Sales Training

R ICHARD D. R OHLEDER

** **** ******, *******, *************, U.S.A. 02043

M: 781-***-**** ***********@*******.*** www.linkedin.com/in/rickrohleder

SENIOR TRAINING & DEVELOPMENT EXECUTIVE

Drive ground up development and leadership of high performance training departments and programs, closely aligned with

organizational imperatives and enhancing staff competencies to achieve peak performance.

Results proven executive offering 20+ year record of award winning contributions to corporate success including more than 10

years developing, delivering, and managing high impact, enterprise scale, multi pronged learning programs that underpin world

class team performance, record setting launches of innovative products, and market share growth in highly competitive markets.

Participative, motivational, mentoring/coaching based leadership style. Expert interpersonal, presentation, and communication

skills to build rapport and credibility with diverse stakeholders. Excel with cross functional collaboration and in environments

demanding continuous improvement. High energy, positive attitude and relentless work ethic. Expertise includes:

Training & Development Operations Sales & Marketing Management Curriculum & Program Design

Learning Best Practices & Policies Staff Recruiting, Hiring & Retention Learning Management Systems

Cross Functional Project Management Vendor Selection & Management Competency Based Models

Adult Learning Principles & Models Regulatory & Legal Compliance ROI & Performance Metrics

PROFESSIONAL EXPERIENCE

VERTEX PHARMACEUTICALS, INC. – Cambridge, Massachusetts, U.S.A. (2010 2012)

($1.4 billion, global biotechnology firm focused on discovery, development, and commercialization of breakthrough drugs for range of

serious diseases. Approximately 2,200 employees worldwide.)

Director, Field Training & Development Commercial Operations (2010 2012): Led training team in design and delivery of blended

learning programs, curricula, and training materials for field sales representatives, treatment educators, managed markets account

managers, and field management. Held P&L control for $12.8 million annual department budget. Conducted workshops and

presentations on disease states, clinical data, compliance, and coaching/selling skills. Managed vendor selection and contract

negotiations; cultivated cross functional collaborations across sales, marketing, R&D, compliance, legal, regulatory affairs,

information technology, and medical affairs.

Recruited to build field force training department (mission/vision, organizational structure, team, processes, systems, goals, metrics

and learning continuum) from concept to implementation simultaneous with on boarding of new field forces. Enabled global launch

of 2 breakthrough, best in class pharmaceutical compounds on time and with results well above industry standards (included one

product that generated $951 million in sales in 8 months).

Recognized with 2010 Platinum Vertex Outstanding Contributor Award for contributions towards new product launch that

required CEO approval and was awarded to less than 1% of all company employees worldwide.

Developed and implemented innovative approach to mastery level field training that fueled launch of FDA approved INCIVEK

(telaprevir) that exceeded industry standards as benchmarked by independent consulting firm. Additionally drove lifecycle field

training for post launch sales and marketing support of same product in the US and Canada.

Engineered, planned, and delivered rigorous, multi pronged field training platform that included: 1) on boarding and

new hire orientation training through live events and distance curriculum; 2) home study program with 59

components; 3) top rated 12 day national training meeting and field force launch event; 4) highly interactive, 1.5 day

educational programs delivered by healthcare professionals; 5) train the trainer programs; 6) regional training on

selling and coaching excellence models; 7) series of web based live training seminars for in depth clinical data; 8)

leadership training for regional sales managers; and 9) certification selling simulations/roleplays for field force; 10)

collaborated with each stakeholder group to gain buy in for training plans.

Designed and delivered advanced continuous learning to meet emerging training needs of field force. Included just in

time and on demand training modules and e newsletters to provide training insights and best practices.

Richard D. Rohleder P a g e 2

Pioneered systematic approach to field training for global launch of FDA approved KALYDECO (ivacaftor). Defined global

strategic training roadmap that covered a broad range of training models and trained high performance field teams capable of

delivering world class results with this market launch.

Innovated high impact, multi phase management training curriculum to strengthen capabilities of field force.

Optimized department performance with standard operating procedures, measurement tools, and reference library.

Piloted rollout of enterprise learning management system that unified education initiatives company wide.

Led logistical planning and flawless execution of numerous training events in partnership with event management vendor and

Vertex conference services. Consistently garnered high praise from attendees for facilitators and content.

CUBIST PHARMACEUTICALS, INC. – Lexington, Massachusetts, U.S.A. (2005 – 2010)

($754 million, global biopharmaceutical company focused on research, development, and commercialization of biopharma products for

unmet medical needs in acute care environment. Approximately 700 employees worldwide.)

Director, Marketing Commercial Operations (2009 2010): Challenged with optimizing promotional medical education (PME)

program for CUBICIN (daptomycin IV) into competitive resource for Cubist. Directed training to 330+ medical professionals enrolled

in Speakers’ Bureau through combined distance learning platforms, dedicated website, and national meetings. Guided regulatory

and legal compliance of strategic brand initiatives. Involved in vendor management and opinion leader advocacy for content

development. Controlled $7.4 million annual budget.

Handpicked by commercial executive team to take over this mission critical role and become broader commercial leader within the

organization by driving greater effectiveness of CUBICIN PME program as key competitive resource.

Spearheaded gap analysis of PME program, leading to design and execution of customer centric, quarterly marketing plan

that delivered both brand and non brand value for CUBICIN.

Innovated PME webcast series for medical professionals that focused on infectious disease and hospitalist medicine.

Launched education and training series delivered to group of 144 healthcare professionals who were members of Speakers’

Bureau; achieved highest customer feedback ratings in program history.

Director, Sales Training Commercial Operations (2005 2009): Recruited to build sales training organization and curriculum for US

sales force and market access teams from the ground up. Directed sales training team in development and delivery of competency

based learning continuum to drive sales force effectiveness and revenue targets for IV antibiotics. Served on hiring team for many

sales staff throughout tenure and directly mentored several field staff to new levels of excellence. Managed $3.6 million annual

budget to within forecast each year. Chaired multiple cross functional teams in integrating new training programs.

Shaped commercial training function to up level sales force effectiveness, enabling field force to achieve rapid revenue growth of

CUBICIN (daptomycin IV) and drive product to most successful launch of any IV antibiotic in history of the industry. Contributed to 10

fold growth in net product annual revenues from $59 million to $600+ million in 5 years.

Garnered numerous peer recognitions for high performance including Cubist Compliance Award for contributions towards

corporate wide compliance, and Cube of Excellence Award; nominated 2x for Employee of the Year.

Designed comprehensive, multi phase training for new hires in the U.S. and with partner companies in several global markets.

Leveraged blended learning approaches including home study kits, in person sessions, and selling simulations/games to train

staff and management on both sales competencies and product knowledge.

Led design and delivery of leadership and management development training for US based field sales force management

team. Included Richardson coaching model, conflict resolution training, behavioral event interview training, situational

leadership model, executive education on sales force effectiveness, and Regional Business Director competency model.

Piloted launch of many innovative sales training programs including Cubist University, promotional/educational product

libraries, consultative selling model, and competency model for staffing and developing field force.

Orchestrated content development, logistics planning, and execution for 13 national and regional sales meetings.

Drove training programs to exceptional ratings as benchmarked by field force and key stakeholders; implemented metrics

and ROI models to assess effectiveness of all programs.

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PFIZER INC., GLOBAL PHARMACEUTICALS GROUP – New York, New York, U.S.A. (1992 2005)

($67.4 billion, research based, global biopharmaceutical company with diversified healthcare portfolio; 100k+ staff worldwide.)

Senior Specialty Consultant, CNS Division, Boston, MA Territory (2003 – 2005): Increased sales of central nervous system products

(Aricept, Geodon, Zoloft) with a total territory quota of $2.3 million by implementing innovative selling strategies towards

healthcare professionals at key psychiatry and neurology accounts.

Developed several academic psychiatrists affiliated with the Harvard Medical School, Department of Psychiatry into

advocates to support new clinical research studies of Pfizer pharmaceuticals.

District Manager, Endocrinology Urology Field Force, Boston, MA District (2001 – 2003): Guided 10 Specialty Sales Representatives

with executing cutting edge account management strategies to increase sales of cardiovascular products (Accupril, Glucotrol XL,

Lipitor, Norvasc, Viagra) to endocrinologists and urologists within six New England states and Upstate New York.

Exceeded annual district sales quotas of ~$15.6 million each year and held P&L control for $590k expense budget.

Team Manager – Career Development, Phase V XII, Global Learning & Development (1999 2001): Directed 8 member training team

to implement comprehensive series of career development programs for 10,000+ US based sales representatives and managers.

Interviewed, hired, trained, and mentored staff. Delivered training sessions on selling skills, product information, and disease state

knowledge for newly hired and experienced field force personnel. Developed and managed $10.7 million annual budget.

Developed Advanced Value Selling program for Pfizer phase training and University of Pfizer.

Volunteered to serve as a training mentor during pilot program of Pfizer Sales Internship Program.

Manager – Career Development, Phase VII and VIII, Global Learning & Development (1998 1999): Coordinated, implemented, and

facilitated a comprehensive series of career development programs for sales representatives. Reviewed, modified, and developed

curriculum to reflect current corporate policies. Calculated and managed $2.5 million training budget.

Trained to facilitate 13 courses spanning selling skills, time management, sales negotiations, self management, productivity,

project management, interpersonal skills, decision making, leadership, and advanced value selling.

Recognized with consistently exceptional scores as a facilitator of courses offered during Phase VII and VIII seminars and

through University of Pfizer; led seminars to outstanding overall evaluation scores by sales representatives.

Specialty Sales Representative, CNS Division, New Jersey & New York State Territory (1995 – 1998): Advanced sales development

of central nervous system products (Aricept, Zoloft) to psychiatrists and neurologists at academic institutions and private practices.

Developed several key opinion leaders to become speakers on CNS products for specific disorders. Led to medical education

programs for healthcare professionals.

Earned 1997 Pfizer Circle of Excellence Award for exceptional national level sales performance and elected by peers to

represent group/district on 1998 Specialty Academy in Leadership team.

Sales Representative, Roerig Division, Southeastern MA Territory (1992 – 1995): Expanded sales of pharmaceutical products

(Cardura, Cefobid, Diflucan, Unasyn, Zithromax, Zoloft) within four different therapeutic classes to practicing primary care

physicians, specialists, PAs and NPs at hospitals, managed care organizations, military clinics and private practices.

Achieved consistently high levels of sales excellence, garnering national level performance awards and exceeding monthly,

quarterly and annual sales quotas.

E D U C A T I O N A N D A F F I L I A T I O N S

Bachelor of Science, Business Administration, Roger Williams University, Bristol, Rhode Island, U.S.A.

Memberships: American Society for Training & Development (ASTD) Society for Pharmaceutical & Biotech Trainers (SPBT)

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