Sales Manager

Michele A. Patane

Millbrae, CA ***** 650-***-****

****************@*****.***

SUMMARY

A leader in start-up and high-growth organizations around strategic

planning and financial planning & analysis efforts. My track record

includes developing creative solutions that:

. Turned a program around via revised strategy, optimized systems, &

streamlined operational processes.

. Conceptualized and built a revenue forecasting and analysis department

for $4B in annual sales; forecasting process was designated "Best

Practice" by industry thought leaders.

. Led 10-Year Long Range Planning efforts for both revenue and development

expense.

. Provided consultative partnerships with ~ 15 product teams to analyze and

determine effective (i.e., expense vs. risk vs. time to market)

development strategies.

PROFESSIONAL EXPERIENCE

TAPROOT FOUNDATION, SAN FRANCISCO, CA

2010

A volunteer organization providing pro bono business consulting services to

non-profits.

WorldSavvy - Account Director leading initial strategic planning efforts

for academic non-profit.

GENENTECH, INC. SOUTH SAN FRANCISCO, CA

1990 - 2009

MANAGED CARE/CUSTOMER OPERATIONS (2005 - 2009): Reorganized into various

positions

Associate Director, Channel Inventory Management (2007 - 2009) -- Directed

Genentech's (GNE) Channel Inventory Management Program to ensure inventory

management for $10 B in annual sales.

. Orchestrated strategic and operational change and provided

recommendations to senior management that resulted in program turn-

around, decreased cycle times by 2 quarters, and reduced headcount.

. Co-led cross-functional strategy team, led implementation team, served as

business lead on IT team, and presented to senior management a revised

distribution approach to significantly reduce GNE's tax liability ($

Millions annually).

. Created and delivered training program that educated account and contract

teams on GNE's complex inventory program to promote proactive problem

solving and smooth transitions into program.

Associate Director, Operations Analysis (2006) -- Developed Operations

Analysis team

. Developed staff's analytical capabilities to conduct analyses for

decision making: how to pull and validate appropriate data to answer

business question, dig beyond first answer, ensure recommendations are

supported by data, and present data and results in an interesting and

compelling format.

. Led staff to conduct analyses that 1) assessed channel data, 2) projected

month- and quarter-close sales ($8 B in 2006), product demand, and

channel inventory for decision making and 3) evaluated actuals for SEC

filings and shareholder communication.

Associate Director, Information Management Office (2005) - Various

responsibilities

. Spearheaded cross-functional team that analyzed and interpreted payer-

related data and datamart reporting / analytical capabilities to create

greater awareness of data's applications.

. Drove and trained team to assess financial impact of GNE's program

providing free drug (~$200M in 2004) to under- and uninsured patients;

contributed greater visibility into this vital program.

MARKET DEVELOPMENT (1999 - 2004): Promoted to successive positions to

establish GNE's sales revenue Forecasting & Business Analysis department

($4 B in 2004 sales) for marketed and pre-launch products; led sales

revenue portion of 10-year Long Range Plan (LRP)

Director, Forecasting & Business Analysis (F&BA) (2004) - Directed

forecasting function.

Associate Director, F&BA (2002 - 2003) - Established F&BA as stand-alone

group.

. Oversaw teams that assessed product shortage scenarios' impact on market

share and sales revenue; provided analysis to Risk Management Department

for decision making around plant capacity and inventory.

. Launched team to modify departmental systems and processes to migrate 18-

month Rolling Forecast to Current Year + Three to meet Finance's new

system modifications and decision making requirements.

. Incorporated Reserves and Analysis team into F&BA to develop consistent

reserve methodologies, analyze reserve accounts to ensure balances were

adequate and met SOX compliance, and recommended quarterly adjustments to

enhance stringency, Brand's awareness of R&A's impact on sales, and

obtain buy-off from senior management and external auditors.

. Served as only non-finance member of Financial Planning Forum, a decision

making body that encompassed GNE-wide financial processes and

initiatives, to ensure sales revenue representation.

Michele A. Patane 650-***-****

****************@*****.***

MARKET DEVELOPMENT (1999 - 2004, continued):

Senior Group Manager, Market Planning (2001 - 2002) - Established center of

excellence around sales revenue forecasting analytics and accountability

for P&L Revenue Line Item

Group Manager, Market Planning (2000 - 2001) - Built out forecasting

process

Senior Manager, Market Planning (1999 - 2000) -- Established forecasting as

a function

Manager, Market Planning (1999) - Led revenue portion of LRP.

. Initiated statistical trending to project future market demand and

augment forecasting methodology.

. Hired and trained analysts to coordinate revenue forecasting and LRP

processes and test / validate forecast models for greater forecasting

proficiency. Coached and mentored direct reports to successfully execute

their activities and increase their knowledge and contribution to the

organization.

. Taught Product Directors and Managers on connection between revenue

forecast, product inventory, and cost of goods to significantly improve

forecasting awareness, communication, and accountability.

. Presented forecasts to executive management for decision making.

. Conceptualized, assembled, and served as cross-functional team lead to

develop process and timeline to align and communicate 18-month rolling

revenue and product inventory forecast, centralize and streamline a

myriad of interdependent factors, and allow product inventory and long-

term capacity decisions to be managed on an ongoing basis; presented

process recommendations to senior management; team won the 2000 Finance

Reach Award for process design.

. Educated and collaborated with brand teams on revenue portion of LRP to

improve process and understanding, managed LRP process to ensure timely

and effective completion; guided new participants toward consistency in

modeling.

. Represented Marketing on Finance's LRP working group to provide

assumptions behind sales revenue projections.

PRODUCT DEVELOPMENT and FINANCE (1996 - 1999): Reorganized and promoted to

successive positions supporting R&D portfolio financials and decision

making.

Senior Financial Analyst, R&D Finance (1998 - 1999)

Product Development Analyst, Portfolio Planning Group (1996 - 1998)

. Served as ad hoc project team member to model and analyze scenarios

assessing cost, time, and FTE requirements to develop ~ 15 pipeline

products through FDA approval; advised on cost cutting / time saving

strategies; identified key issues to be resolved; presented results for

decision making.

. Grew role to provide consultative partnership with ~ 15 product teams to

determine and analyze effective (i.e., expense vs. risk vs. time-to-

market) pre-clinical and clinical development strategy.

. Led Development Expense portion of LRP; liaised between all product teams

and Finance; ensured all P&L line items were appropriately modeled;

conducted portfolio-level analyses; prepared financials for executive

decision making.

. Liaised between project teams and Finance as member of Budget and LRP

teams to communicate relationship between assumptions and expense

projections.

ADDITIONAL EXPERIENCE

Financial Coordinator, Marketing Finance (1995 - 1996) - Budgets, monthly

close, accruals, variance analysis

Marketing Financial Associate, Marketing Finance (1991 - 1995) - Budgets,

monthly close, accruals, variance analysis

Executive Secretary, Pharmacological Sciences (1990 - 1991) -

Administration around preclinical studies and communications with off-site

labs.

EDUCATION

Master of Science in Systems Management: Notre Dame de Namur University;

Belmont, CA

Bachelor of Arts, cum laude, Communication: San Francisco State

University; San Francisco, CA

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