Associate Director, Training

Smruti Dave

** ******* **. ******* ** ****

781-***-**** cell **********@*****.***

Executive Profile

Leadership & Organization Development Team Building, Leadership & Training

Sales Management, Training & Sales

Product Management & Launch IT Management & Technology Deployment

Senior executive with more than fifteen years devising and implementing successful leadership development programs, business strategies and leading, coaching and developing talent. Broad background in therapeutic and pharmaceutical management, sales and training. A strategic thinker who develops creative approaches to learning execution, project management, process improvement, driving profits and revenues and maximizing human performance.

Collaborates effectively, challenging team members to excel and empowering them to exceed expectations. Builds upon the inputs of senior leaders, sales, marketing, operations and financial teams to select, deploy and manage highly effective learning programs and productive, cost-effective strategies matched perfectly to the needs of teams and members. Transforms organizations with a management style that is tough on issues, strong on metrics yet fair and supportive of people. Extensive qualifications in the following competencies:

Thought Leader Vendor Management

Top Corporate Trainer Continuous Process Improvement

Sales Systems & Strategies Technology Deployment & Training

C-Level Sales & Negotiations Project Management & Implementation

Business Planning, Forecasting & Budgeting Direction, Re-engineering of Mission Focus

Career Synopsis

Sanofi Genzyme, Cambridge, MA 2012– Present

Associate Director, US Sales Training, Multiple Sclerosis

Reporting to the Director, MS Commercial Training, manage multiple Project Managers across agencies, delivering all training deliverables on-track and 100% on-budget. Envisioned and Managed learning plan for launch of major new MS drug and development of leaders. Accomplishments include:

Strategic planning and development of product launch training, sales skills and leadership training for 7 different tracks

New Manager leadership development, coaching and training for over 30 leaders across 4 tracks

oEnvisioned and introduced customized week of learning programs for leaders

oIntroduced Coaching Model for leadership team

New Hire coaching and training

oStandardized and expanded the training offerings and support of resources, through innovative “real world” application and scenarios, leading to a better prepared team and dramatically improving the consistency and completeness of onboarding & new hire training

Creation of customized and innovative learning initiatives for 7 different tracks to cover home study, new hire training course, POA meeting workshops and Directors Meeting workshops.

Initiated and implemented ongoing learning initiative for increased scientific knowledge of commercial team members

oEnvisioned and collaborated with Medical, Marketing & Review Board teams to increase scope of content covered for a “specialized sales team” for increased customer engagement

Initiated and implemented Career Development Program for commercial team members covering 5 roles including leadership

oDeveloped a professional development program, guide and site for increased motivation and engagement of commercial team

oImplemented Development Track program for identified top performers

oImplemented Preceptorship program and opportunities for top performers

Cross-functional teamwork with 10 teams, including Sales & Commercial Leadership, Marketing, Medical and Legal teams.

Recognized for major contributions with numerous BreakThrough Awards.

Forest Laboratories, Inc., Commack, NY 2002 – 2012

Publicly traded (NYSE:FTX) $4.5 billion pharmaceutical company with an R&D budget approaching $1 billion.

Associate Director, Testing and Training Shared Services (2010-2012)

Established Shared Services for Testing and Training (SSTT). Drove the identification and management of shared services concept and selection of a strategic partner. Established and instituted processes for implementation of Shared Services for Forest and the continuous improvement for the delivery of Testing and Training across all Informatics Business Units. Managed all vendor, project, financial and resource responsibilities for the Shared Services group. Instituted LMS for Forest. Responsible for the testing, deployment and training of the field and corporate users on all technology related applications and systems; including SAP, Salesforce.com and custom applications.

Supported informatics business unit projects involving 350 people handling 20-30 projects at a time, and 5000 end users, by envisioning and implementing a new shared service group.

Developed framework for SOW with strategic vendor partner to steady state within six months and reduced cost of FTE by 40% (cost of internal staff vs. external resources). The company realized a savings of approximately $350K in salaries and benefits.

Managed a $5 million budget amidst challenges including project development delays and ongoing, unanticipated new demands. Ended first year of Shared Services department within 10% of budget.

Through negotiation, drove vendor rates down 20% while maintaining high levels of performance with well-qualified candidates.

Assessed, designed and managed the rollout of salesforce.com platform to the newly formed Institutional Sales Force.

Associate Director, Sales Operations, Systems & Training (2005-2010)

Led and directed a team of 8. Developed Corporate “communication strategy” for the field sales force of about 4000 after deployment of hardware and automation tools. Managed communications, administration, operations and training for sales systems. Handled technology deployment and training of field and corporate employees on all technology-related applications and systems.

Merged sales training and corporate IT training groups and led newly formed department to create training acknowledged by management as more efficient and user focused. Increased departmental efficiencies by establishing time management principles and direction/guidelines on workload management and meeting management.

Big bang rollout of hardware and training for 400 managers.

Big bang training rollout of CRM system to 3500 representatives with over 100 simultaneous sessions.

Designed and managed Train the Trainer sessions for more than 110 trainers and Regional training sessions for 4000 representatives and managers on Qlick View.

Established first corporate LMS to track training program utilization.

Manager, Leadership Development (2002-2005)

Created, implemented and managed training programs for sales reps, district managers and regional directors. Coached and mentored managers and directors. Envisioned, developed, executed and organized corporate-wide leadership training programs.

Spearheaded the design, content, scheduling and facilitation of the Introduction to Management Course for sales managers.

Created Leadership Training programs for more than 350 managers with diverse workshops including but not limited to sales presentation, business knowledge, team building, etc. Curriculum and programs were developed based on the critical success factors and competencies required of the management team that directly improved sales leadership skills as documented in feedback from both the trainees and their managers.

Developed the targeted Regional Sales Training workshops based on needs analysis and collaboration with senior executives

Coached and mentored >400 managers and 20+ regional directors, working effectively with executives at all levels.

Eli Lilly & Co., Indianapolis, IN 1994 - 2002

District Sales Manager (2000 – 2002)

Recruited, hired and trained seven top performing sales representatives.

Led a team of 12 sales representatives and successfully mentored three sales reps to promotable positions.

Transformed district from worst performing team to 105% quota attainment within 18 months by developing and implementing turnaround plan, leveraged strong leadership and coached under-performing representatives through performance improvement and disciplinary process. Drove performance of underperforming team, attaining top 1/3 performance within two years.

Sales Supervisor (1999 – 2000)

Sales Trainer (1997 – 1999)

Sales Representative (1994 – 1997)

Education & Training

San Jose State University, San Jose, CA, BS degree in Marketing, minor in Advertising; Deans List

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