Sales Manager

R. Alan Birtchet

**** ******* ****

215-***-**** cell

Middleburg, Florida, 32068

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

Commercial Operations executive able to create vision, set strategic

direction and communicate both, internally and externally. Customer

focused, results oriented Sales & Marketing professional skilled at complex

project and people management. Leadership proficiency that fosters positive

work environment and performance culture which results in attainment of

revenue and profit goals. Experienced in start up and re-engineering of

established organizations. Highly collaborative with ability to work cross

functionally and cross culturally. Consistent values and exemplary

conduct.

PROFESSIONAL EXPERIENCE:

NextWave Pharmaceuticals, Inc.

4/11- 12/12

National Sales Director

Member of team recruited to create commercial capabilities for start-up

Pharma company. Accountabilities included building infrastructure for sales

force support and leading 120 person specialty sales force. Participant in

negotiations and ongoing collaborations with large Pharma company around

development of launch campaign for innovative CNS product. NextWave

acquired December, 2012. All employees severed.

inVentiv Health, Inc. (formerly Ventiv Health)

1/07 - 4/11

VP, Commercialization - COO, Ventiv Sales & Marketing Teams - EVP

Commercial operations, Selling Solutions - VP, Sales & Marketing

Multiple, varied roles. Led $400 million Business Unit with 2000+ employees

who provided contacted commercial support to life science companies

including sales force promotion, brand marketing, analytics, Operations and

Training. Responsible for achievement of revenue and profit targets,

including incentive fee attainment. Directed employee development, Training

and Client Services functions through established management structure.

Expanded 'full commercialization' solutions for emerging life sciences

companies. Developed new business opportunities and negotiated service

agreements with client partners.

. Directed Marketing and Sales functions in novel 'risk share' venture

with significant profits above target. Built new sales team and

established Marketing function as part of an outsourced, full

commercialization effort. Provided strategic direction and hands on

leadership for 100 person sales force which exceeded sales goals.

. Restructured business units to facilitate operational efficiencies and

increase accountability for business leaders. Facilitated

reorganizations to better align units with corporate changes, client

needs and competitive landscape.

. Exceeded revenue and profit goals for 2007 and 2008 by driving top

line growth and implementing cost savings initiatives.

. Year end 2008 concluded with 19 % revenue growth over 2007 with

increase in net margin.

Negotiated agreements and launched 9 new sales teams and 2 full

commercialization efforts in 2009.

2008 annual report summary - "inVentiv Commercial reported record total

revenues of $435.1 million during 2008 and $120.5 million during the fourth

quarter of 2008, up 9% and 20% respectively"

ALTANA Pharma US

Vice President, Sales and Operations

3/02 - 1/07

Assisted with organizational design and creation of corporate culture as

third US employee. Part of Executive Management group that built US

commercial, clinical and regulatory functions, including frequent

involvement with global teams and international, cross functional projects.

Built Sales capacity of 2 sales teams totaling 640 representatives and

managers for US affiliate of German Corporation. Recruited and hired sales

support staff including Training and Operations functions. Led, directed

and managed all aspects of field sales organizations which demonstrated

positive impact on sales performance of promoted brands.

. Consistently exceeded Sales goals for promoted products. Collaborated

in creation of product launch plans and budgets.

. Member of core team in Business Development efforts to evaluate

acquisition and alliance alternatives.

. Negotiated commercialization agreements and managed corporate

alliances. Maintained personal rapport with strategic partners through

open, ongoing communications

Consultant To CEO ALTANA Pharma US

10/01-3/02

Assistance with organizational design, competency models, hiring time

lines, operating budgets, performance management processes and templates,

vision creation, negotiation of co promotion agreements, vendor assessments

and varied tasks associated with company start up.

Ventiv Health U.S. Sales (formerly Snyder Communications/Pharmflex)

Executive Vice President, Commercial Operations 6/00 - 10/01

Led activity of sales teams, sales administration and client services for

$275 million outsourced pharmaceutical commercialization service provider.

Developed operating budgets and adherence tracking tools. Accountable for

operating revenue and profit goal attainment. Managed strategic

partnerships and client relationships with multiple large, mid-tier and

emerging Pharma companies. Member of 12-person worldwide corporate

strategic leadership team.

.

Vice President and General Manager (Ventiv Health U.S. Sales/Snyder)

9/99 - 5/00

Directed contracted sales and marketing organizations to attain defined

sales/market share objectives. Defined and implemented actions to achieve

cost efficiencies and enhance execution. Cultivated positive

collaborations with client companies. Exceeded operating goals and margins

for all businesses, individually and in aggregate. Directed management

training, employee development and succession planning initiatives.

Vice President, Sales (Snyder Communications/Pharmflex) 2/98-9/99

Strategic and tactical leadership to 17 separate sales forces with 2,000+

representatives and 220+ managers. Developed and implemented processes for

activity tracking and sales reporting. Directed internal client services

groups, sales training and field recruitment activity.

. Provided positive leadership during merger of three companies through

communications of vision and values. Annual revenues increased from

$68 million to $142 million.

Executive Vice President, Commercial Operations (Pharmflex) 7/97-2/98

Directed Sales, Marketing, Human Resources, Information Systems and

Operations functions of company providing outsourced pharmaceutical

promotional services. Company purchased 2/98 by Snyder Communications.

US Bioscience

Vice President, Sales 4/93-7/97

Directed Sales Department and related support functions for Oncology start

up. Negotiated and managed relationship with strategic alliance partner.

Defined and implemented sales and marketing strategies to achieve corporate

revenue targets. Developed sales programs and successfully launched two

specialty pharmaceutical products, one independently and one with a

partner.

Centocor

Senior Director, Sales 8/92-3/93

Led 240+ person specialty sales organization and internal support groups

including sales training, administrative and operations staff.

Collaborated with strategic alliance partner on development of marketing

and co-promotion plans and integration of sales efforts.

. Retained sales force and maintained productivity by providing positive

leadership during periods of Company transition.

Sales Director 4/90-8/92

Recruited, hired and trained critical care sales force to launch innovative

new products. Built infrastructure to support sales organization,

including distribution, Training, managed markets and

operations/administration functions. Collaborated to develop national

marketing strategies and directed implementation through field

organization.

Merck Sharp & Dohme

District Sales Manager 2/87-4/90

Directed the promotional activities of territory sales representatives to

achieve sales targets. Responsible for recruiting, staffing and employee

development.

. Consistent sales achievement; Masters Club Award - 1989.

Manager, Health Science Services 11/85-2/87

Managed national technical liaison group that supported in-line product

sales and cultivated thought leader support for products near

commercialization.

Program Manager, Health Education 10/84-11/85

Created and coordinated medical education marketing programs in support of

product sales. Developed marketing materials, slide series and in-service

materials for medical audiences.

Health Sciences Associate 9/81-10/84

Professional Hospital Representative 7/78-9/81

EDUCATION

B.S. Chemistry, B.S. Biology University of Washington

Seattle, Washington

Contact this candidate