Director, Rx Commercial Analytics
Model N, Inc.
Irvine, CA
July, 2014 – October, 2015
Responsibilities
Directed team of 4 consultants to support commercial analytics and operations, provided strategic insights, and analytic assessments for life science clients and generated contracted services valued at $1.3M annually. • Designed and developed business health reviews, providing key performance metrics and actionable insights to brand marketing teams for portfolio of 5 brands across 3 therapeutic areas with global sales of $3.2B. • Partnered with clients to identify solutions to business initiatives, increasing customer satisfaction, leading to renewal of existing services and development of new contracted services, growing revenue 30% annually.
Senior Manager, Global Commercial Excellence
Johnson & Johnson
Santa Ana, CA
November, 2015 – August, 2019
Responsibilities
Acted as global product owner and subject matter expert for CRM and analytics platforms to enable sales and marketing teams supporting surgical vision business to drive alignment with stakeholders for portfolio across 3 therapeutic areas valued at $2.3B annually. Indirectly managed staff of 10 business partners. Oversaw annual operating budget of $2M. • Partnered with global Commercial Excellence, Customer Experience, and Supply Chain teams to develop automated dashboard solution providing visibility to consignment levels to both field sales and internal leadership teams, reducing inventory amounts 32%. • Chaired and led annual strategic and tactical planning meetings with internal regional stakeholders to ensure alignment and collaboration, driving system enhancements to CRM and analytics platforms, meeting annual commercial sales objectives. Expanded to cross-functional team members to further drive alignment. • Championed development and implementation of Contract Automation platform by partnering with Global and US Customer Experience teams to enable field sales team to automate and reduce contract pricing agreement turnaround time from 2 weeks to 48 hours. Acted as product owner, utilized Agile framework, and managed build budget of $2.2M. • Collaborated with global Commercial Excellence and Customer Experience teams, developing business case to further invest in Tableau dashboard enhancement to increase organization’s self-service analytics capabilities with training budget of $600K.
Senior Manager, Sales and Marketing Operations
Teva Pharmaceuticals, Inc.
Irvine, CA
June, 2008 – December, 2013
Responsibilities
Directed team of 3 pricing specialists and analysts to support business intelligence, customer relationship management systems, and group purchasing organization bid award process with portfolio of 500-plus products valued at $1B annually. Managed sourcing and vendors for contracted services for data and software used to support Commercial department with annual budget of $800K. • Developed and executed territory alignment optimization strategy, streamlining coverage of strategic accounts within key market areas, increasing customer engagement, reducing travel time 200%, and optimizing sales territory alignments for team of 27 key account managers. • Transformed incentive compensation plan and administration to align with industry standards while increasing focus on key annual sales targets. Presented business case to senior leadership team, gaining buy-in, decreasing plan administration time 50%, and increasing quality assurance for plan payouts. • Partnered with Contracts Manager to develop model for quarterly average selling price process, automating manual process, and reducing time from 24 hours to 1 hour. • Developed product launch strategy for first-in-class biosimilar product. Launch strategy was discovered by another internal division, resulting in collaboration between 2 different sales organizations for market valued at $3.6B. • Developed forecast models to support annual operating plan and strategic planning process by collaborating with Marketing team, reducing process time from 3 weeks to 1 week. • Transformed monthly business review summary from manual to semi-automated process, decreasing production time from 14 days to 3 days. Partnered with field account teams to incorporate local intelligence in insights process. Created additional value by ensuring internal and field teams viewed business results from same perspective.
Senior Manager, Pricing Operations and Reporting
Amylin, Inc.
San Diego, CA
May, 2007 – May, 2008
Responsibilities
Directed team of 5 contracts and pricing analysts to support contract management, pricing, and reporting systems used to enable Finance, Managed Markets, and Managed Markets Marketing teams’ strategies and tactics for portfolio of 3 products valued at $624M annually. • Co-chaired pricing subcommittee with Finance to review managed market access contract proposals and forecast potential impact to net sales / market share and provided pricing approval recommendations, meeting corporate discount guidelines. • Developed Quarterly Business Review process by collaborating with Managed Markets Operations and IT business partners to provide insights, enabling account managers to conduct business reviews with strategic managed care organizations and identify potential to increase contract performance results.
Manager, Sales Information and Analysis
Santarus, Inc.
San Diego, CA
June, 2004 – May, 2007
Responsibilities
Supported CRM and analytics platforms to enable Contracts and Pricing, Finance, Managed Markets, Marketing, and Sales teams’ strategies and tactics for portfolio of 2 products valued at $285M annually. Oversaw sourcing and vendor management for contracted services for data and software used to support Commercial department. Annual budget of $2M. • Championed development of internal data mart by collaborating with business partners to provide analytic capabilities to support senior management and internal stakeholders. • Developed customer segmentation strategy incorporating additional data elements and factors, allowing field sales team of 256 to target sales call efforts with increased probability of success on universe of 40K prescribers.