VP/Director Sales

Bart C. Brownell

*** ********** ***** ****: 215-***-****

Maple Glen, PA 19002 Cell Phone: 215-***-****

Email: ********@*******.***

SUMMARY

Primary Experience. Senior Sales and Marketing Executive with over 30 years of professional experience in the Pharmaceutical, OTC, and Healthcare Information and promotional industries. Proven track record of providing leadership, strategic and tactical direction to exceed revenue and profit objectives. Broad-ranging achievement in operations and general management in support of sales and marketing functions. Specific areas of expertise include:

Strategic sales analysis and targeting

Strategic and tactical Market Planning

High volume/cost sales negotiations

Negotiating and closing sales revenue at the executive level

Written communication of sales and marketing materials

Sales/profit performance evaluation

Field Sales Force Optimization

Exceptional presentation skills

Innovative promotional sales program development and management

Sales forecasting and budget management

PROFESSIONAL EXPERIENCE

Canby Foods LLC May 2012 to January 2014

President

Researched and ultimately purchased restaurant space in Ardmore, PA. Refurbished location and launched Canby’s on Cricket a 50+ seat BYOB restaurant. Responsible for all typical restaurant General Manager responsibilities. Managed staff of 10+.

Quintiles, Raleigh, NC November 2009 to February 2012

Director, Global Business Development

Responsible for identifying, defining and closing Quintiles Commercial business development opportunities within assigned pharmaceutical clients. Services are focused on contract sales organizations, managed care, health management solutions, and non personal promotion.

Sample Clients include: Forest, Bayer, Watson, Eisai, Gilead and others

InfoMedics, Reading, MA November 2007 – November 2008

VP, US Pharma Sales

Responsible for identifying, defining, and closing sales opportunities to assigned pharmaceutical clients across the full line of InfoMedics line of Patient/Physician Feedback Services within both the professional and consumer disciplines

Sample clients include: Wyeth, Merck, Cephalon, Endo, Bristol-Myers Squibb, King, and others

Primary Products/services sold:

Brand Accelerator

Treatment Educator

Adherence Maximization

MD Scorecard

Wolters Kluwer Health, Yardley, PA March 2005 – November 2007

(Formerly NDC Health)

Director Account Development

Responsible for identifying, defining, and closing all sales opportunities to assigned pharmaceutical clients across the full line of WK’s products and services

Sample clients include: Roche Labs, Bristol-Myers Squibb, Cephalon, Genzyme, Organon, Imclone and others

Primary Products/services sold:

New Source Targeting & Compensation Prescription Data

Dynamic Claims Analyzer Managed Care Service Offering

Outcomes Research/Disease State Management

DTC Promotional Analysis

PHAST National Audit Suite

Territory Manager

Received President’s Club award for sales excellence in both years of eligibility

Clarkston Consulting, Raleigh, NC December 2003 – January 2005

Senior Client Sales Executive

Responsible for identifying, defining, and closing all consulting sales opportunities to potential pharmaceutical clients within the Clarkston Life Sciences service lines. Area responsible for NJ, PA, DE, and parts of NY

Sample clients include: Par Pharmaceutical, BMS, Endo, AmerisourceBergen, GSK, Merck, Aventis, Novartis, and others

Customer Relationship Management

Sales Force Effectiveness

Trade promotion management

Regulatory compliance

ERP implementation

Customer Scoreboard

Printeralliance, Southampton, PA January 2002 – December 2003

Vice President Sales and Marketing Operations

Responsible for development and implementation of all operational, business development, performance tracking, opportunity management, and marketing strategies and tactics

Development and implementation of new membership program

Development and implementation of new business programs

Expansion of participating suppliers and distributors

Development of all promotional materials

Management of HQ staff

Sales Targeting effectiveness

Promotional expenditure ROI

IMS HEALTH, Plymouth Meeting, PA Oct 1999-Dec 2001

Group Director, Sales Operations and Training (October 2000 – Dec 2001)

Responsible for the development, and implementation of all Operation, Administration, and Training strategies

Development and implementation of annual customer specific business plans

Development and management of “Opportunity Management” program

Development and management of monthly “Dashboard”

Responsible for resource planning and management

Responsible for annual incentive compensation plan and revenue objectives

Responsible for all Client and Employee product and services training

Director, Sales Management CustomViews (October 1999 – October 2000)

Responsible for the development, management, marketing, and sales of the customized commercial offerings of this $9.6 million practice area

Exceeded 2000 budget by 20+%

Developed and sold to all top pharmaceutical clients specific customized targeting data

Responsible for developing commercial “Face” for all corporate-wide customized reporting

Developed new Dr. performance reporting measures

FAULDING LABS – PUREPAC PHARMACEUTICAL, Elizabeth, NJ 1998-1999

National Vice President, Sales (March 1998 – April 1999)

Attained annual sales and profit objectives. Managed sales and profit objectives to the top national Chain Drug, Drug Wholesale, Mass Merchandiser, Mail Order and Long Term Care accounts

Developed strategic and tactical sales and promotional plans to ensure attainment of budgeted sales, profit and market share objectives

Managed Purepac National Account Sales Force

Established and managed sales, profit and fixed costs budget and projection

Individual responsibility for assigned sales and profit objectives for Rite Aid/PCS, CVS, Wal-Mart, Medicine Shoppe, Cardinal Wholesale, AmeriSource, and Omnicare

BRISTOL-MYERS SQUIBB, INC. – APOTHECON DIVISION, Princeton, NJ 1984-1998

Director, National Accounts (1996-1998)

Managed all sales and profit objectives to 22 of the top national retail, wholesale and mail order accounts

Developed and implemented promotional programs across full line of pharmaceutical products

Directed four National Account Managers

Established and controlled fixed cost budgets for National Account Managers

Director, Sales and Marketing Operations (1991-1996)

Directed management for Sales Operations, Sales Training and Telemarketing Departments

Analyzed sales and profit analysis of promotional programs implemented at national and key account levels

Developed and administered field sales promotional spending programs pertaining to $500M plus sales budget

Developed and administered account specific P+L statements for inclusion in the IC program

Direct responsibility for the development and implementation of field sales training

Constructed and reported monthly field sales and internal sales performance book

Created and managed annual bonus and incentive programs for all levels of field sales force

Developed and managed all departmental and field sales, fixed costs budgets

Automated sales force

Directed sales meeting

Supervised internal Telemarketing department

Facilitated resolution of human resource issues

National Account Manager (1987-1991)

Achieved sales objectives for assigned national accounts through development of strategic promotional and sales programs within division’s profit guidelines.

Accounts responsible for during tenure as National Account Manager:

Walgreens

Wal-Mart

K-Mart

American Stores

Eckerds

Revco

Rite Aid

CVS

Maxi Drug

AARP

Bergen Brunswig

AmeriSource

Cardinal Drug

Bindley Western

Caremark

Developed and managed account specific promotional programs for Apothecon Pharmacuetical/OTC, and Novo-Nordisk Insulin product lines

National Sales Manager (1986-1987)

Developed and attained sales and profit objectives for assigned national food accounts through development of strategic promotional and sales programs within the profit guideline of the division

Hired, developed, and managed five National Food Account Managers responsible for all Health and Beauty Aid/Over the Counter promotional programs

Product Manager (1984-1986)

Developed and attained sales and profit objectives and all product management functions for Apothecon OTC product lines

Sales Trainer 1984

Established and implemented all training programs for field sales force based on strategic objectives and direction of the division

THE GILETTE COMPANY – PERSONAL CARE DIVISION, Boston, MA

Project, Promotion, and Planning Manager (1983-1984)

Directed development and implementation of national sales, and training programs for a 150+ Representatives Sales Force with annual sales of over $300M

Managed Sales Materials and Creative Services personnel

Created promotional programs and materials, Headquarters to field communication, sales meetings and budget management

Developed and communicated national sales plans for three brands accounting for over $100M of factory shipments

EDUCATION

BA, Randolph-Macon College, Ashland, VA 1978

AWARDS

Wolters Kluwer Health President’s Club 2005 and 2006

Bristol Myers Squibb Gold Star Go Getter, every year from 1991-1996

Randolph-Macon College Varsity Soccer 4 year “Letter” winner

All District, All State, Regional All American, 1976-1977 and 1977-1978

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