Director of Market Development (Pharmaceutical / Medical Device), District Sales Manager (Pharmaceutical / Medical Device), Product Manager (Pharmaceutical / Medical Device) with 21 years experience looking for a Middle Management position.
Director of Market Development (Pharmaceutical / Medical Device), District Sales Manager (Pharmaceutical / Medical Device), Product Manager (Pharmaceutical / Medical Device) with 21 years experience looking for a Middle Management position.
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Director of Market Development (Pharmaceutical / Medical Device), District Sales Manager (Pharmaceutical / Medical Device), Product Manager (Pharmaceutical / Medical Device) with 21 years experience looking for a Middle Management position.
Copyright:
Attribution Non-Commercial (BY-NC)
Available Formats
Download as TXT, PDF, TXT or read online from Scribd
11355 Mesa Verde Way, Parker, Colorado 80138 kb50910c@westpost.net MARKET DEVELOPMENT - (PHARMACEUTICALS / MEDICAL DEVICE) Business Development - Clinical Management - Strategic Marketing Plans - Prod uct Education & Launch Highly analytical, strategic, and results-driven, with unique clinical and busin ess background and record of delivering profit through extended business develop ment, global marketing plans, and product usage analysis. Former top pharmaceuti cal sales manager and US Navy officer with talent for facilitating market domina nce, offering ability to educate physicians on instrumentation/pharmaceuticals, promote business-clinical collaboration, and support product R&D. Open to reloca tion. "Kurt has seized each opportunity and performed at a very high level in our orga nization... (with) proven leadership skills. I can strongly recommend him on the basis of the wealth and breadth of experience he brings, his diverse skill set, and the broad understanding of the healthcare market he will add to your team." - Brendan P. Teehan, Ortho Biotech Europe Value Offered: * Pricing Structures * Strategic Training Programs * Consensus Building * Strategic Alliances * Product Research & Development * Clinical Product Educat ion * Marketing Collateral * Marketing Campaigns/Presentations * Product Branding/P ositioning * Employee Development * E-Commerce & Website Campaigns * Product Design Collab oration SELECTED CAREER HIGHLIGHTS MARKETING / CLINICAL STAFF EDUCATION / INDUSTRY RELATIONS * Recruited as Marketing Director to join clinical and sales resources supportin g $200M bariatric/gastric bypass surgery marketing initiatives; produced e-busin ess and website campaign to supply consumer education crucial to increasing bari atric surgery volume. Attained improvement in business-to-clinical staff communi cations, worked closely with bariatric clinical consultants and regional corpora te sales management, and represented company at trade shows. * Facilitated hospital credentialing as Centers of Excellence under ASBS and ACS guidelines; worked to increase volume of credentialed hospitals in collaboratio n with nurse consultants, achieving related rise in bariatric/gastric surgeries. * Furthered R&D efforts, and cultivated relationships with thought leaders, surg eons, and major trade groups including the American College of Surgeons, America n Society of Bariatric Surgeons, and Association of Operating Room Nurses. * Produced 64% instrumentation market share with strategic marketing plans credi ted with growth despite competitor's foothold in market and existing Novation co ntract; addressed market development, forecasting, and pricing structures. PRODUCT INTRODUCTION / MARKETING STRATEGIES * Played key role in launch of Levitra into highly competitive market, utilizing clinical skills to assess supporting documentation and develop highly effective marketing materials/sales campaigns. Secured #2 Levitra sales position plus #1 ranking for Avelox sales and #2 for Cipro XR by identifying targeted opportuniti es and channels. PHARMACEUTICAL SALES MANAGEMENT & ACHIEVEMENT * Positioned Procrit as #1 sales revenue drug worldwide with $3.5B in sales, aft er setting and meeting aggressive goals for business development. Participated i n strategic planning to counteract Amgen's competitive product release. * Twice recognized with Teal Diamond for strong sales results, team development skills, and team leadership. * Generated #1 district ranking out of 35 nationwide for Doxil growth at Ortho B iotech. Recognized with awards including Presidents Cup, Southwest Region Distri ct Manager Field Contest Awards, and Biovision and Team Sighting Awards. CAREER PROGRESSION & PERFORMANCE GERSON, LEHRMAN GROUP 2005 - Present CONSULTANT Recruited as member of the healthcare council to serve as a subject matter exper t for healthcare technologies, procedures, pharmaceuticals, medical devices, mar kets and reimbursement. * Provide consultation as a subject matter expert to financial analysts and othe rs enabling them to make informed decisions regarding healthcare related compani es. ITS, Denver, CO 2007-2009 SENIOR MARKETING DIRECTOR Developed strategic, personal marketing plans for executives in pharmaceutical, medical device, healthcare and military. Drive placement in senior level roles through resume and marketing letter creation, interview skills and offer negotia tions. Draft strategies for client access to C-Level executives in unpublished job markets, growth companies and with recruiters. U.S. SURGICAL (AUTO SUTURE, TYCO HEALTHCARE), Norwalk, CT 2004-2005 REGIONAL MANAGER, MARKET DEVELOPMENT (2005) Recruited to lead strategic marketing plan design for new product development an d 1,000-hospital instrument conversion, after playing key role in winning highly competitive, multimillion-dollar contract with Novation. Directed implementatio n of new contract at regional and account level, using frequent physician and ex ecutive interaction. * Assisted to win Novation contract by assembling educational components instrum ental to presenting comprehensive data on advanced clinical staff education. Uti lized industry relationships to gather information crucial to key issues. * Built acceptance for instrumentation by using strategy to access staff and edu cate surgeons on usage. Directed regional- and account-level conversion, working in collaboration with materials executives to overcome resistance. * Generated up to 75% revenue gain by analyzing new Novation accounts for conver sion potential. MARKETING DIRECTOR, BARIATRIC SURGERY (2004 - 2005) Tapped to produce marketing strategies core to growing bariatric surgery practic e, with extensive consumer education on morbid obesity and gastric bypass option s. Managed three managers and 23 nurse consultants. Guided training, product col lateral, websites, and educational program creation targeted to health professio nal needs. * Outpaced competition by garnering physician support throughout the U.S., manag ing reimbursement issues, and working closely with consultants to support bariat ric patient rights. * Secured 32% instrument revenue gain and documented clinical hospital hours cor relation to revenue. * Supplied laparoscopic and open gastric bypass surgery education in partnership with surgeons. BAYER PHARMACEUTICALS (VENTIV HEALTH - U.S. SALES), Somerset, NJ 2003-2004 DENVER DISTRICT SALES MANAGER Chosen to champion business development for 16-state Western Region, with oversi ght of 10-member team, delivering strategic planning/data analysis. Identified o pportunities and indicators for potential in new markets. Selected as Business D evelopment, Territory Alignment, Strategic Planning, and Data Analysis Manager. ORTHO BIOTECH (JOHNSON & JOHNSON), Raritan, NJ 1997-2002 DENVER DISTRICT SALES MANAGER (1999 - 2002) Repeatedly promoted to lead 12-person, five-state sales team, and to develop Pro crit, Duragesic, Doxil, and Sporanox market. Served as Corporate Incentive Compe nsation Development Committee appointee. Fostered Janssen Pharmaceutica alliance . * Took influential role in developing U.S. oncology market with appointment to C orporate Marketing Advisory Committee. SENIOR PRODUCT SPECIALIST, ONCOLOGY (1999) / PRODUCT SPECIALIST (1997 - 1998) Produced analytical tools for pricing evaluations, analysis of Procrit account p otential, and penetration evaluation. Designed programs used by corporate sales. Named Midwest Region Duragesic Advisory Committee Chairman. * Twice won Corporate Veterans Administration/DoD #1 sales growth awards; select ed from 300 sales staff. Other Positions: Intracorp (CIGNA), Itasca, IL: UTILIZATION REVIEW SUPERVISOR - GROUP HEALTH MANA GED CARE, AUDITING MANAGER - PROPERTY AND CASUALTY), MEDICAL REVIEW SPECIALIST - TARGETED CARE REVIEW SUPPORT SYSTEMS INTERNATL (HILL-ROM), Charleston, SC: MEDICAL SALES CONSULTANT/N URSE CONSULTANT GOOD SAMARITAN HOSPITAL, Downers Grove, IL: OPERATING ROOM STAFF NURSE/CHARGE NU RSE UNITED STATES NAVAL RESERVES, Denver, CO: LIEUTENANT COMMANDER (Commissioned Off icer for 160-member unit; served as third in command and developed surgical depa rtment policy/procedures manual during surgical training) EDUCATIONAL BACKGROUND MASTER OF BUSINESS ADMINISTRATION - MARKETING, FINANCE, HEALTHCARE ADMINISTRATIO N, AND HUMAN RESOURCE MANAGEMENT MAJORS, LEWIS UNIVERSITY, Romeoville, IL (3.8 G PA) BACHELOR OF SCIENCE - NURSING MAJOR, BIOLOGY & HUMAN PHYSIOLOGY MINOR NORTHERN ILLINOIS UNIVERSITY, De Kalb, IL