Sales Manager
Resume:
AREAS OF EXPERTISE
• Strategy Development
• Business Growth & Marketing Development
• Global Project & Stakeholder Management
• Relationship & B2B Sales
• Team Building
• Brand Management
• Competitive Market/Metrics Analysis
• New Product Launch
Sales &
Marketing
• Developed Brand, guiding principles, framework and global marketing strategy for global well-being brand, increasing participation in behavior change programs by 30% YOY Global ly (2013 – 2014) (AbbVie)
• Generated the second largest sale in Employee Benefits Division resulting in
$5.2MM is new business and $1.5MM in incremental business YOY
(2012) (Kapnick Insurance Group)
• Managed and t rained 32 total di rect repor ts in an assigned district, increasing dist r ict revenue by 10.7% YOY 2007 (JP Morgan Chase) Ranked 9 of 59 in the Midwest Region for market share growth in 2005
(Johnson & Johnson)
• Recognized as Representative of the Cycle Q1 – Q2 2005 (Johnson & Johnson)
• Product Specialist and District Trainer for Product Launch of Razadyne ER® 2005
• Ranked 1 of 59 in Midwest Region Q4 – 2004 with 111% market share growth for Axert® (Johnson & Johnson)
Global Business/
Leadership
Management
• Created, developed, and project managed three global well-being programs
(movement, work-life balance, mental-health/resilience) leading and col laborat ing wi th a mul t inat ional, cross- funct ional (Global Occupat ional Heal th, D&I, BHR, EHS, IT, Global Operat ions, Global Food Services, Global /US Commercial ) multi-tenured advisory and implementation teams for each project (AbbVie)
• Managed 9 vendor relat ionships equal ing $2.5MM in budget (7 US based and 2 International vendors) (AbbVie)
• Consultant and subject matter expert for global affiliate medical, population health planning for 120+ countries (AbbVie)
Global Corporate
Population Health
Management
• Created and managed the global wel l -being st rategy and multiple global programs for 25,000 employee populat ion with an average of 30% (5,000 - 7,500 employees) par t icipat ion in programs (AbbVie)
• 3% Reduct ion US (1.2% Global ) in Heal th Risk Factors related to Metabolic Syndrome resulting in a total medical/disability cost reduction/avoidance of $12.2MM YOY – US ($2.3MM Global ) (AbbVie)
Dr iven and strategic leader whose diverse background inspi res act ion and del ivers resul ts 415 Howard St Unit 1716
Evanston, IL 60202
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Former international professional athlete turned corporate athlete with wide ranging business experience including sales executive, sales coach, human resources/benefits professional, and business owner who has successfully parlayed her innate leadership, problem solving, critical thinking, analytical, team building, solution focused skills into a highly diverse set of professional experiences and accomplishments. Leader with a TRUE broad cultural perspective honed during her career as an international professional athlete while living in 3 different countries. Global Corporate Health Sales and Marketing 2011 – 2015 Core Responsibilities
• Develop U.S./global strategies and recommendations for flexibility, work/life and wellness programs
• Develop, assess, recommend, and execute programs including global, regional and country specific programs
• Manage global wellness programs and provide in-depth consultation, analytics and program design for country or region specific wellness programs OUS
• Deliver US wellness and incentive strategy and integrate with US health plans and on-site services
• Conduct and provide subject matter expertise for vendor procurements with $12MM+ annual budgets
• Plan, execute and deliver US wellness programs, communications, campaigns and biometric screenings
• Develop and communicate corporate policies around workplace flexibility
• Represent Benefits and work directly with multiple businesses to adapt, implement and measure business related wellness programs
• Lead, liaison and collaborate with multiple business units within companies including Diversity & Inclusion, Flex Network, Global Occupational Health, BHR, HR Communications, Area Total Rewards, legal, business, etc.
• Define and measure outcomes, participation, risk mitigation and costs
• Manage wellness related fringe budget and provides inputs for development of US fringe rates Supervisory / Management Responsibilities
Ø Manage 3 direct reports
Ø Sets direction and supervises on-site vendors and company wellness staff Ø Manage 6+ multiple external vendors (US work/life vendor, US wellness vendor, US biometric screening vendor, US on-site wellness programs and global wellness programs, global EAP and medical vendors) with budgets exceeding
$1.7MM
Organizat ions and Roles
AbbVie, Inc. North Chicago, IL Oct. 2013 – Present Manager, Global Wel lness Work Li fe, Flex Program Develop and execute global workplace flexibility policies, work/life programs and wellness programs for 25,000 employees that positively impact AbbVie's culture, align with business objectives and contribute to value of total rewards. Strategy development and recommendations, program design, vendor or consultant selection, implementation planning and execution leading cross-functional teams, establishing corporate policies, vendor management, program evaluation and stakeholder management.
Selected Achievements
• Lead international multi-tenured, cross-functional team to create and launch Global Well-Being brand (AbbVie Vitality)
• Lead international, multi-tenured, cross-cross functional team to create and launch 2 new global well-being programs (AbbVie in Motion, AbbVie Week/World of Well-Being), work-life and flexibility guiding principles, framework, and Work Life Effectiveness tools
• Lead multi-tenured, cross-functional advisory and implementation teams to procure vendor for and launch AbbVie Vitality Fitness Centers, in addition to multiple addition programs Kapnick Insurance Group Southfield, MI Aug. 2011 – Oct .2013 Manager, Heal th Solut ions
Developed business, sold, created and implemented outcome-based wellness programs for a book of 30+ clients across multiple industries (financial, legal, manufacturing, gaming etc.), in multiple states (Michigan, Georgia, Massachusetts, Arkansas, Tennessee, etc.) in union and non-union environments, with 200-3000 employees to increase employee moral, decrease medical and disability overhead costs at multiple companies. Selected Achievements
• Prospected and closed largest health solutions client with 7 locations across the US
• Lead multi-tenured, cross-functional advisory and implementation teams to create and launch well-being brand for multiple companies
Summary of Professional Exper ience and Business Value
“A business has to be involving, it has to be fun, and it has to exercise your creative instincts” ~ Richard Branson 415 Howard St Unit 1716
Evanston, IL 60202
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Health Care and Financial Sales and Marketing 2003 - 2012 Core Responsibilities
• Product Launch
• Relationship Building
• Market Share Growth
• New Business Development
• Budget Management and cost control
• Territory and Project Management
• Team Leadership
• Competitive Market/Metrics Analysis
• (Bi) Annual Vendor Procurements
• C-Level Sales and Influence
• Client Service with Current Book of Business
• Direct to Consumer Marketing
Supervisory / Management Responsibilities
Ø Sets direction and supervise up to 38 direct reports Ø Manage relationships with 20+ external vendors on behalf of clients (US work/life vendor, US wellness vendor, US biometric screening vendor, US on-site wellness programs and global wellness programs, global EAP and medical vendors) with budgets exceeding $20MM
Organizat ions and Roles
Kapnick Insurance Group Southfield, MI Jun. 2011 – Oct. 2013 Cl ient Execut ive-Employee Benef i ts
Drove new business development through relationship building with C-Level Executives, centers of influence, and referrals. Assisted clients across multiple geographies and industries with developing and maintaining high performance employee benefits portfolios aligned with the long and short term organizational financial and health strategies. Developed and achieved maximum sales volumes in multiple industries while servicing current book of business and insuring they maintain the best suite of services for their current needs. Spearheaded and implemented service team activities based on client needs to ensure client fulfillment.
Selected Achievements
• Top Company Wide (Ranked #1 of 60) New Business Producer Q4 2012
• Achieved the Kapnick Insurance Group “Big Dog” Award for best in new business October 2012 ($5.2 MM sale)
• Secured the 2nd largest client in the Employee Benefits Division
• Ranked in top 5 of 60 for New Business Q1 – Q2/2013 Fi t 4 Li fe Total Fi tness, LLC Detroit, MI Jul. 2008 – June 2011 CEO Owner
Created and implemented marketing campaigns to drive clientele, cold calling to establish long-term contracts, and coaching clients in the 4 major areas of physical fitness and mental fitness. Built custom fitness plans based on the specific needs of the client or business. Maintained all administrative areas of the business such as creating and maintaining a functional client and prospect database, business banking, and accounting functions. Created and implemented mental health promotion programs for Detroit Public Schools. JP Morgan Chase & Company Macomb County, MI May 2006 – Jun. 2008 Manager, Sales Training
Called on C-Level Executives at corporate accounts within an assigned district to acquire long-term service agreements. Managed and coached 15 branches and 38 direct reports for the Chase at Work product within that district. Collaborated with District Manager to drive the sales activities of branches, create and implement action plans to increase branch revenues. Worked closely with JPMC business partners within a district to maximize business opportunities through referrals and cross-selling. Selected Achievements:
• Ranked #1 of 30 in Midwest Region in year-over-year territory growth Q1/2008
• Achieved 67% year-over-year territory growth in Q2/Q3 2007
• Ranked #1 of 30 in year-over-year territory growth in the Midwest Region in Q2/Q3 2007
• Ranked #1 of 30 in new relationship production and activity YTD for the Midwest Region
• Top new business account producer for Q4-2006 and Q1-2007 415 Howard St Unit 1716
Evanston, IL 60202
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Health Care and Financial Sales and Marketing Cont. 2003 – 2012 Organizat ions and Roles Cont.
Johnson & Johnson Detroit, MI May 2003 – Sept. 2005 Professional Pharmaceut ical Sales Representat ive Built relationships and gained market share in private practice office-based physicians, community hospitals and chain pharmacies in Southeast Michigan. Specialties called on included Family Practice, Internist, Pain specialist, Rheumatologists, and Neurologists. Major accounts included University of Michigan, Providence Hospital Group, and Beaumont Hospital Group. Selected Achievements:
• Won the sales contest in Q3-Q4 2004 and Q1-2005
• Ranked #1 of 59 in the Region for Q4-2004with 111% market share growth for Axert®
• Recognized as Representative of the Cycle for Q1-2005
• Served as Fleet Coordinator for the Michigan District in 2003-2004, Diversity Specialist for the Michigan District in 2005, and as Product Specialist and District Trainer for Razadyne ER® in 2005 Related Relevant Experience and Education 1999 – 2003 Automat ic Data Processing Brooklyn, NY Oct. 2001 – May 2003 Dist r ict Manager, Emerging Business Services
Sold HR products to companies with up to 100 employees by prospecting the entire assigned territory through phone canvassing, foot canvassing, vertical marketing, bank marketing, CPA marketing, direct mail, and developing client referrals. Sold incremental products to existing customers.
Selected Achievements:
• Ranked 10th nationally for dollars generated in ADP’s Performance Leaders publication in 2002
• Completed fiscal year 2002 at 156% of quota, ranking top 10 in the New York region
• Qualified for ADP’s 100% Club in FY2002 with only 6 months to complete quota
• Achieved the top percentage of sales quota in the district for Q1-2003
• Ranked 1st in the district for percentage of quota in 2002 with 586% of quota
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I rakl is/Santo Andre Basketbal l Clubs Var ious Locat ions Jul. 1999– Aug. 2001 Professional Basketbal l Player
Served as Greek and Portuguese team captain, administered training programs, and led Greek and Portuguese basketball leagues in rebounding and field goal percentage.
Educat ion
Cal i fornia Universi ty of Pennsylvania Master of Science in Population Health Promotion (Expected December 2015)
Universi ty of Det roi t Mercy Bachelor of Ar ts Communication/Marketing (May 1999) Cer t i f icat ions
Certified Corporate Wellness Specialist Corporate Health & Wellness Association (Jan 2013) CPR/AED Certification Red Cross (Jul 2013)
Certified Personal Trainer National Academy of Sports Medicine [NASM] (Expected Dec 2015) 415 Howard St Unit 1716
Evanston, IL 60202
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