3M, an American multinational conglomerate corporation operating in the fields of industry, worker safety, US health care, and consumer goods

(07/2015 – Current)

Sr. Manager, Professional Development, GHS (Global Health Systems)

and Field Sales Organization

• Identifies training needs, assess current capabilities, conduct GAP analysis and benchmarking to provide strategic solutions and guidance to senior leadership

• Generated 7 developmental programs to increase in retention of field leadership by 18%

• Lead development and execution of NSM and POA core curriculum, programs and professional development supporting identified needs for Key Account Management Team

• Positive Net Promoter Scores; 60-70% positive feedback on content and retention

• Redesign on-boarding for regional sales managers, managers, key account managers and VPs allowing for a decreased learning curve

  • Reduced allocated time from 2 weeks to 1 week

• Assess effectiveness of training programs through metrics and stakeholder feedback for continuous improvement

  • Use of Kirkpatrick's Learning Evaluation Model to design successful learning modalities

• Manage projects and timelines while coordinating with Functional Leads, team members, subject matter experts, and external vendors or consultants, (i.e. The Advisory Board, Duarte, Inc., Definitive Healthcare, Scotwork, Integrity Selling and Blanchard SLII) to increase sales, contract scoring and negotiation effectiveness

• Planned, executed and launched Integrity Selling® Sales Model, January 2018

  • Created and executed sustainment program for Integrity Selling®

• Created Pilot program for Integrity Solution's Virtual Selling to increase sales during  COVID 19

• Design, develop, and deploy learning solutions including but not limited to: Instructor led, Virtual instructor led, Self-paced eLearning, Multi-media visual aids, VRP and other learning modalities, content and material

• Lead Vendor Credentialing Program for the Medical Sales Division

  • Responsible for leading the integration of 3M and KCI legacy credentialing programs​

  • Board Member of Consortium for Universal Healthcare Credentialing, Inc. (C4UHC)

 

Exactech, Inc., a Bone and Joint Restoration                      Orthopedic Company 

(11/10 – 07/2015)

Manager, Global Sales Training (08/13 – 07/2015)

• Trained 73 independent field representatives in 2013 adding to WW sales growth of over 6%

• Trained 120 US representatives in 2014 increasing trained reps from 33% to 52%; trained 80 OUS representatives

• Aligned sales training development programs with company goals and objectives by working closely with sales and marketing functions (US and OUS) to surpass Company Plan Objectives

• Conducted needs analysis for training through sales channel. Synthesized data and executed plan to support program requirements including all facets of adult learning modalities

• Managed $250k department budget and resources for training classes, content development and projects

• Developed, initiated and supported strategies for program success and engagement; measured performance against metrics

• Led cross-functional teams to develop and design training curriculum, educational materials and sales meeting content in collaboration with product teams, HR, SME, Compliance, Regulatory and Clinical Sales Specialists

• Designed and implemented 18-month on-boarding curriculum for new representatives and agents

• Established and implemented online training resources—webinars, registration, VILT, vendor credentialing, VuMedi

• Developed and conducted courses to educate sales agents and RVPs on the training process for sales representatives including international offices and distributors

• Worked with outside vendors to develop training (i.e. QStream, VuMedi)

• Primary point person for medical education events including consultant training and certification

 

Manager, US Field Sales Training (01/12 – 08/2013)

• Trained 65 field representatives in 2012 in Initial, Experienced and Advanced Sales and Product classes adding to US sales growth of over 9%

• Designed in-house training programs that focused on pre-training (home study), week-long product and sales training (corporate) and post training (retention) with a blended learning approach

• Created and implemented innovations to all training curricula while effectively integrating sales skills and product knowledge with marketing strategy; formulated effective workshops for regional manager’s, product launches and national meetings; increased FSO knowledge in the following areas; selling skills, product/marketplace knowledge, business acumen and corporate account selling

• Achieved cross-functional alignment and strategic focus between marketing and sales functions. Identified channels of improving communication with key stakeholders and streamlined business processes to drive operational efficiencies

• Designed and established mobile training module content for LMS, marketing aids (utilizing iPad) and training guides; consulted with vendors to evaluate training programs and conducted needs assessments

• Prioritized training initiatives with available resources to support business demands while balancing the desired Exactech culture and directed training and Medical Education programs

• Developed and executed training systems; led individual and team performance for eForce

​

Associate Product Manager / Clinical Sales Specialist (11/10 – 01/2012)

• Worked closely with FSO to ensure brand messaging supported direct and indirect needs with external customers driving appropriate return on investment through direct field training and support

• Conveyed field lessons, perceptions and market intelligence collected from extensive field exposure to Product Managers; dealt effectively with RVPs and Agents to gain access for Exactech products to various hospital systems; managed the life cycle of product messages, devices, instruments and product related literature

• Led analytics of competitive brand selling strategies

• Worked effectively with key support function groups to ensure alignment with the brand objectives and goals

• Cultivated and maintained business relationships with surgeons, hospitals, administration and C-Suite executives

 

Takeda Pharmaceuticals America, Inc. (8/00 – 8/10)

District Manager – North Central FL and S. GA (8/03 – 8/2010)

• 2010 winner Regional Championship Bowl for increased Actos Family NRx Share Change

• Recipient of multiple Takeda Recognition Awards for “Sales and Management Excellence”

• Developed and led multiple Cresset Award winners demonstrating successful sales achievement

• Advanced 12 representatives to Senior Sales/Specialty positions, Leadership Development Initiatives, and to the Training Department

• Ensured that representatives had Performance Achievement Plans with annual goals and measurements that were consistent with the priorities of the business; interim reviews were performed so work was focused on priorities; level of accountability for results and the measurement process was achieved

• Executed the regional business plan to attain the fulfillment of Plan objectives/requirements

• Served as the Regional Managed Care Liaison Leader – routinely co-presented at the Florida State Medicaid Board with the Medical & Scientific Liaison and Government Affairs Manager

• Strategically planned, allocated resources, led and coordinated people and business operations while monitoring performance against strategic account management objectives/directives

 

Regional Sales Trainer (1/03-8/03)

• Facilitated Initial & Advanced Sales training workshops, classes, and presentations to include disease state, product knowledge, Strategic Account Selling and Evidence Based Selling in accordance with adult learning principles

• Prepared classroom and logistics through communication with Representatives and Sales Leadership.  Coordinated with Sales Training Coordinator and home office personal

• Coached sales representatives, and communicated with Sales Leadership regarding Sales Representative training and field visits

• Continuously developed content, identifying vendors and internal personnel ensuring the successful design and roll-out of training projects that positively impacted the productivity of the organization

• Facilitated training at NSMs, POAs, & Strategy Specific Meetings

• Enhanced and maintained product and disease state knowledge, to stay current on trends and innovations ensuring the proper creation of training materials

• Wrote and edited training bulletins as needed or required

• Instilled confidence in sales representatives by utilizing Train-the-Trainer Initiatives, Situational Leadership I & II, Crucial Conversation, Strength Development Inventory (SDI), and The Corporate Athlete

 

District Sales Trainer & Pharmaceutical Sales Representative (8/00-1/03)

• Served as Point Person for developing messaging, organizational, and selling skills with new representatives; conducted meetings for the rollout of new marketing materials and sales initiatives

• Developed new representative “on-boarding” handbook for both Miami Premier and Select

• Continually increased product sales and market share – achieving #1 in District Sales for Market Share Change in two product lines and exceeded sales goals multiple times

• Regional Advisory Board member

 

Innovex (Novartis, Solvay, and Key Pharmaceuticals) (`97 – `00)

Pharmaceutical Sales Representative

• Consistently exceeded sales goals on all designated cardiovascular product lines by up to 365%