Sales Manager

An experienced strategy, business development, marketing, and sales individual with 20 years’ experience in healthcare, life sciences, finance, and information technology. Proven track record of improving corporate performance. Great depth of expertise to support decision-making and planning with quantitative analysis. Strong stakeholder engagement, communication and presentation skills.

Career Summary

Director wandAssociates

May 2014 – present

Helped clients establish plans for opening a new business or expand to new markets. <<looks a bit skimpy – can you add another sentence?>>

Selected Accomplishments

Established a business plan for a new restaurant chain

Developed a complete work breakdown structure from concept development through opening day

Identified a suitable niche by conducting extensive quantitative

Created capital and operating budgets, as well as performing cost/benefit and sensitivity analysis

Developed and facilitated project activities related to scope, schedule, resources and communications

Senior Consultant Prevail Business Consulting

Apr 2010 – present

Projects involved strategy/policy implementation, business process improvement, change management, and procurement. Strong facilitation, negotiation, stakeholder engagement and subject matter expertise to bring a breadth of skills and perspectives to the various projects

Selected Accomplishments

Wrote procurement documents (RFIs, RFPs) to procure clinical applications and professional services

Worked with one of Canada’s largest healthcare organizations to define the quantitative and qualitative benefits of an electronic medical record (EMR) system

Wrote a business plan for a consortium establishing a new tour bus line

Assisted a sporting goods retailer’s turnaround expanding product and service offering, implementing inventory controls, and establishing distribution agreements with vendors

Director, Business Development Halton Healthcare

May 2009 - March 2010

Reported to Vice President, Corporate Services on strategic and operational business development initiatives. Made major changes to create an effective for-profit enterprise within the structure of a non-profit healthcare entity. Led and managed all strategic initiatives as well as day-to-day tactics to maximize market opportunities.

Selected Accomplishments

Conducted an intensive retrospective analysis into performance and sales data to identify outliers and their sources

Brought quantitative discipline and scorecards/metrics to the businesses

Prepared and coordinated reports, papers, and presentations for the Vice President to support efficiency and informed decision-making

Managed multiple business units including hiring, delegation, scheduling, and prioritizing staff workloads and developing, mentoring, and coaching team members

Used demographic data for the Halton region to build a business case for expanding the personal emergency response service’s product line

Renegotiated non-performing co-marketing agreements producing win-win scenario for Halton and their partner

Personal emergency response service monthly referrals increased 50%, shoe sales rose by 42%, and orthotics by 12%

Discovered a tax rebate (retroactive five years) yielding a savings of approximately $100,000

Senior Consultant Prinova

Jun 2008 - Feb 2009

Conducted extensive industry verticals research into credit card companies, health insurers, and pharmacy benefits managers finding targets for Prinova's software and services.

Selected Accomplishments

Assisted a major retail bank to redesign their monthly statements to ease comprehension and increase transpromotional marketing potential

Consulted to a major life and health insurer regarding streamlining the number of statements and making the statements more intuitive and suitable for marketing

Senior Consultant Prevail Business Consulting

July 2003 - June 2008

Worked with life sciences and healthcare companies to manage complex projects; monitored development and progress of project deliverables and budget as well as identifying gaps/risks and developed detailed business requirements.

Selected Accomplishments

Estimated the South American market’s potential; consolidated data from disparate sources into a comprehensive market potential model

Determined the potential return on investment of an organ-rejection drug and assessed the quantitative and humanitarian benefits of a point-of-care diagnostic tool; consolidated data from numerous sources to build a comprehensive model

National Marketing Manager CEGEDIM Dendrite Canada

June 2001 - June 2003

Created a clear, compelling brand positioning for the company. Created brand plans for 14 products and services. Provided oversight and directed the work of 6 account managers and functioned as an interdepartmental focal point.

Selected Accomplishments

Created new corporate market positioning for Dendrite as a service provider of choice for a suite of interrelated services

Marketed their services to pharmaceutical, medical device, and diagnostic companies generating $5M annual sales

Managed primary market research projects from the proposal stage through to the final presentation

Conducted business process reengineering exercises to achieve greater throughput and enhance customer satisfaction; identified redundant quality checks, process inefficiencies, supply chain bottlenecks, and database flaws that were causing persistent customer service problems

Senior Consultant PricewaterhouseCoopers Consulting

June 1996 - April 2001

A consultant in PricewaterhouseCoopers’ Corporate and Operations Strategy Practice for five years; played a key role on projects of varying size and complexity. Leveraged project management skills to oversee projects from inception to solution; this required strong leadership, excellent tactical and strategic thinking skills to manage complex interdependencies with the vendor and client funders. Frequently solutions required extensive research, detailed analysis of quantitative data, interviews, and qualitative assessments.

Selected Accomplishments

Led a building products manufacturer through a strategic planning exercise to address a unique supply chain challenge, develop new products, and enter new markets

Advised a contract research organization on their foreign expansion plans

Streamlined a pharmaceutical company’s outsourced clinical research activities

Assessed a CRO's strategic plan to shift their focus from Phase III to Phase II clinical trial services; directed them to a lower risk venture with a higher return on investment

Education

Masters of Business Administration, Western Business School (Ivey) 1996

Honours Science and Business, University of Waterloo 1989

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