Sales Representative, Account Executive, Sales Leader, Business Dev

Susan Wellman

Wimbleton Drive • Birmingham, MI **009 • C: 248-***-**** • *********@*****.***

Award-Winning Business Sales Leader, Entrepreneur, and Strategist who achieves a culture of success through transparency, collaboration, trust, and teamwork to deliver forward-thinking, cutting-edge strategies and results. Leverages deep and broad experience in sales, sales leadership, business planning, business development, and strategic relations as an entrepreneur in a global collaborative network start-up; and as a sales executive in the pharmaceutical, biotech, and healthcare industries. Therapeutic areas include ADHD, pain management, endocrinology, respiratory, blood products, antibiotics, diabetes, cardiovascular and wound healing. Strengthened top-line and bottom-line growth, competitive position, and improved performance throughout areas of responsibility. Possesses a natural talent for articulating direction, influencing and building consensus among stakeholders. Noted for:

Driving Exponential Growth: Awarded the prestigious Johnson & Johnson Presidents Pinnacle Award for regional sales. Launched, hired and trained 10 district managers and 100-person sales force that resulted in the #1 national top performing team for 3 consecutive years.

Building Multimillion-Dollar Business: Negotiated contracts for 7 Johnson & Johnson pharmaceutical companies to United Health Group, HealthPartners, Highmark and Henry Ford Healthcare Systems. Awarded a new contract with United Health Group for the Levaquin™ franchise (JNJ Healthcare Systems) which resulted in the removal of the competitive product from formulary in a 3-year agreement. Also awarded a contract to United Health Group regarding Lifescan’s OneTouch™ franchise (JNJ Healthcare Systems) renewing existing contract. Both deals created over $10 million in additional business.

Entrepreneurial Drive: Co-founder of Keating Network, a Business Community Solution to enable global commerce and communication among small-medium enterprises (SMEs) individuals, universities and large multinational corporations. The KEATING NETWORK Business Community Solution satisfies a need by facilitating trade and commerce among its members and sponsors.

Strengths that Impact Across the Organization

Strategic and Tactical Business Planning

Profit and Loss Management

Start-up and Fast Growth

Sales and Sales Leadership

Strategic Partnerships and Acquisitions

Investor Relations/Funding Formation

Deal Structuring/High-level Negotiations

Relationship Building/Management

Cross-functional, Multinational Team Building, Leadership, Mentoring and Coaching

A History of Conquering Business Challenges for Competitive Advantage

Keating Network LLC, Birmingham, MI, the first to address both economic and employment needs around the world in a solution-based system

Commerce---anywhere---anytime---any device

EVP STRATEGIC RELATIONS, CO-FOUNDER September 2005 - present

Co-developed a start-up online platform designed for small-medium enterprises (SMEs) around the world to do strategic alliances, partnerships, and joint ventures.

Created a distribution channel for Fortune 500 companies to reach small/medium businesses on the Keating Network platform.

Created partnerships with Kelly Services, U.S. Ambassadors in SE Asia and India, U.S. Department of Commerce, Export Import Bank and Small Business Administration to produce a global trading platform for small/medium businesses.

Spearheaded cross-functional initiatives from HR to IT, marketing and operations that optimized and leveraged

limited resources to build the first global business community solution.

Worked with CEO to strengthen company's equity of business and market position.

Romar Consulting, The Woodlands, TX June 2002 – August 2005

Provider of Customized Learning Solutions for Pharmaceutical and Biotech Companies.

CONSULTANT

Developed learning strategies & solutions specific to the needs of the client; aligned human equity with the goal and vision of the pharmaceutical company.

Sold and developed learning solutions for this consultancy that delivered training workshops to major pharmaceutical and biotech firms.

Created fully customized learning interventions for Amgen, Bayer, Biogen Idec, Indevus, Johnson & Johnson, MedImmune, Pfizer, and Sankyo Pharma.

Used expertise from sales leadership roles to create customized learning solutions that improved performance outcomes for sales and marketing functions.

Johnson & Johnson, Birmingham, MI January 1998 – May 2002

Caring for the world, one person at a time... inspires and unites the people of Johnson & Johnson.

CORPORATE ACCOUNT DIRECTOR April 2001 – May 2002

Johnson & Johnson Healthcare Systems

Led a collaboration of Strategic Account Managers from seven Johnson & Johnson companies (Janssen Pharmaceutica, Ortho-McNeil Pharmaceutical, LifeScan, Ortho Biotech, Inc., Centocor, McNeil Consumer, and Ortho Neutrogena) in account planning to create exceptional business outcomes.

Negotiated contracts to national and regional managed care accounts.

Worked with Johnson & Johnson account teams to institute contracts, aligned them with strategic resources that created economic value for key clients.

Developed and successfully executed strategic plans for United Health Group, the second largest MCO in the country, HealthPartners, Highmark and Henry Ford Health Systems.

REGIONAL BUSINESS DIRECTOR January 1999 – April 2001

Johnson & Johnson Ortho-McNeil Pharmaceutical

Developed strategic plan and implemented new start-up region, The Great Lakes Region: Hired 10 district managers and 100 sales representatives, coached and trained high achieving personnel, leveraged strengths of team members with performance, developed and executed business plans, coached District Managers, established succession plans, and developed The Great Lakes Region team to peak performance.

Won the President's Pinnacle Club, 2000, for the top region in the nation.

Initiated and fostered cross-functional relationships across Johnson & Johnson pharmaceutical companies.

DISTRICT MANAGER January 1998 – December 1998

Johnson & Johnson Ortho-McNeil Pharmaceutical

Developed strategic plan and launched a new district of 10 representatives: hired and recruited high-performing representatives.

Hired personnel, motivated, trained and coached those to achieve top national rankings.

Improved national sales ranking from seventh to second in nine months’ time, 1998.

Sanofi-Aventis, Birmingham, MI November 1984 – December 1997

AREA BUSINESS MANAGER

1996-1997 Led and managed a successful team of eleven representatives in the Detroit North Area. Selected by President’s executive team to participate in the prestigious Management Development Academy given by MIT (one out of thirty-six managers and leaders in North America). This was based on performance and a rigorous selection process.

Earlier sales progression: Professional Sales Representative, Hospital Sales Representative, Business Team Leader, and Market Development Representative. Promotions attained based on high performance.

Education and Professional Development

MBA, International Business, Wayne State University, Detroit, MI

Business Administration, Marketing, Northern Michigan University, Marquette, MI

Executive Seminars: Negotiation Skills, Northwestern University & Advanced Management, MIT

Professional Honors and Activities

Advisory Board, Keating Network

Johnson & Johnson President’s Pinnacle Award, 2000, Regional Business Director

Board Member, Christ Child, Detroit, MI 2002 – 2005

Won the Hospital Sales Representative of the Year Award (Paris trip, 1993).

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