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Sales Clinical Research

Silver Spring, Maryland, United States
March 09, 2019

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Silver Spring, MD ***** 202-***-****


Growth Strategies / Planning / P&L / Performance Improvement / M&A / Sales Leadership / BioPharma Strategic Alliances / Clinical Research / Legal / Accounting & Finance / Cost Control / Team Building Summary: Diverse accomplishments in leading business development, marketing, operations and performance improvement for a division of $9.7B IQVIA, a large non-profit and a well-respected law firm. Led an underperforming clinical research startup through turnaround to a $20M buyout/acquisition. Strengths in driving efficiency, controlling costs, managing finance & legal matters and building profits. Can contribute by:

Directing successful business development initiatives

Building strong relationships with key accounts and vendors

Leading projects/programs from design to successful conclusion

Recruiting, developing and mentoring top performing teams Education & Professional: Highly-energetic with proven leadership skills. Received a Juris Doctor (JD) from Syracuse University College of Law in 2010 and a BS degree in Public Relations and Marketing in 2005 from the SI Newhouse School of Public Communications, Syracuse University. Substantial additional professional training including completion of Harvard Law School’s Program on Negotiations. CAREER HISTORY & ACCOMPLISHMENTS

COO, Orphan Drug Unit, IQVIA RDS, Inc., June 2017-March 2019. Led successful post-acquisition integration of Cote Orphan into $9.7B global corporation while serving as Interim Regulatory Director. Many contributions in business development, finance, account management and improving client satisfaction. Key accomplishments: Increased revenues during challenging takeover and integration period. Sales during post- acquisition period often nosedive at target companies. Mounted an all-out sales effort at IQVIA to avoid missing early sales metrics, personally managing several major accounts. Increased revenues 32% in the first 90 days after change of control. Increased client satisfaction with better employee retention. Client satisfaction at IQVIA had fallen to 78%. Analyzed survey data and concluded that employee turnover was at the core of many customer issues. Developed new HR policies and improved employee communications, leading to 92% customer satisfaction rate.

COO, Cote Orphan LLC, July 2013-June 2017. Turned around startup, achieving record sales and profit and attracting corporate buyer. Improved operating efficiency, directed accounting & finance, managed human capital and played key role in business development. Company was acquired by IQVIA in 2017. Among contributions: Led a struggling clinical research startup to substantial growth. Startup clinical research provider, Cote Orphan, was facing major challenges. Reorganized operations, installed new cost controls and mounted an aggressive and successful sales effort. Within four years, successfully sold company to IQVIA RDS, Inc. for $20M.

Increased EBITDA by 26%. Industry averages for consulting firm profit ratios is about 40% and Cote Orphan needed to improve. Made a number of changes in financial reporting, controls, travel expenses and other areas to better position the company for potential acquisition. Increased EBITDA from 28 percent to 54 percent over the next two years. Cut sales cycle time from RFP-to-close by 75%. Cote Orphan clients averaged eight weeks to review proposal and sign contracts. Sped-up process with new, easy-to-understand contracts and improved customer support during review period. RFP-to-close timetable fell from an average of more than two months down to 14 days.

Improved sales closing rate on qualified leads by 13%. Sales team closed an average of 33% of qualified leads and seemed stuck there. Made a number of changes to the sales process and installed new customer relations policies to facilitate decision-making. Within a year, achieved a record 46% close rate and never looked back.



Chief of Staff, Washington Teachers’ Union, Dec 2010-July 2013. Managed litigation, arbitration and grievance matters, serving as 2nd chair to Chief Negotiator for collective bargaining unit representing 4,000 public school teachers. Managed a staff of 30, restructured operations and managed construction of new, $4.2M headquarters. Details include:

Built dues paying membership from 40% to 65% for Washington Teacher’s Union (WTU). Organization was close to losing its charter due to membership issues. Developed new programs and revamped legacy programming to attract more full paying members. Energetic outreach at WTU increased full membership rates to record levels. Restructured grievance arbitration process to save $2.2M. WTU was using two different law firms for legal services, each costing more than $750K annually with an overall poor win rate for the union. Negotiated a fixed-fee legal service agreement that produced huge win rate gains on grievance arbitrations and saved $600K per year.

Earlier: Employed as Business Development Coordinator, Venable LLP, July 2010-Dec 2010. Developed proposals for new business and managed new business pipeline. Played key role increasing marketing ROI and several major contract wins. Started career at Buc & Beardsely, a law firm specializing in FDA/healthcare matters.

Education: Received a Juris Doctorate from the Syracuse University School of Law and a BS degree in Public Relations and Marketing from the SI Newhouse School of Public Communications, Syracuse University. Completed Harvard Law School’s highly-regarded Program on Negotiations and other professional coursework in Labor Relations and Collective Bargaining.

Professional: National Honor Member, Phi Eta Sigma and past recipient of an Hermes Award for outstanding performance in the field of communications law and policy. Member, Delta Sigma Phi, the professional business fraternity. Also, Committee Chair for Women in Bio where she leads a Finance and Sustainability group.

Skills: Account Management, B2B, Best Practices, Branding, Transformation, Change Leadership, Negotiations, FDA, Cross Functional Teams, Salesforce CRM, Lean Six Sigma, RFPs, SWOT & Needs Analysis, TQM, Systems & IT, Turnaround, Healthcare, Risk Management, Administration, Customer Satisfaction, PeopleSoft, Event Planning, Process Reengineering, Project Leadership, Media & Press Relations, QuickBooks, MS Office.

Personal: Married. Serve as President of the Board for a local non-profit nursery school, enjoy CrossFit and is committed to achieving personal goals in Peloton workouts.

References: A list of well-informed personal and professional references is standing by to assist interested parties.

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