Sales Project
Resume:
Denise Coppedge
Academy Street, South Orange, NJ 07079
abuqyy@r.postjobfree.com
Profile
Strategic Marketing professional with 15 years of experience creating &
managing operational processes and client service projects to support
winning B2B contracts. Skilled in developing project pricing/budgets using
varied pricing models, managing request for proposals (RFP/RFI), vendor
qualification & selection, contract negotiation, designing bid processes
and conducting pricing, profitability & competitive market analysis.
Analyzed sales data to provide reporting for strategic account plans and
quarterly sales meetings.
> Accomplished business professional with an exceptional work ethic who,
successfully manages multiple projects, workflows, and competing
priorities, quickly responds to ever-changing environments and situations
while consistently achieving goals within critical project deadlines.
> Builder of exceptional teams and relationships with proven management and
organizational skills utilized in directing the efforts of diverse cross-
functional teams and external cross discipline resources.
Core Competencies
Business Development . Project Pricing . Budget Development . Request for
Proposal (RFP/RFI) . Proposal Management . Procurement . Sourcing . Vendor
Pricing and Management . Contract Negotiation and Administration . Account
Management/Client Service . Project Management . Sales Operations .Client
Relationship Management .Forecasting. Competitive Market Analysis
Professional Experience & Accomplishments
GfK Healthcare (East Hanover, NJ)
Business Development Operations Support, 2003 to 2013
Managed daily operations for sales development. Served as liaison between
sales teams and operations depts, external vendors. Managed the RFI/RFP
process by developing strategic proposals and project budgets for domestic
and global market research projects sourced by the sales staff. Wrote
proposals, which accurately illustrated scope of solutions and company
value offering. Managed the proposal process by coordinating with multiple
business units and external vendors to ensure timely proposal delivery.
Utilized varied pricing models to develop project budgets, confirming
scope, feasibility, pricing and timeline. Monitored client sales data.
Provided reports for strategic account planning and quarterly sales
meetings.
. Established strategic alliances with external vendors, maintained sound
relationship with suppliers. Identified & qualified vendors denoted by
specific project needs. Managed bid requests to international and
domestic suppliers. Assess quotes, negotiated price, issued vendor
recommendation/selection package to team, balancing price point in
relation to vendor experience, quality and suggested methodology
. Managed preferred supplier sourcing initiatives. Point person for pricing
support on senior management cross-functional team designed to evaluate
and reply to strategic sourcing & preferred supplier evaluations. Created
budgets/client pricing grids for all project scenarios.
. Developed strategic comprehensive labor and volume discount packages for
large, multiple-program engagements
. Monitored project P&L statements, conducted analysis of completed
projects to assess profitability, measure budgeted vs. actual inputs, note
adjustments for prospective projects
ACHIEVEMENTS:
. Completed more than 120 proposals/budgets, with 47% win rate equaling a
total revenue of $17,000,000
. Selected to provide all pricing for the startup of a new business
division, Medical Devices & Diagnostics. New division exceeded goal
first 2 years---achieved $2,400,000 in the first year and $3,800,000 in
year two
. Won preferred vendor agreements with Genentech, Allergan, Amgen
. Streamlined and automated pricing processes which resulted in an
increased ability to successfully respond to same day and/or 24 hr
turnaround requests
Quintiles Transnational Innovex (Parsippany, NJ)
Senior Business Development Manager (promoted from Bus. Dev. Mgr. in 2001)
2000 to 2003
Identified, targeted and qualified new business opportunities. Developed
account plans/proposals & project costs/presentations; lead client contact
for project follow-up. Assisted in opportunity assessment/evaluation
process. Developed account plans. Organized cross-functional project teams
across divisions (Clinical, Marketing, Finance, Legal). Development of
presentations/proposals and project costs. Lead contact with client for
project follow up clients. Managed team of 2 business development associate
managers.
. Utilized state-of-the-art information technology, such as automated
pricing algorithms, proposal and contract templates tracking databases,
and scientific/business literature searches
. Contract administration, reviewed CDA, MSA, NDA, LOI and contract payment
schedules prior to legal team
. Developed comprehensive database for biotech and niche pharma clients
ACHIEVEMENTS:
. Assisted in developing 125+ presentations and proposals - resulted in
contract wins totaling $120M+
. Researched and targeted 20 new business opportunities, 6 of which
translated into presentations/proposals and 1 contract win, valued at
$8M
. Managed designated target accounts to achieve business goals; created
business plans for each target client and generate proposals/contracts
in accordance with business objectives
Merck & Co., Inc (US, Passaic County, NJ)
Professional Sales Representative (Human Health Division) 1996 to 2000
Member of sales team responsible for sales/management of a $13 million
territory consisting of 300 physicians and seven hospitals. Lead product
responsibility for cardiovascular line- Cozaar & Hyzaar, Zocor, & Vasotec.
. Lead product responsibility for cardiovascular line - Cozaar & Hyzaar,
Zocor, & Vasotec
. Created tactical plans, situational analysis and account profiles;
identified and evaluated trends and market dynamics within the territory
to assist and enhance in the management of the business
. Developed and implemented health education programs for
physicians/healthcare professionals promoting product/disease awareness
for various therapeutic categories
ACHIEVEMENTS:
. Exceeded annual territory sales objectives for 1998,1999
. Surpassed year-end sales plan performance for Zocor, Cozaar/Hyzaar 1997,
1998
Merck - Medco Managed Care (Montvale, NJ)
Market Analyst (Marketing Information/Business Research) 1995 to 1996
. Defined, developed and communicated detailed business and functional
requirements to Medco Systems for Drug Utilization Review (DUR) program
reports, as a member of the marketing team
. Performed ad hoc client analysis measuring volume, utilization and
savings from client sales data
. Monitored Concurrent Drug Utilization for major clients enrolled in
"Partners for Healthy Aging Program" - Medco's largest health management
program
Spectacor Management Group (Philadelphia, PA)
Project Management Associate 1992 to 1994
Education
UNIVERSITY OF MICHIGAN AT ANN ARBOR -M.B.A - General Management & Marketing
SYRACUSE UNIVERSITY- B.S - Dual Major: Business Management/Marketing &
Communications Management
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