfolios in acute care and outpatient settings. Increased product utilization within aligned acute care accounts through strong clinical and financial presentations to influence pulmonary, cardiology, critical care, hospitalist, emergency, intensive care, care management, resident and pharmacy departments.

Developed and executed a district sales plan through first-line leadership of 10 sales representatives. Responsible for meeting or exceeding sales goals within the metabolic, cardiovascular, erectile dysfunction and BPH product lines. Executed sales goals by achieving a rank of No. 1 of 11 sales managers within the Michigan Region and 71 of 284 districts nationally. Interviewed, hired and trained thee highly capable sales representatives (two representatives achieved first-time tier awards under my leadership). Coached sales team members to improve selling skills, increase call frequency and gain customer commitment.

Developed and executed end of life-cycle product campaign, strategy and tactics to establish a professional customer base with psychiatrists to prepare market for new product launch. Directed advertising agency and other vendors to develop and deliver post-launch primary core professional detail aid, slide kit, journal ads, clinical DVDs and e-detail program. Created, managed and supervised post-launch speaker training event for 400 national psychiatry speakers including faculty recruitment, slide kit development and on-site meeting delivery. Guided product training staff through development and execution of sales force training materials. Awarded Marketing Excellence Award for Outstanding Operational Excellence for life cycle product.

Supervised the successful graduation of nearly 2000 new hire sales representatives over an 18 month sales force expansion in the CNS disease area (epilepsy, migraine and depression). Primary responsibility for formatting and implementing training plan for depression product consistent with marketing strategy and tactics. Led guest trainers in the delivery of sales training program with training classes numbering upwards of 300 sales representatives. Developed advanced training plan in collaboration with depression product marketing team and training content experts on overcoming key customer objections and effective use of clinical studies.