Sales Manager

Debi Nahigyan

Email: abqfu9@r.postjobfree.com

Address: ** *.*. ********* **

City: Raleigh

State: NC

Zip: 27614

Country: USA

Phone: 770-***-****

Skill Level: Director

Salary Range: $130,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

DEBI ROGERS NAHIGYAN

770-***-**** 2742 Hidden Waters Circle, Raleigh, NC 27614

Personal email: abqfu9@r.postjobfree.com

Summary: Strong, accomplished, customer-centric professional with a proven track record in sales and

marketing management and business development. Have initiated, expanded and executed successful

brand and territory management strategies, product life cycle programs, product launches and

portfolio/pipeline planning to deliver sales and profits. Prefer high growth, team environments that

emphasize being externally focused on the customer, visionary, scientifically strong and innovative.

Personal traits: Achiever, Relater, Ideation, Passionate, Energetic, Intelligent and Accountable.

Extensive pharmaceutical/ device / cosmeceutical experience through 4 years at Stiefel,

1 year at Ferndale, 3 years at Valeant, 3 years at Novartis & 13 years at Allergan. Managed care

experience through PacifiCare and Novartis. Start up success at Autonomous Technologies. Ability to

quickly learn science and applications and build strong external expert relationships.

EXPERIENCE

2008 to pres STIEFEL LABORATORIES, a GSK COMPANY RTP, NC

Director, Global & U.S. Strategy and Operations, Rx and Non Rx, Skin Health and Dermatology

For last year, responsibilities include portfolio planning, including organic and non organic (in license)

analysis for growth opportunities in Rx and Consumer skin health and re-invigorating products through

life cycle management and sales training. Responsible also for product launches in consumer skin

health (anti-aging and physician dispense) plus global expansion strategies as avenues to growth.

2012: Promoted to Project Director, Strategic Operations where primary responsibility

was to review product portfolio, territory optimization and product life cycle management

to determine how to improve growth. Researched unmet needs in various disciplines by

meeting regularly with key external experts, R & D and sales teams. New messaging and

non manpower programs were successfully developed to reverse declines.

2011: Looked at growing trends toward all natural consumer products and anti-aging,

identified ways to accelerate new product introductions in Consumer Health. Additions

to portfolio included two in license acquisitions which added 20% to net sales and one

accelerated organic opportunity. Worked closely with Business Development, Sales,

Marketing and physicians. Completed 9 white papers / options for in licensing with two

coming to fruition to add significantly to sales.

2010: Re launched declining brand, Revaleskin, through re-training of sales force and on-

going sales programs emphasizing use of focused scientific data and key external expert

liaisons. Accelerated by global expansion into Brazil market. Brand grew by 11% 2010,

18% in 2011.

2008 2010: Worked with R & D to develop scientific engagement programs in which

more professional, social media and publications resulted. Increased relationships and

input from key external experts to better understand customer needs and identified ways

to make the sales force more effective through relevant messages.

2008: Built plan for Stiefel to enter new category Medical Aesthetics to grow business.

Successfully introduced anti-aging filler, first in class for marionette lines in U.S. and

neocollagenesis in Europe. Created new niche of thinking about clinical aesthetics

medical situations that are not life threatening but impact self esteem.

2007 to 2008 FERNDALE LABORATORIES, INC. Ferndale, MI

Regional Sales Director, Professional Programs, Dermatology, Ob/Gyn and FP/Primary Care

Responsible for increasing market share and TRx in West Region.

o Adopted new model to use flex care team to cut costs of sales by 30%

o Development of new flex time sales force

Physician programs at Regional and local levels

Identification, development and target analysis for territory optimization

District grew from #7 to #2 in one year with sales up 17% along with profits

Two of eight reps promoted in one year

2005 to 2007 VALEANT PHARMACEUTICALS INTL Aliso Viejo, CA

Sr. Manager, Professional Programs, Dermatology, North America and Global

o Implemented Rx and OTC/cosmeceutical sales and marketing initiatives including:

Global messaging and global expansion including U.S.

Life cycle management included taking an older Rx brand for actinic keratosis

and leveraging key external experts experience to publicize ways to improve

patient tolerance. Reversed decline to 11% growth.

Worked with other disciplines to identify ways to extend patent to delay

generic threat

Increased key external expert support and clinical programs in scar revision to

add $3MM to dermatology business

Distributor, co-marketing, internet programs and infomercials (QVC) through

rebranding professional brand as consumer brand increased sales by $12 MM

Developed key external expert relationships worldwide

3 BRAVO awards 2 for global product launches, 1 for sales team collaboration

1983 to 1992 and 2002 2005 ALLERGAN, Inc. Irvine, CA

Director, Allergan Skincare

Over 13 years, held various pharma positions starting in Field Sales and moving into Marketing in

ophthalmology, optometry and dermatology:

o Started as sales representative in Texas, Rookie of the Year, Presidents Club

Multiple promotions to various Marketing, Sales and Business Development positions including

Director, U.S. Dermatology

Appointed to Management Development Board to train new product managers

Launched 4 new products and revived 4 mature products

Awards included: Leadership Council and Best New Product Launch 1988

(Importance of daily use of sunscreens, not just a beach product)

Life cycle management achievement for older antifungal program by adding new

audience and expanding clinical program

New product launch success in displacing market leader through relationship with

consumer advocacy group for pediatrics and pediatric dermatology

Director, US and Global Strategic Communications, Pacific Communications

Responsible for professional medical education programs, promotional and launch programs and

thought leader development in worldwide eye, neurology, and skin care markets

1999 2001 PACIFICARE HEALTH SYSTEMS Cypress, CA

Director of Sales and Marketing, Secure Horizons

Developed and successfully executed lead generation program for sales people in which marketing

programs were optimized to be aligned with territory responsiveness

Created a win back strategy to regain lost customers (the Ambassador program)

Managed a staff of 14 ranging from very junior to senior people

Appointed to Senior Strategic Thinking Team and McKinsey Opportunity Team

1996 1999 AUTONOMOUS TECHNOLOGIES (start up) Orlando, FL

Director Sales and Marketing, Refractive

Increased brand awareness from 48% to 95% and developed new concept of LadarVision and

CustomCornea

Company was 5th entry into market and ultimately climbed to be a contender. Bought by Alcon and

taken to #1 position

1993 1996 NOVARTIS OPHTHALMICS Duluth, GA

Sr. Product and Sales Manager, Cataract and External Disease, Managed Health Care

Responsible for building relationships and programs to gain formulary access and utilization

Special assignment included building new markets

Designed and implemented pharmacoeconomics study taking a symptoms-based approach to grow an

anti-allergy product by 21%

Special assignment to work with Managed Care Sales team to improve formulary presence

EDUCATION

MBA, Pepperdine University, Malibu, California, Magna cum laude

BSBA, Central Connecticut State University, New Britain, Connecticut, Magna Cum Laude

MISC ACHIEVEMENTS

Published chapter in International Treatise on Cosmeceuticals, 2012

Course completions include:

SHINE and Transparency / Compliance in Rx Pharmaceutical Marketing

Effective Team Working

Global and U.S. Code of Practice for Promotion and Customer Interactions

Leading with Integrity

Legal Write Right

Risk Mitigation Training

Scientific Engagement Accountability and Oversight

Due Diligence Training

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