Allergan Aesthetics, an AbbVie Company, develops, manufactures, and markets a portfolio of leading aesthetics brands and products that drive the advancement of aesthetic medicine

(8/2023 - Current)

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Director Corporate Healthcare Development

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• Develops and executes strategic development plans for Corporate Healthcare (CH) team and identified stakeholders.

• Recruits subject matter experts to provide training and consultation.

• Identifies and contracts with external agencies/vendors to complete statements of work (SOWs).

• Conducts needs assessments, develops KPIs, measures, and evaluates training effectiveness of professional development activities; Works with Corporate Healthcare leadership on pull-through strategies for sustainable application.       

• Monitors, analyzes, and communicates industry trends and market changes that impact our customer segments and develops strategies to convey information and measure knowledge attained.

• Collaborates with stakeholders (i.e., Marketing, Field Sales, Sales Training, Operations, etc.) to ensure clear, concise, focused initiatives are developed, understood, and meet the required compliance/regulatory approval processes.

• Plans and executes virtual and in-person (e.g., national, departmental, key regional, etc.) meetings, identifying goals and objectives, developing agendas and timelines, including speaker designation, time allocation, subject matter experts, and delivery format for the CH team.

• Works with Corporate Healthcare leadership, Sales Training, Marketing, and Sales leadership to recommend strategies and tactics and implement tools that are customer-centric, support CH operations, and align with the evolving healthcare industry.

• Leads and manages Corporate Healthcare Development taskforce, CH Teams channel(s), and appropriate vendor/agency relationships, to ensure development of content and materials (i.e., course materials, presentations, onboarding materials, etc.) used by CH Team.

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

(07/2015 – 8/2023)

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

and Field Sales Organization

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• Identified training needs, assessed capabilities, and conducted GAP analysis and benchmarking to provide strategic recommendations to senior leadership.

• Developed seven professional development programs, increasing field leadership retention by 18%.

• Led the development and execution of NSM and POA core curricula and training initiatives tailored to the Key Account Management Team’s needs.

• Achieved Net Promoter Scores between 60–70%, indicating strong content relevance and retention.

• Redesigned onboarding for regional sales managers, key account managers, and VPs, reducing the learning curve and shortening training time from two weeks to one.

• Assessed training effectiveness through performance metrics and stakeholder feedback to drive continuous improvement.

• Applied Kirkpatrick's Learning Evaluation Model to design and evaluate impactful learning experiences.

• Managed projects and timelines in collaboration with Functional Leads, SMEs, team members, and external partners (e.g., The Advisory Board, Duarte, Inc., Definitive Healthcare, Scotwork, Integrity Selling, and Blanchard SLII) to enhance sales performance and negotiation effectiveness.

• Planned, launched, and sustained the Integrity Selling® model in January 2018.

• Created and implemented a sustainment program for Integrity Selling® and piloted Integrity Solutions' Virtual Selling program to support sales during COVID-19.

• Designed and deployed diverse learning solutions, including ILT, VILT, eLearning, multimedia, and VRP content.

• Led the Vendor Credentialing Program for the Medical Sales Division and directed the integration of 3M and KCI legacy credentialing systems.

• Served as a Board Member of the Consortium for Universal Healthcare Credentialing, Inc. (C4UHC).

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

(11/10 – 07/2015)

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

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• 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)

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• 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

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

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• 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)

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

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• 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)

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• 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)

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• 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)

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Pharmaceutical Sales Representative

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