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Algis V. Salciunas

Summary

My mantra: To understand and meet the needs of customers, profitably.

Practical experience in:

Needs assessment, market/competitive analysis, strategic planning, business line/product management, new product development involving Agile development process, product positioning, sales support, product marketing and M&A assessments.

Business skills:

Primary/secondary market research; budget development and monitoring; verbal/written communications; staff/project/time management.

Pragmatic Marketing certified.

Experience

PRODUCT MANAGER

Decision Resources Group (DRG), September 2014 – November 2016

Offers actionable information, analysis and insights on critical issues within the healthcare industry to all top pharmaceutical companies.

Based on market intelligence, developed and implemented strategic and tactical plans that resulted in exceeded revenue targets for the last 2 years.

Conducted market research to better understand clients’ business questions and evolving pain points; tested new product concepts with DRG clients.

Conducted competitive intelligence and developed counter messages.

Identified targets, authored positioning statement, and delivered messages for marketing campaigns and sales support materials.

Recommended new products/services to augment portfolio of solutions.

Delivered requirements for a new web-based access tool and solicited customer feedback during the Agile-based sprints conducted by the developers.

Designed/implemented new user interfaces for two DRG offerings.

CONSULTANT – PRODUCT DEVELOPMENT/MANAGEMENT

Medivo Inc., March 2014

A start-up company looking to leverage its access to lab data and clinical expertise to deliver new products and insights to pharmaceutical clients.

Authored specifications and developed report samples for four new syndicated offerings for sales targeting and market/provider profiling applications.

Authored positioning statements and market messages used in sales training and support, business development tools and marketing materials.

Drafted pricing models that take into consideration the perceived value of the reports’ standard features and optional add-ons.

PRODUCT MANAGER, HUMAN HEALTH BUSINESS UNIT

Wedgewood Pharmacy, March 2011 to November 2013

One of the largest compounding pharmacies in the US.

Using the Design Thinking primary research methodology, interviewed physicians and patients, then developed value-based, market-driven patient education tools and physician reference materials.

Drove multi-channel marketing campaigns to targeted HCPs.

Increased sales revenue by 25%, including 35% growth in the Addiction market and 30% growth in the Urology market.

DIRECTOR OF PRODUCT MARKETING

Health Market Science (HMS), September 2010 to February 2011

Offers data and services to life science companies, specializing in regulatory compliance, physician targeting, and data integration services.

Authored a Marketing Plan for the group’s 2011 promotional programs geared to increasing awareness, delivering key messages, and generating sales leads.

Developed sales tools and marketing collateral for the company’s aggregate spend solution, CompleteSpend, as well as its compliance-grade physician profiling and healthcare organization affiliation databases.

DIRECTOR OF PRODUCT MANAGEMENT

MTI Information Technologies, April 2008 to January 2010

A provider of data-driven, non-personal multi-channel marketing products and services that created demand for pharma brands.

Authored requirements for new product/service features, including significant enhancements to MTI’s web-based resource center and a vacant territory option.

Authored specifications for direct mail, email and telephone script templates.

Trained sales and other departments on the value and benefits of newly developed product features.

IMS HEALTH, May 1992 to April 2008

The world’s largest data and information service provider to the pharmaceutical/life sciences industry.

BUSINESS/COMPETITIVE INTELLIGENCE MANAGER (March 2005 to April 2008)

Collected, interpreted and disseminated competitive insights that were then included in IMS strategic, marketing and sales plans, as well as product, service and business development initiatives.

Designed and implemented a Win/Loss Analysis program that drove adjustments to sales tactics, enhanced marketing messages, and generated new product ideas.

DIRECTOR, HOSPITAL INFORMATION SERVICES (2002 to March 2005)

Authored a business case justifying IMS’ expansion into this market space. The business case contained a market needs assessment, a profile of the competitive landscape, descriptions of products and services for identified market segments, and a preliminary financial plan.

Designed and market tested a portfolio of product concepts.

Launched a new hospital information service; year 1 revenues, $500K.

DIRECTOR, NEW BUSINESS DEVELOPMENT (2000 to 2002)

Filtered several business development (M&A) opportunities for the company.

Assessed multiple data types, including hospital chargemaster and EMR-based oncology data.

Authored and presented alliance and acquisition recommendations to IMS HEALTH’s Senior Management.

Justified the acquisition of Marketing Initiatives, Inc. (MII), a provider profiling and healthcare organization affiliation database vendor, completed in 2002. Today, the acquired entity contributes nearly $10M in annual revenues.

DDD MARKETING DIRECTOR (1998 to 2000)

Developed and implemented both strategic business and tactical marketing plans for the industry’s “gold standard” in sales data, DDD (used for sales management applications, from quota setting to compensation).

To better understand and meet the needs of DDD clients, instituted a client advisory board of leading pharmaceutical manufacturers.

Once considered as a “cash cow”, DDD is now one of the company’s “star” offerings, generating nearly $100M in annual revenues.

Balance of IMS Work History

Assistant to the Vice President of Marketing (first six months of 1998)

oRecommended a new product development process.

Managed the development of a strategic business initiative that helped launch IMS into the patient-level data market.

Marketing Manager (1992-1997)

oManaged new product development projects, including an electronic medical records-based offering.

Datapro Information Services Group, June 1979 to May 1992

(formerly a McGraw-Hill Company, now owned by the Gartner Group)

MANAGING DIRECTOR (1988 to1992)

Responsible for the quality and timely delivery of 10 information services: Datapro’s Voice and Data Communications Library. This product line represented 25% of Datapro’s $40M annual revenue.

Won the 1988 McGraw-Hill Corporate Achievement Award for the enhancement of Datapro’s Telecommunications information service.

Balance of Datapro Work History

Group Managing Editor, Communications (1984 to 1987)

Associate Managing Editor (1983 to 1984)

Education

Rutgers University, New Jersey May 1995

Masters of Business Administration (MBA), with a focus on Marketing

Rutgers University, New Jersey May 1979

Bachelor of Arts Degree

Major/Minor: English/Journalism

Pragmatic Marketing certified.

Completed University of Pennsylvania’s Wharton Business School seminar,

Strategic Alliances.

Completed several Dun & Bradstreet and McGraw-Hill management programs and seminars: Project Management, Core Management, Product Management, Situational Leadership, Goal Setting and Performance Evaluations, and Time Management.

Interests

Participating in sports, theater, choral singing, traveling.

A Director for the Lithuania Music Hall Association, Philadelphia, PA.

Former President of the Lithuanian-American sports club of the greater Philadelphia area.

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