United States Services
Experience
President
- Ignite critical thinking and thought leadership with rigorous scientific big data analytics resulting in flourishing revenues
- Generate practical sales force solutions from structure and alignments to value propositions and compensation
- Develop integrated and flexible solutions such as parameterized forecasting bringing a combination of art and science
Principal
- Expanded KMK capabilities to include all Sales Force Effectiveness (SFE) areas.
- Led all projects involving Forecasting, Incentives, Targeting, Alignments, Sizing, and Response Modeling.
- Taught and trained new and existing employees in all SFE related areas.
- Grew SFE related revenue by triple digit growth during first 4 years and double-digit growth during following 3 years.
- Generated initial and ongoing consulting relationship with 15 new clients.
- Increased revenue from clients personally acquired to nearly 50% of total KMK revenues.
- Restructured sales organizations including alignments and people placement with 15 clients (14 personally acquired).
- Developed and led all forecasting work with 9 clients and incentives with 11 clients.
- Introduced and developed KMK performance evaluation as well as recognition and awards systems.
Executive Director, Decision Sciences
- Led areas of Forecasting, Sales Incentives, Targeting, Alignments, Field Analytics / Reporting and Marketing Sciences.
- Led restructuring of Incentives including development of “reward for growth” quota setting.
- Received highest possible “Core Values” performance rating of “Outstanding Achievement” in 2008 and 2009.
- Consulted directly with Senior Management in all stages of a full transition to a new Commercial Sales Model.
- Developed Commercial Model Scenarios and disruption impacts including incorporation into company forecasts.
- Conducted new Commercial Sales Model work personally due to high confidentiality.
- Taught and leveraged internal team to implement new structure (targeting, alignments, and people placement).
- Saved company 95% compared to prior restructuring cost of over $1.2MM using external consultants.
- Instructed internal talent in the use of marginal ROI analyses as applied to Marketing Mix Models.
Director of Incentives / Targeting & Alignments - Field Analysis
- Consulted extensively with CEO and EVP of Sales resulting in implementation of innovative processes.
- Received highest possible individual performance rating of “Outstanding” in 5 of 6 years. In first year rated as “Superior.”
- Directed teams supporting all Incentive related activities including modeling, simulations, forecasting, and reporting.
- Led all US Incentives operations using only internal resources across 42 sales forces (~ $150 million annual funding).
- Pioneered the first ever Novartis Sales Force web survey to over 7,000 sales personnel across all U.S. Divisions.
- Directed realignment of Mass Market, Respiratory Dermatology, and Oncology Divisions using only internal resources.
- Directed operations for the placement of 5,000 sales force personnel into new alignments, saving millions in outsourcing.
- Designed Geographic Tailoring and Resource Optimization process, chosen by leadership over McKinsey model.
- Collaborated with IMS and internal IT and IM teams on various data issues resulting in IMS data corrections.
- Created innovative monthly adjustment smoothing factors resulting in significant forecast improvements.
- Presented innovations to Global representatives resulting in world-wide adoption of US forecast approach.
Education
Master of Science - Statistics
Completed All Coursework - ABT