Traverse City, MI
A consistent top ranking track record of sales leadership and people development to consistently attain top results. I also have marketing leadership and experience managing all aspects of product launches including managing agency work. I bring extensive experience in database development and sales force systems integration. Six sigma project experience is complimented by my research background. A strong work ethic combined with a drive to excel and do exceptional work.
Men’s health products
Six Sigma leadership
Women’s health products
Neuro Science Products
Animal Health products
Sales force automation
Trade Show Management
Food Animal Medicine
Sr. District Sales Manager, Eli Lilly Nov. 2000 - present
Responsible for hiring, training and developing two new sales teams in separate districts and markets. Sales goals of over 20 million and non-compensation budget of $500K.
Twice number 1 team in nation
Consistent top 1/3 results in nation over 14 years, 8 quota trips in 14 years
Consistent top 2 results in area and state.
Only district to achieve Superior Customer Value Service award rating for area
National turn around awards for sales results 3 times
Coached 4 Presidents Council award winners
Manager Peer award winner.
Multiple year coaching champ award winner
Interim acting Area Director, earned and lead an area quota trip
Business Operations champ for multiple years impacting national programs on incentives policies.
Lead national Six Sigma Black belt project resulting in changes to sales force -communication
Marketing Management, Elanco, Eli Lilly May 1996 - Nov. 2000
Successfully launched two high level products in two business units. Lead all aspects of planning and execution of launching new products. Maintained sales and marketing of existing products. Managed business and $2 million marketing budgets for advertising and database suppliers. Guided market research design and development.
●All aspects of launching tylosin label extension for swine market. Increasing sales by $42 million, 23% sales increase far exceeding forecast.
●World, national and state level trade show and event management.
●Lead label extension for tylosin soluble, doubling sales
●Lead tilimicosin label extension for beef growing sales by $22 million, 20% growth, exceeding forecast.
●Developed first integrated customer database and marketing programs. ROI of up to 561% on programs
●Demonstrated ability to quickly learn new markets
●Demonstrated ability to manage multiple and diverse marketing teams and advertising agencies.
●Development and implementation of marketing programs and sales training to successfully launch products.
●Managing marketing vendors and sales force databases into cohesive integrated marketing programs
●Developed and Managed veterinarian intern program with 12 interns each year for 3 years.
●Lead development of market research projects to launch products and evaluate pricing
Territory Sales Representative, Elanco, Eli Lilly June 1990 - December 1995
Two successful field sales positions in two different divisions. Promoted to marketing role.
Managed sales territories, budgets and promotional programs to increase sales. Achieved sales goals each year
I worked in two different strategic business units, one in the northeast and the second in the Midwest.
Developed and implemented territory marketing plans and worked with customers, influencers and distributors to increase sales.
Conducted sales training and educational seminars.
Handled product complaints.
Served as a technical expert in state legislators working with our lobbyist to manage potential legislative issues.
Worked with food retailers to provide consumer education training.
Graduate Student/Research Assistant, Cornell University Jan. 1988 - May 1990
Served as a research assistant and teaching assistant while at Cornell University and voted as outstanding teaching assistant by students. Researched and wrote Master's Degree thesis in international trade. Lead research and presentation for WHO. Earned first degree black belt.
Vice President American Motorcyclist Association 2012-2017
Oversaw 7 Divisions, board meetings, budgets, policy and scheduling to best serve the 3,500 members. Worked on web site development, by law reviews and annual meetings. Also held Division chairman position from 2010-2015.
M.S. Ag - Economics, Cornell University
Emphasis in International Marketing and Finance with courses also taken in the Johnson School of Management. GPA 3.47
B.S. Agri-Business, Southern Illinois University
Graduated with high honors with a GPA of 4.00 while working 35 hours per week to pay for schooling.
A.S Kirkwood Community College, Cedar Rapids Iowa
Graduated with high honors with 3.8 GPA while working to pay for schooling.
Personal interests, continued learning seminars and training programs:
●3rd degree Black Belt in Tae Kwon Do
●Enjoy many outdoor activities and sports, trail running adventure runs
●State FFA officer in high school
●Leadership roles as Business Operations Champ
●Experience with all Microsoft programs, Tablueu, and SAS
●Leadership roles as Human Resource Champ
●National Manpower Planning for sales new structure
●Six Sigma Black Belt national project
●Six Sigma green Belt training and projects
●Certified Medical Representative
●International Diabetes Center training
●Crucial Conversation Management course
●Lilly Management training courses
●Talent Identification and Selection
●Critical Thinking and Decision Making
●Database Marketing Institute, Business to Business Seminar
●Six Hats Issues Processing
●National Conference for Business to Business Database Marketing
●National Conference for Database Marketing,
●Market Planning training, Eli Lilly
●Notre Dame Database Marketing Program
●Ongoing intensive sales training development including selling skills personalities in selling, and negotiation courses
Recommendations available on request