SUMMARY

Results-oriented Senior Executive, skilled in General Business Management, Marketing, Strategic Planning, Product Development and Project Management. Demonstrated ability to lead and participate in cross- functional and executive level teams that solve problems. Experienced in all aspects of biological products and processes, from new product development/acquisition through market introduction.

 

Skills include:

  • General Business Management ~ Business Integration ~ Organizational Restructuring

  • Executive Team Leadership ~ Strategic Planning ~ Business Development

  • Marketing/Sales Management ~ Global Portfolio Management ~ R&D Management and Strategy

PROFESSIONAL  ACCOMPLISHMENTS

General Business Management

  • President of Amlan International the Animal Health and Nutrition Division of family owned publicly traded sorbent mineral company from Chicago, Illinois. Responsible for all aspects of the division sales, marketing, product development and P&L. Grew sales 3X and EBITA 5X; sales force from 4 to 27 (including 4 R&D PhDs), opened a Trading Company in mainland China, developed and launched 5 new products over a 12-year period.

  • Led integration of two acquired US regional biological businesses into a major Swiss multinational pharmaceutical corporation. Companies had R&D functions, manufacturing facilities and sales operations.

  • Attained 10% sales growth in year one and 9% in year two of the integration in a flat market. This included formation of a new management team, implementation of new financial and business support systems, R&D portfolio optimization, manufacturing site consolidation and specialization.

Product and Business Development

  • Developed and championed strategic new product development plan changing the focus from low cost large volume sorbent mineral mining to high value animal health and productivity products. This included implementation of global animal health quality systems for R&D and Manufacturing and aligning sales and marketing to sell health and productivity through a global network of country or regional distributors.

  • Spearheaded prioritization of development efforts leading to market introduction of five new internal products over an 18-month period as well as identifying key licensing targets.

Strategic Planning

  • Developed, championed and implemented a new business Vision and Mission for the Animal Health and Nutrition Division. This included transformational new product development strategy, focused recruitment of veterinarians and nutritionists, strategic assessment of historic distribution leading to supply agreements with major Global Animal Health corporations for current and new products.

  • Championed development and implementation of company Vision and Mission at Novartis Animal Vaccines.

  • Implemented new distribution and sales strategies leading to a 50% reduction in distribution accounts and expansion and reorganization of the sales force. Newly created Top Tier Accounts posted sales in growth of 19% over prior year.

  • Developed, presented and gained acceptance for a strategic marketing plan detailing the regulatory, development and marketing elements needed to successfully introduce a late development stage candidate food safety vaccine into the Canadian and US markets.

 

Interpersonal and Team Management

  • Spent sixty-five percent of the last 12 years working directly with sales and distribution people from Latin America, Asia and the Middle East building mutually beneficial business relationships as we transformed the business model from a low cost, high volume commodity business to a high value animal health and nutrition business.

  • Operate within a matrix organization where R&D, Manufacturing and Corporate Services are shared among three business units. This requires management of multiple cultural and organizational interactions to gain access to resources to grow the division as well as maintaining good working relationships with the other business units and functional groups.

  • Recruited and led Novartis Animal Vaccine Inc. Management Team composed of R&D, Marketing, Sales, Manufacturing, HR, Finance and Legal functions.

  • Member of Novartis Animal Health North American Region Executive Management Team.

  • Led Global Strategic Development Teams composed of marketing, regulatory, R&D and manufacturing.

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