Sales Project

CHERYL GRANVILLE

609-***-**** / **********.***@*****.***

PROFILE

Experienced executive with extensive background in consulting, business

development, and finance, with expertise in pharmaceutical, consumer

health, nonprofit sectors. Highly skilled in information technology and

project management, driving continuous improvement initiatives and

delivering innovative solutions.

EDUCATION

MBA-Finance Howard University, Washington, DC. Full Scholarship.

Founder/Editor of MBA Newsletter.

BS-Business Administration Delaware State University, Dover, DE. Newspaper

Editor-in-Chief.

SELECTED ACCOMPLISHMENTS

. Assessed market opportunity for company specializing in sustained release

injectable products seeking a clinical partner for product in

development. Interviewed physicians for their views on market and

profile of proposed product. Analysis selected by Business Development

Vice President as a company resource for best practices.

. Managed project to enable respiratory company effectively align with

strategy of acquiring company by analyzing late-stage compounds and

companies with novel pain treatments as potential licensing targets.

Received perfect client satisfaction rating and extended contract for

client engagement an additional three months.

. Identified opportunities for negotiating more favorable licensing

agreement for company planning to acquire a new line of products.

Collaborated with internal stakeholders to quantify value of sales and

marketing effort, establishing leverage for acquiring company and a 70%

reduction in upfront payment.

. Proposed alternative P&L scenarios to maximize the value proposition for

pending product divestiture. Researched packaging and raw material

options, resulting in opportunities to reduce standard cost 25% to 50%

with an annualized savings of $1 to $2 million.

. Identified $2 million in savings as co-lead of productivity project by

initiating re-negotiation of contractual agreements and sale of unused

research & development machinery.

. Stream-lined data reporting and analysis process by eliminating excess

reports and functions, reducing work effort by six days. Conducted first

training sessions to address inquiries and set up web site to enable

review of data, resulting in greater understanding of analytics and more

timely data availability.

. As appointed member of rebate compliance audit team, resolved a number of

State internal control and fraud issues, resulting in proceedings to

recover millions in over-payments of rebates to States.

. Automated division bank reconciliation process, reducing preparation time

by over fifty percent and completion time by one week.

PROFESSIONAL EXPERIENCE

GRANVILLE ACADEMY, Princeton, NJ

2009 - 2012

Program preparing youth for success in global marketplace founded 1983 by

my father, former Exxon Mobil Executive Vice President. Non-profit

organization funded by corporate donors with affiliates in ten cities.

Senior Consultant, National Office

. Provided strategic guidance to national office for curriculum development

and management of current and emerging affiliate locations.

. Generated funding opportunities and wrote grant proposals to secure

funding. Developed print materials for annual national annual youth

conference and fundraising dinner.

CHERYL GRANVILLE

Page 2

CAMPBELL ALLIANCE, Parsippany, NJ 2006 - 2008

The leading global management consulting firm serving manufacturers of

pharmaceuticals and healthcare consumer products. Clients include several

Fortune 500 firms and a number of emerging and midsize firms.

Senior Consultant, Business Development

. Directed business development contractual obligations ranging $25K -

$500K for clients in US and Europe. Outlined alternatives to guide

strategy for incorporating new products and identifying potential product

development partners. Prepared detailed written reports of analyses,

outlining final results to business clients in formal presentations.

. Managed project plans and deliverables. Conducted due diligence and

forecasting to evaluate marketed and pipeline products for licensing or

acquisition. Established reporting processes and deliverable management

systems for product launches.

. Performed primary and secondary market research, including interviewing

physicians and key opinion leaders. Prepared treatment flow and market

segmentation models, outlining the patient experience from diagnosis

through treatment to target unmet need in the market.

. Prepared business proposals and sales presentations, developing

prospecting targets and initiating key relationships across multiple

industry conferences and organizations to expand company consulting

business opportunities.

. Received Business Development Practice Award (2007). Consistently

exceeded targets by taking on additional client engagements.

BRISTOL-MYERS SQUIBB, Plainsboro, NJ 1996 - 2005

Global Fortune 500 pharmaceutical company. Original manufacturer of leading

consumer products franchises, including Clariol, Enfamil, Boost, Theragran,

Excedrin, Bufferin, Nuprin, NoDoz.

Manager, Business Development Analysis (2003 - 2005)

Managed analyses in physician and retail markets valued at $50 - $500

million for consumer over-the-counter (OTC) medicines, RX-to-OTC medicines

and hospital specialty pain management products. Responsibilities included

acquisitions, divestitures, joint ventures (Pravachol OTC), licensing

agreements (IVAPAP, Metrika A1c), line extensions (Excedrin Migraine).

. Assessed economic feasibility and made recommendations for deal structure

and negotiation strategy. Performed modeling, scenario and risk analyses.

. Served as lead financial representative in business development cross-

functional teams, managing all financial aspects from pre-negotiation

through commercialization of project. Integral role in successful launch

of Choice DM line of OTC diabetic products (foods, beverages, skincare).

. Served as core commercial team member within assigned brand teams to

define and manage initiatives that supported brand objectives at each

stage of the product lifecycle. Challenged strategic and tactical

business decisions from a financial perspective and provided

recommendations to optimize results.

. Selected by Finance & Business Development VP as mentor for pilot

corporate human resources mentorship program.

. Awards of Distinction (2004/2005) for analyses of proposed $300 million

agreement for licensing of injectible acetaminophen therapy and $40

million acquisition of Choice DM diabetic monitoring device. Presidents

Award (2005) for role in $660 million divestiture of multiple consumer

brands. Corporate Mentor Certificate (2003).

CHERYL GRANVILLE

Page 3

Manager, Financial Reporting & Analysis (2001 - 2002)

Managed team of financial analysts for business unit with worldwide sales

over $1 billion to meet corporate reporting requirements. Participated in

project teams to implement product enhancements and line extensions for

analgesics, cough/cold, skin care, and consumer care products (Excedrin,

Bufferin, Mineral Ice, Comtrex, 4-Way, NoDoz, Keri, Vagistat).

. Provided monthly and quarterly analysis of business unit financial

performance, identifying important trends and opportunities for profit

improvement. Led budgeting and strategic planning. Prepared standard

operating procedures in accordance with Sarbanes-Oxley legislation.

. Analyzed organization systems and processes, making recommendations for

operational improvements and coordinating implementation of changes.

. Led continuous performance improvement and profit initiatives, working

with strategic sourcing leaders to leverage global spending and reduce

costs.

. Received Presidents Award (2001) for role in $5 billion divestiture of

Clairol.

Corporate Financial Associate (1999 - 2000)

. As participant in career development program, evaluated future product

launches, acquisitions/licensing agreements; developed model to determine

pipeline requirements for profitability targets; and conducted long-term

pricing study.

. Worked in the following divisions: Worldwide Ostomy & Wound Care

(Convatec), Pharmaceutical Research Institute, and International Beauty

Care (Clairol). Received Excellence Award (1999).

Principal Financial Analyst (1996 - 1998)

. Prepared forecasts, budgets, and strategic plans for cardiovascular

(Pravachol, Plavix, Avapro), metabolic (Glucophage, Glucovance), and

neuroscience (Serzone, Buspar) therapeutic areas. Participated in

operational teams, such as incentive compensation restructuring,

expansion of sales force, and implementation of contractual sales force.

. Served as key team member for design and implementation of SAP system.

Received Excellence Awards (1997/1998).

ABBOTT LABORATORIES, Columbus, Ohio

1994 - 1996

Global Fortune 500 pharmaceutical company. Manufacturer of leading

nutritional foods and beverages, including Similac, Pedialyte, Ensure,

Glucerna, AdvantEdge, Body-for-LIFE and ZonePerfect.

Financial Analyst/Junior Financial Analyst

. Performed consolidations, accounting, analysis in financial reporting

department of $5 billion medical nutritional food & beverage division.

Received VP award for resolution of sales reporting malfunctions.

TECHNICAL SKILLS

. Advanced in Microsoft Excel financial modeling and data sorting/analysis

tools, including simulations, scenario analysis, charting, macros, pivot

tables, descriptive statistics, sampling, hypothesis testing, variance

analysis, regression/correlation, time series forecasting, problem

solving optimization with Crystal Ball, real time integration with web

and other applications.

. Financial/Business Development Software/Database Applications:, SAP, TM1,

Cognos, Hyperion, Crystal Ball, IMS, PharmaProjects, AdisInsight

. Other Software Applications: Microsoft Office (Word, Powerpoint, Access,

Project, Visio)

CHERYL GRANVILLE

Project Highlights

(Successfully Completed Project Management Course While Employed at Bristol-

Myers Squibb / Planning Project Management Certification Q1 2013)

BUSINESS DEVELOPMENT

Research and Analysis: partner in development of business cases with

cost/benefit analyses of alternatives, building team consensus, utilizing

IMS data, client internal resources, investor analyst reports, databases,

syndicated reports, analyst reports, journal articles, stakeholder

interviews. Project Plans: define project scope, managing project

resources, timeline, budget, interdependencies; maintaining and monitoring

project plan; documentation of project issues, risks, assumptions,

requirements, status reporting, metrics management, meeting facilitation.

Presentations: development and presenting of assessments with diagrams,

flowcharts, forecasts.

. Injectible Acetaminophen Licensing $300M (Bristol-Myers Squibb/Pharmatop)

. A1c Diabetes Device Licensing $40M (Bristol-Myers Squibb/Metrka)

. Pravachol Statin RX-To OTC Joint Venture $500M (Bristol-Myers

Squibb/Bayer)

. Choice Diabetes OTC $200M (Bristol-Myers Squibb/Third Party Vendors)

. Nuprin Divestiture $0.6M (Bristol-Myers Squibb/River West Brands)

. FazaClo/Zenvia Due Diligence $140M (Avanir/ Reckitt Benckiser)

. Bifeprunox Launch $1B (Solvay/Wyeth Pharmaceuticals)

. Omnaris Launch $15M (Altana Pharmaceuticals)

. Altana Pharma Acquisition $5.5B (Nycomed Inc)

. Respiratory Market Assessment (Genentech)

. Dermal Filler Market Assessment (Oakwood Laboratories)

. Cardiology Indication Prioritization (Solvay Pharmaceuticals)

. Crestor/Seroquel Sales Training Assessment (Astra Zeneca)

FINANCE / INFORMATION TECHNOLOGY

Business Analysis: analysis of applications and identification of

technology gaps; partnership with stakeholders, driving decision making and

defining requirements for application development; recommendation of

operational or system changes, including software enhancements and

innovative features. System Validation: data verification and testing in

production environment; policy compliance. System Implementation:

documentation of new processes and controls; monitoring of new

infrastructure.

. Financial Reporting Process Improvement. Managed team of financial

analysts, completing an audit of all team daily duties and

responsibilities. Eliminated non-value added tasks, effectively aligning

team with business unit strategy.

. Operating Expense Website. Design and implementation of ad-hoc website

for departmental review of operating expenses. Facilitation of dept

training workshops. (Bristol-Myers Squibb)

. Clairol Divestiture. Transfer of Clairol data from Bristol-Myers Squibb

to Proctor & Gamble. Evaluation of existing order-to-cash financial and

systems functions and implementation of process changes. Migration of

data and systems from Connecticut to NJ headquarters. Resulted in $8M in

savings to BMS. (Bristol-Myers Squibb/Proctor & Gamble)

. SAP Implementation/System Upgrades (Bristol-Myers Squibb)

. Federal SOX Compliance (Bristol-Myers Squibb)

. Federal WIC Compliance (Abbott Laboratories)

CHERYL GRANVILLE

Resume Addendum

FINANCE & ACCOUNTING

Budgeting Closing Financial Reporting

Reconciliations Accruals Consolidations

Forecasting Auditing Sarbanes-Oxley (SOX)

Variance Analysis Fixed Assets Product Cost

Development

BUSINESS DEVELOPMENT

Joint Ventures Scenario Analysis Due Diligence

Acquisitions NPV/IRR Analysis Negotiation

Licensing PTRS Analysis Contractual Analysis

Divestitures SWOT Analysis Ratio Analysis

RX-To-OTC Switches Modeling Proposal Writing

SALES & MARKETING

Sales Forecasting Competitive Analysis Market Research

A&P Planning Pricing Analysis Business Intelligence

Trend Analysis Social Media Marketing ROI Analysis

INDUSTRY

Physician & Hospital

Cardiovascular Neuroscience Ostomy

Metabolic Pain Management Virology

Diabetes Oncology Wound Care

Consumer Health

Analgesics Diabetes Womens Health

Hair Care Cough/Cold Vitamins

Skin Care Nutrition Energy

PROJECT MANAGEMENT

Planning Monitoring & Control Implementation

Execution Risk Management Evaluation

NONPROFIT

Grant Proposals Strategic Planning Event Planning

Fundraising Financial Reporting Event Marketing

Budgeting Financial Analysis Promotional Materials

Administration Public Relations Social Media Marketing

Contact this candidate