Sales Project Manager
Resume:
JEFFREY D. CANTOR
Edison, NJ *8820
Home- 732-***-****
Cell- 732-***-****
*******@*****.***
SUMMARY
Sales and Marketing Operations Executive with in-depth experience in Customer Relationship Management, Data Warehousing, IC,
Sales Reporting, Analytics, and PDMA and State Expense Reporting and Compliance, as well as strategic technology assessment and
selection. A proven creative, results oriented manager and effective communicator able to solve business problems by applying
technology in an innovative and cost effective manner.
EXPERIENCE
Prostrakan, Inc, Bedminster, NJ 2009-Present
Associate Director Analytics and Contracting
Directs the development of sales force performance metrics, provides analytic support for business and performs all activities
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related to the development and validation of Sales Operations related reports, analyses, ad-hoc queries, and production reports
Leads initiatives that merge and aggregate various data sets for use in analytics and management reports. Data sets include, but
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not limited to: CRM data, WK, AMA, Verispan, ICD-9 billing data, and market research information.
Owns the relationship with data vendors including Wolthers Kluwer, Medimedia, and Valuecentric. Successfully negotiated
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contract renewal with WK, resulting in 20% reduction in annual cost
Directing the rework of current CRM system to include Sales Data, Call Plan, Targeting, Segmentation and resulting KPIs that
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reflect the needs of business and product teams
Leads the process that sets Territory Level Goals
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Manages contracting process, assuring compliance with financial and data standards
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NNP CONSULTING, LLC, Edison, NJ 2008-2009
Owner/Consultant
Specializing in the areas of Pharmaceutical Sales Operations, Marketing Effectiveness, and Sales Force Effectiveness.
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Provided clients with assessment of current Sales Operations functionality and Standard Operating Procedures, supplying
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actionable guidance and suggestions concerning incentive compensation plans and reporting, sales force key performance
indicators, sales reporting, syndicated data and data warehousing structure, and sales force accountabilities.
Worked with clients to provide Call Plan, Targeting, and Segmentation for a new co-promote product; all assignments were
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completed on time and on budget.
Performed Sales Force Sizing, Territory Construction, and Customer Segmentation for two divisions about to be launched.
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Performed Needs Analysis and Project Manage prototype and pilot for CRM system which is about to be launched.
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Reformulated Standard Operating Procedures for new PDMA and State Expense Reporting Systems
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Built Sales Force Key Performance Indicators and Sample/PDE Utilization and Optimization Analyses
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COLLAGENEX PHARMACEUTICALS, Newtown, PA 2006-2008
Director Sales Operations
Directed the Sales Operations and Administration functions for a 90 member Sales Force to ensure their coordination with all
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other functions within the CollaGenex organization.
Member of the Launch Team for Oracea®, the first oral prescription therapy for Rosecea patients approved by the FDA;
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supported the launch with targeting, call plans, an incentive compensation and contest structure.
Led the project team to enhance the existing Sales Force Automation/Customer Relationship Management Software with best of
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breed modules encompassing Key Opinion Leader Tracking, Materials Ordering, Medical Inquiry, and Physician
Correspondence. This cross functional project included personnel from Marketing, Professional Affairs, Sales, and Sales
Marketing, and included all phases of the Software Development Life Cycle.
Implemented a Closed Loop Marketing Automated Sales Aid to run alongside the sales representative CRM system to track
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message appropriateness and delivery.
Created and administrated a Sales Force Intranet Site using Microsoft SharePoint Technology; hosting sales bulletins,
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announcements, best practices, rep submitted hints and pictures, and direct communications from home office staff to field force
members.
Jeffrey D. Cantor, Page 2
Designed and implemented, a web based call, sample, and prescribing activity reporting tool using COGNOS which provided
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ad hoc and production reports to first line management and Scorecards and Dashboards to executive management and home
office.
Implemented Managed Care Reporting for District and National Account Managers, tracking IMS Xponent Plantrak data to
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measure prescriber plan involvement, market share tracking and pull-through execution.
Led the process that sets Territory Level Goals.
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Developed models to investigate strategic changes in field force deployment.
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Developed systems that turn data into actionable business intelligence, stimulating execution of strategy and tactics on
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marketing programs and sales plans.
Advised CEO/President and Senior VP Sales and Marketing on Board Level decisions with discretion regarding program
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execution and ROI.
Directed administration of Sample Reconciliation Process in accordance with Collagenex SOPs and PDMA guidelines;
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involved with continuous quality improvement of the entire Compliance process.
Principal trainer and educator for all Sales Ops functions.
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SANKYO PHARMA, INC., Parsipanny, NJ 2001-2006
Associate Director Sales Operations
Directed functions supporting the Field Sales Organization including sales force automation, field force targeting and
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deployment, syndicated data purchase and management, sample accountability, and field expense reporting; Principal trainer of
sales operations functions.
Responsible for simultaneous projects that lead to installations of both a next generation CRM system and a Sales and
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Marketing Data Mart.
Oversaw the relationships between Sales Operations Managers and the respective Vendors they managed.
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Acted as Sales Operations and Market Planning Liaison with Information Technologies Department on Systems and Data
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Related Issues.
Consulted with Sales and Marketing Management on the overall impact of data issues as they relate to IC, reporting, and overall
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territory management.
Regularly communicated with Directors, Managers and Sales reps regarding direction, policy, and SOPs.
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NOVO-NORDISK PHARMACEUTICALS, INC., Princeton, NJ 1995-2001
Associate Director - Field Systems
Directed actions needed to attain strategic goal of aligning technology with the basic goals of selling and sales force
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management.
Directed functions supporting the Field Sales Organization and the Home Office Marketing and Sales Department, including
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sales force automation, field force targeting and deployment, sample accountability, and field expense reporting.
Managed opportunities for business process improvement, recommended technological and systematic alternative solutions, and
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oversaw the assembly and implementation of the chosen solution.
Managed value-added computing/technology services in support of key external customers to assist in the negotiation of
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alliances and partnerships.
Technical lead for all sales force mobile technology initiatives, web initiatives, and training. Administered technology training
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to over 500 sales representatives.
Project Manager for ongoing support and improvement of a next generation sales force automation system budgeted at $3M
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yearly, providing call reporting, opportunity management and decision support to a sales force of 300.
Project Manager for Sales and Marketing Intranet Content and Delivery.
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Member of Data Warehousing project team that combined Sales Information, Call Information, and Marketing Information from
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external sources.
Other positions held include: Director, M.I.S. Client Services, Manager of National End-User Computing, and Manager of Client
Services and Consulting at companies such as: Beth Israel Medical Center, Grubb & Ellis Company, and The Analytic Sciences
Corporation.
EDUCATION & CERTIFICATIONS
PACE UNIVERSITY, New York, NY
MBA – Management Information Systems
BROOKLYN COLLEGE, Brooklyn, NY
BS – Accounting
Jeffrey D. Cantor, Page 3
ADDITIONAL EXPERIENCE
CBI Second Annual Forum on Tracking State Laws and Spending 2008
Featured Speaker on Operational Impact for Tracking State Laws and Spending
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CBI First Annual Forum on Evolving the Pharma Sales Model, 2008
Featured Speaker on Closed Loop Marketing
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PDMA Sharing Conference, 1998-2009
Featured Speaker on the use of Technology in the Pharmaceutical Industry
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Co-chair, 2004 Conference
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The Incentive Compensation Conference and Expo, 2001-2004
Featured Speaker on Push/Pull Technology, Report Delivery, and Incentive Compensation Plan Design and Communication
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