KURT METZGER

***** *. ********* **** **** Villa, IL 60046

Cell: 847-***-**** addg9n@r.postjobfree.com

www.linkedin.com/in/kurtmetzger

COMMERCIAL ANALYTICS & OPERATIONS PROFESSIONAL

Proven ability to increase organizational efficiencies, reduce costs, and provide senior management with better decision making information. Delivered a unique combination of information management (data warehouse, CRM/SFA, and business intelligence) and analytics (sales compensation, sales analysis, marketing/product analysis) enterprise wide. Sector expertise: Pharmacy Services, Pharmaceuticals, Medical Devices, and Hospital Supply.

EXPERIENCE

WALGREENS BOOTS ALLIANCE 2012 – Nov 2019

A $135 billion, 300,000 employee drug retail chain in the United States. NYSE: WBA. Director, Sales Operations – Specialty Pharmacy 2012 - Nov 2019 Responsible for managing the sales operations department of 13 people for a sales force size of 126 FTEs in the areas of incentive compensation, sales analytics, market analysis and systems. Manage a $6 million budget.

Instrumental in improving the Specialty sales force effectiveness & ROI.

● Hired quality talent in compensation management, analysis, operations and data/systems management resulting in significant improvements in all areas.

● Improved Specialty sales force market coverage from <20% to 62% through better targeting, alignment changes and a call planning process.

● Reduced compensation spend by $600K while over-achieving the revenue goals in FY16.

● Transformed Specialty Sales reporting from excel based to Cognos. And built an Oracle Specialty data mart used by Specialty sales, Finance and other functions.

● Resulting IRR for Specialty field sales is 150%+. No formal prior measurement, and was likely unprofitable.

LUNDBECK 2009 – 2012

A $3 billion, 6,000 employee global pharmaceutical company. NASDAQ OMX: LUN.CO. Lundbeck U.S. is an affiliate of this Denmark-based Pharmaceutical company. Director, Sales Operations – Lundbeck, U.S. 2009 – 2012 Sales Operations Consultant 2009

Reported to Senior Director, Operations & Analytics. Responsible for managing the sales operations department of 7 people in the areas of incentive compensation, sales analytics, brand analytics, systems, and data management. Provided 18 month support in pre-Onfi® product launch. Managed a $4.5 million budget. Instrumental in transitioning from manual data processes to automated, enterprise level system capabilities. Effectively managed the department to support 30%+ revenue growth per year.

● Designed and implemented the sales force structure to cover existing products and support the highly successful 2012 launch of Onfi.

● Transformed business intelligence reporting from Excel to Qlikview across the enterprise (Sales force, National Accounts, and Headquarters). Information delivered increased 400+%.

● Addressed sales compensation inequalities by redesigning the incentive compensation plan to effectively reward sales efforts on patient enrollments. Sales force turnover dropped from 20% to 5%.

● Conducted ROI promotional response analysis that convinced partner to continue its $1,250,000 funding. Funding contributed to a 50% increase in sales with no incremental company costs. KURT METZGER Page Two

BAXTER INTERNATIONAL. 1989 – 2008

A $14 billion, 48,000-employee diverse healthcare company. NYSE: BAX. Project Leader, Medication Delivery Division - Baxter U.S. 2007 – 2008 Reported to the Director of Business Operations and Executive Steering Committee. Led a cross-functional team of 50+ in the implementation of wholesaler service agreements of two major businesses as well as strategic analysis, project planning, and wholesaler relations. Managed a $45 million budget.

● Increased wholesaler sales $10 million and enhanced service levels.

● Saved $7.5 million in fee expense by reducing the Wholesaler Acquisition Cost (WAC).

● Reduced planned capital spending $1 million with the elimination of non-value added processes and developing a more cost-effective methods of reporting. Director - Business Operations 2001 – 2007

Anesthesia Critical Care & Oncology Division

Led pharmaceutical sales operations encompassing compensation plan design and administration, sales force sizing analysis, large-scale geographical realignments, field budgeting/quota setting, report development/administration, system and salesforce integrations. Managed a team of 6, supporting 200 representatives across four sales forces, marketing, corporate accounts, and trade relations.

● Leveraged $7.5 million commission budget on $800 million in net sales across 60 product lines, realizing < 5% sales force attrition.

● As member of the integration team for the $350 million Wyeth ESI-Lederle acquisition: Led the integration of end user data into Baxter’s systems. Directed large-scale territory realignments. (Q4 ‘01, Q1 ‘03, Q3 ‘03 & Q4 ’05).

Saved $125,000/year by transitioning reporting from outsourcing firm to in-house. Reengineered commission structure to avoid high and low peaks by focusing on budget attainment versus prior year growth. True overachievers were quickly identified. Manager II - Sales Operations, Medication Delivery Division 1999 – 2001 Manager I - Sales Operations, Medication Delivery Division 1997 – 1999 Reported to the Director of Sales Operations. Led the business sales operation department that supported $1.7 billion in revenue and 400 sales reps. Specific responsibilities included marketing, national accounts and trade relations with reporting, strategic analysis, budgeting, realignments, and application development.

● Designed a forecasting tool for the sales organizations that integrated sales with sales force inputted gains / losses. Benefits included improved: sales force level planning, top level demand forecasts, and accuracy of sales for commissions.

● Implemented a competitive intelligence collection tool and process for five different sales forces.

● Improved medical device sales information for $250 million business by reengineering the order entry, reporting, commissions, and territory assignment systems and processes. Beneficiaries included sales, finance, and manufacturing.

ADDITIONAL BAXTER EXPERIENCE

Senior Sales Operations Analyst - Clintec (Subsidiary of Nestle SA and Baxter Healthcare), Sales Operations Analyst, Inventory Analyst – Baxter Distribution Division, and Customer Service Representative

– Baxter Product Service Management (1989 – 1995). EDUCATION

BA Social Science Trinity College, Deerfield IL 1989 2

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