Sales Management

MARTIN CARON

***A Belle Avenue San Rafael, CA ***01 (Cell) 415-***-**** *********@*****.***

CAREER SUMMARY

Accomplished, results-oriented Market Analytics Executive with comprehensive experience and proven expertise overseeing the design, development, and delivery of technology-based solutions addressing pharmaceutical and electronic prescribing business needs. A portfolio of significant accomplishments in Data Analysis and Business Development, leading efforts to bring new and innovative solutions to customers (patient journey, physician targeting, product audiences). Background includes 30+ years of progressively higher leadership experience within Secondary Market Research and Managed Care Data Organizations. Proven market development, operations, planning, cost control, and management capabilities with success in identifying opportunities to optimize productivity through the implementation of policies and procedures to streamline operations and impact the bottom line. A respected leader and solution provider dedicated to surpassing organizational objectives with a proven track record of exceeding targets. Accomplished in Analytics, Operations, Sales, Service and Corporate Management.

PROFESSIONAL EXPERIENCE

MJiC Consulting Services, San Francisco, CA 2014

Principal

Engagements have focused on New Business Development opportunities in the Managed Markets space. Directed the market assessment and go-to-market strategies for several different, innovative Market Research products. Conducted primary research and coordinated activity with the client’s internal staff.

Have also worked with a leading Animal Health company to better understand the market landscape and capitalize on commercial opportunities for the data collected in the course of their base business. This opens a new, sustaining, line of revenue in a new business channel and addresses an on-going information need in the industry.

Currently working with start-up ventures in human and animal health to identify different commercial opportunities and to extend their respective business footprints.

Symphony Health, Phoenix, Arizona 2014

National Account Director

Responsible for generating new sales and managing an existing book-of-business in the Northern California region. Successfully closed project sales totaling $500,000 in first three months. This position was restructured due to management changes.

BusinessOne TECHNOLOGIES, Bensalem, Pennsylvania 2013 – 2014

Senior Vice President of Operations

Responsible for rebuilding the data operations for this Managed Markets Information provider by reducing processing time and increasing data accuracy. New data processes eliminated over 80% manual coding errors. Coordinated with the IT team and identified back-end and data acquisition process shortcomings, and targeted solutions to address these needs. Successfully managed development resource team in the US (12) and in India (34). Designed and delivered a plan to improve the internal operations at BusinessOne, resulting in a new organizational structure in the Data Operations department.

Participated in New Business Developments, identifying and planning a new data analytics group working across several sister companies within the ownership portfolio, opening up complementary businesses and new lines of revenue. Part of the team to opened a new Sales and Management office in New Jersey expanding the company’s physical presence, locating key personnel closer to customer locations for more timely support and providing increased options for talent acquisition.

Worked with the finance team to investigate and revise the product pricing models to deliver more consistent pricing information and significantly improving the EBITDA margins. Projects were better defined, and the Sales staff was much better prepared for client discussions concerning price issues.

MediMedia Information Technologies, Yardley, Pennsylvania 2007 – 2012

President, CEO

Part of a team of managers for the Managed Markets data division, a division that consistently ranked, on a percentage basis, as the most profitable group in the corporate portfolio and delivered very high EBITDA performance. Introduced solutions to a completely new customer channel by adapting an internal software development project to be client facing, leading to new revenues for the group, further secured sources for the database and reduced data acquisition and data entry for a significant portion of our collection efforts.

Was part of the team working with MediMedia’s Senior Managers and external bankers to divest this division to Private Equity ownership. Presented to fifteen potential financial and strategic buyers, and obtained a successful buyer at an above market multiple. Remained with the business as the new ownership group transitioned the business into their portfolio.

Executive Vice President, Sales 2004 - 2007

Managed the Sales and Service groups for the Managed Care technology group, and worked across other MediMedia divisions, especially the Managed Care Consulting group. Delivered solid sales performance after the business had stalled, growing top line revenue over 60% while maintaining very high margins.

Veterinary Learning Systems (a MediMedia Company) 2000 – 2004

Division President

Part of the Animal Health management team transitioning this business from a publishing model to a more service and data-oriented group. Refocused and repurposed the editorial content into targeted, personalized marketing communication with less emphasis on syndicated continuing education. Helped to design new revenue models by adapting proven human health techniques and programs and introducing them into Animal Health.

MediMedia Information Technologies, Yardley, Pennsylvania 1998 – 1999

Vice President of Sales

Developed a pharmaceutical sales presence for this newly acquired business replacing an expiring licensing agreement. Created marketing materials, called on customers and helped to build a sales and service structure. The division signed 10 of the top 20 pharmaceutical companies as customers in 18 months

MediMedia USA, Trenton, NJ 1995 – 1998

Director of Operations

Managed call center activities for physician in-office media products. Also opened the center to support MediMedia’s Veterinary publishing unit.

IMS America (Now IMSHealth), Plymouth Meeting, Pennsylvania 1980 - 1995

Various management positions of increasing responsibility 1982 – 1995

Management Trainee, stationed in multiple European offices 1980 – 1982

EDUCATION

Bachelor of Science in Business Administration,

Villanova University, Villanova, Pennsylvania

Licensed Realtor in the state of Pennsylvania

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