PAGE * SANDY D. HIRSCH

610-***-****

SANDY D. HIRSCH

*** ******** **** 610-***-****

Lafayette Hill, PA 19444 ace91a@r.postjobfree.com

SUMMARY

ACCOMPLISHED SALES AND MARKETING DIRECTOR with exceptional leadership successes generating top

and bottom line growth for premier Nutrition, Pharmaceutical and CPG companies. Outstanding

record of growing existing brands, launching new products, developing strategic B2B partnerships

with national and local Health Care Professionals, leading organizational and cultural change and

building accountable, high performing sales teams.

• New Product • Strategy • P&L management

Launches development • Brand equity

• •

Talent development Sales training and management

coaching

• •

Customer Business Plan

•

partnerships Cross functional Development

leadership

• Sales leadership

• Process

improvement

PROFESSIONAL EXPERIENCE

QUEST DIAGNOSTICS INCORPORATED, Madison, NJ 2013 – 2014

Director, Product Management, Health and Wellness

Developed and executed initiatives for General Health and Wellness with particular emphasis on

Primary Care Providers. Met extremely challenging timeline by developing and launching Medicare

Annual Wellness Program and The Age Management Program to 750 Primary Care Sales

representatives, February 2014. Forecasted to deliver $16 million in incremental sales in 2014.

Managed ongoing sales training to sales representatives, including ”ride along” field observations

and coaching.

• Led upstream and downstream first-of-its-kind marketing and sales initiatives at Quest

Diagnostics.

• Led cross company collaborations including Medicheck, ExamOne and National Clinical Testing

Services, resulting in first-to-market services to physicians.

NUTRISYSTEM, Fort Washington, PA 2012 – 2013

Director, Medical Sales and Marketing

Directed all diabetes and obesity marketing and sales strategies online and offline to health care

professional and consumer channels for Nutrisystem® D® and related Base Brand product line,

including print, direct mail, ecommerce, digital, public relations, working with internal and external

company partners.

• Led cross functional team to launch Nutrisystem D, weight loss product line for people with

diabetes. $12M in revenue.

• Revamped Call Center Process and updated Sales Training for 150 Sales Representatives and

50 counselors to increase ability to manage inquiries and calls from people with diabetes and

health care professionals.

• Directed collaboration with Takeda Pharmaceutical to co-promote their 3 new diabetes

prescriptions that received FDA approval January 2013, and Nutrisystem D. Utilized 650 sales

representatives to 50,000 physicians, July 2013.

PAGE 2 SANDY D. HIRSCH

610-***-****

• Co-Led collaboration with Aegerion Pharmaceuticals, a biopharmaceutical company that

developed and commercialized the orphan drug JUXTAPID™ for patients with homozygous

familial hypercholesterolemia. Co-promote included Nutrisystem’s 80/20 low-fat diet

developed specifically for this program.

• Core contributor to development and launch of revolutionary Nutrisystem Diabetes 5 Day

weight loss kit exclusive for Wal-Mart. Forecast $15M in sales 1st Q 2014.

MCNEIL NUTRITIONALS, JOHNSON & JOHNSON FAMILY COMPANIES, Fort Washington, PA 1989 – 2012

OF

Product Director, Healthcare Professional Sales and Marketing (2002 – 2012)

Directed, developed and executed all marketing and sales strategies for professionally-driven

McNeil nutritional products including SPLENDA, Lactaid®, Nectresse®, Benecol® and Viactiv®.

Included traditional, digital and social media.

• Led Diabetes, Weight Management, Gastrointestinal, Cardiovascular and Weight

management marketing and sales initiatives to HCPs, including primary care and pediatric

physicians, pharmacists, diabetes educators and dietitians, with BRC response rates

consistently exceeding 25% specifically for SPLENDA®.

• Developed launch plan of new Diabetes Nutritional management education tools to HCPs.

Strategized marketing plan and cross-company sales approach with J&J companies, Animas,

LifeScan and Janssen.

• Developed strategy, communication and education plan for 500k HCPs and Professional

organizations due to impending bad press for SPLENDA to maintain brand integrity and loss

of revenue.

• Promoted SPLENDA “Simple Steps” weight control campaign to pediatricians, primary care

physicians and pharmacists with an ROI of 230%, $9.7M incremental sales, and change in

MD awareness from 35% to 55%.

• Led cross functional, cross company initiative developing start up nutritional product line for

Bariatric patients to follow launch of Ethicon Endo Surgical gastric band, 2008.

• Directed Janssen/Lactaid GI marketing and sales initiative, returning 181% on investment

with $1.06M in incremental sales; and the Merck/Fosamax and Viactiv sales co-promote to

PCP and GYN sales, achieving a 205% ROI and $5.5M incremental sales and 10% BRC

response rate.

• Launched Prometheus NutraNostic sales and marketing initiative, targeting

gastroenterologists and primary care physicians ROI 133% and .5M incremental sales; and

Viactiv Cystic Fibrosis initiative with hospital sales team.

• Collaborated with Medical and Regulatory Affairs to provide perspective for development of 3

clinical trials with outcomes research and publication.

Northeast Region Business Director (1999 – 2002)

Accountable for achieving/exceeding sales forecast goals across Northeast Region while leading

team of seven high performing District Managers as well as managing all regional account activity.

Provided motivational leadership and strategic direction to District Managers to achieve/exceed

performance objectives.

• Directed seven district managers and 110 pediatric sales representatives to four consecutive

first place finishes; included numerous prescription and OTC products, for primary care

physicians, pharmacists and pediatricians.

• Facilitated merger of Alza Pharmaceuticals sales team with McNeil Primary Care and McNeil’s

pediatric sales force, resulting in three consecutive Northeast Region first place finishes and

delivery of double digit growth.

• Managed and deployed 15 person additional contract sales organization to assist with

managed market sales.

• Directed newly aligned Specialty Pharmaceutical sales team, 105 sales representatives and

6 DMs to first place finish.

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610-***-****

Sales Representative Training Director (1997 – 1999)

Revamped and directed sales training programs for multiple customer segments.

• Served four-month rotation in Europe to launch Benecol to physicians in Belgium, Holland,

England, and Ireland. Trained international professional sales team and assisted with

development of marketing materials.

Managed Care Marketing Manager (1995 – 1997)

Developed marketing materials for use within managed care environment.

District Manager, Philadelphia (1994 – 1995)

Coached 10-person office-based sales team, moved from 24th place to fifth place.

Assistant Marketing Manager, Adult Tylenol (1992 – 1994)

Developed sales support literature and proactive safety materials during times of challenging

press.

Hospital Sales Representative, NYC (1989 – 1992)

Taught residents within seven hospital accounts and achieved formulary addition of OTC

products.

MEDIFAST DIET PROGRAM, New York, NY 1986 – 1989

Program Coordinator / Sales

Developed sales and marketing strategies for MD’s; provided nutrition evaluation, coaching and

counseling to patients.

EDUCATION

M.A., Clinical Nutrition, New York University, New York, NY

B.A., Health and Nutrition, Queens College, New York, NY

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