Training and Education

Management, Sales Enablement,

Marketing, Operations, and

Training Consultant

****.****@*****.*** 317-***-****

Personal Summary

Demonstrated ability to move organizations by sales, marketing, operations, management, and training for companies into the 21st Century. Achieved through the ability to analyze critical business requirements, identify potential opportunities and develop innovative and cost- effective solutions for enhancing competitiveness, increasing profits and improving organizational efficiencies.

(ADDIE, AACU, Dynamic Solutions)

Data driven coaching based upon training and

education principles.

Expert in capturing untapped needs and accelerating revenue growth by building out new products and services from concept to full commercialization. Integration and full commercialization of sales, marketing, services, operations, and support through integration.

Outstanding success in building relationships with key executive decision-makers, industry insiders and academic partners, resulting in high-profit accounts with excellent levels of loyalty and retention.

Education and Training of KOL, Speaker Bureau within all legal and regulatory requirements.

Sales Enablement; moving corporations into the 21st Century

Change Management

Clients have included: GSK, Roche Pharma, Roche Diagnostics, Danaher, Siemens, RPS, Quest, Xerox, TIGI, McKesson, JP Morgan, Thermo Fisher, Alphabet, Carlyle Group, Sysmex, IBM, Miller Heiman Group, VBS, UPMC, Jefferson Health System, Alere (Abbott), BD, Life Sciences, Highmark

Launched de novo products and services as well as revitalized existing

Launched companion diagnostics

Skilled at leveraging unique blend of business, clinical and technical knowledge to integrate combined efforts of internal R&D, operations and training divisions with sales, technical, clinical, financial, and marketing goals at the speed of need.

Brief Skill Set:

Technologies knowledge and skills

Proposals: Needs analysis to ROI

Managed discreet groups from 5 to 25, audiences up to 500

15 years in sales, marketing, operations, services, and management. SME

Creative styles and techniques

Master Trained: Education and Training; Design and Delivery

Presentations expert

Designed and implemented programs and launched

GOLDMINE, SFDC, CPQ, ServiceMax, etc. into sales, services, operations and marketing

Data based coaching and assessment

Assessment at all levels, documentation,

management reports

Legal and regulatory compliance for Clinicians, Sales, Marketing, Operations

Specialist, bringing programs into compliance

Disease specific programs

Channel management

B2B and B2C programs

Multi-modality

Technical training provider

Soft skills training: personal attributes that enable someone to interact effectively and harmoniously

with other people

Coaching – Associates, Managers, Sr.

Leadership

Award Winning Sales, Marketing, Operations performance

Award Winning

o Pharma

o Medical Devices

o Reimbursements

o Payer Management

Award Winning Manager

John Rohe

12358 Sunrise Drive

Indianapolis, Indiana 46229

INNOVATIVE, ROI-DRIVEN EDUCATION AND

TRAINING SPECIALIST WITH A PROVEN TRACK

RECORD OF DELIVERING CUTTING-EDGE TRAINING AND

EDUCATION PRODUCTS AND SERVICES, IN

PERSON, TRAIN THE TRAINER AND/OR ELECTRONIC

MODALITIES TO THE MARKETPLACE WHILE LEADING

DIVERSE TEAMS OF PROFESSIONALS TO NEW

LEVELS OF SUCCESS IN FAST-PACED

ENVIRONMENTS, USING SYNCHRONOUS AND

ASYNCHRONOUS PROCESSES.

AT THE SPEED OF NEED, AT THE NEXUS OF

COMMERCIALIZATION

PROFESSIONAL EXPERIENCE

HYCAP CONSULTING - San Jose, CA 2008 - present

Principal

HyCap delivers international performance-enhancing solutions to Fortune 100 healthcare companies seeking to expand services across multiple distribution channels and target markets. Strategy and tactical planning for KOL, VOC, Voice of Field programs for Sales and Services, MSL, Speaker Bureau (Physician and Technical), and target specific creation, development, deployment, management, and assessment of ROI. Change management from paper to e processes (e.g. SFDC, Goldmine, CPQ, and Cloud). Integration of sales, marketing, and operations, for true commercialization. Coaching management and senior leadership. Successful consults in EMEA, Asia Pac, LATM.

Partner/Consultant

Developed and implemented sales, marketing, and business growth strategies for medical services and products ranging from devices to diagnostics; software, middleware, and hardware from stand alone to integrated. Key Achievement:

$3 million in new revenue service contracts in 3 months

Increased revenue from $56 to $185 million with 2% increase margin in 18 months

Global Board Member for Reagents and Consumables

Board Member for Mergers and Acquisitions

Due Diligence for the Technical, Operational, and Financial Requirements

Hard Facts, Data Driven

Process: not event

BD Biosciences – Life Sciences – Milpitas, California 2015 to 2016 (Consult) Sales and Services Training Integrations on Recruited by BDB to update and bring into compliance (FDA, GMP) the training for sales, services and technical support associates.

Using ADDIE, assessed needs, designed, developed and implemented LMS (Cornerstone, Adobe Captivate) for documentation of training, CRM (SFDC) for interactions with customers and control on label messaging. Implemented CPQ for DOJ compliance regarding pricing and promotions tied to SAP for Quality control and management data-based decisions. Training with all 4 levels of assessment (Kirkpatrick) via synchronous and asynchronous modalities, using webinars, delivering live and video workshops, as well as access to monitored LMS library. This included reinforcement and remediation to minimize learning decay. Moved materials to a single source in house cloud-based library for sales and services training, remediation and review. Implemented smartphone (iPhone) and tablet (iPad) applications for customer facing interactions, reporting and collateral marketing and service materials. Implemented video training-based service repair process for real time review at customer site. Working with stakeholders, organizedquarterly business meetings, providing templates for planning and sharing strategy and detailed tactics to achieve sales and service targets. (ServiceMax, WEBEX, GoToMeeting) ROI: Using software for process and e training and workshops generated >$500,000 in service new contracts and >

$900,000 by capturing lost renewals, working with both field-based service engineers, field technical services, inside sales, the various management stakeholders and IT. 10 person staff including videographer, graphics designer and 8 trainers

JOHN A. ROHE

Thermo Fisher Scientific Brahms Biomarkers – Annapolis, MD 2014 – 2015 (Consult) Marketing Manager North America

Recruited by Thermo Fisher to take a 7-year-old product (PCT) with less than 30% market share with no competition and move it to 50% in 2 years. Analysis, data driven, 5-year plan implemented. Recruited 20 KOL for Speaker Bureau and trained them within the regulatory and legal framework via in person workshops as well as webinars, both synchronous and asynchronous. In addition, provided technical training to 12 Clinical Specialists in development and delivery of both on and off label presentations and discussions with customers.

Roche Diagnostics – Indianapolis, IN 2010 – 2014 Senior Training Consultant

Hired by Roche Diagnostics to revamp and revitalize training for the sales force. Moved training from an event to a process, from paper to electronic. Decreasing training time for new hires from 12 weeks over 2 years to 6 weeks in 1 year while increasing efficiency and sales profitability and speed to close. Introduced use of technology (Cornerstone) to take knowledge transfer out of the class and into pre work. Skills became the focus of class training with skill plays, scenarios and completion of all sales paperwork at least once in the class. We also introduced iPhone, iPad applications to routine sales operations, with marketing materials loaded into the apps. In addition, I led the team to implement SalesForce.com. I co led the team to move customer training into Roche University and customized the training by title and function. Assessment was key for all changes and improvements. Key Achievements:

Increased employee retention by 20% by creating greater job satisfaction with training programs aimed at simplifying processes, improving efficiencies and clarifying the company’s targeting and messaging.

Enhanced company’s profit position by reducing sales cycle time by30%.

Introduced metric monitoring program to improve reporting of sales and marketing data from field to home office, thereby improving entire manufacturing process. INVERNESS MEDICAL INNOVATIONS (Alere) – Princeton, NJ 2005- 2008 Sales, Marketing and Services Manager/ Director/VP

Initially recruited to put Inverness/Alere/Abbott into Cardiac Diagnostics in Core Lab and POC. Inverness/Alere/Abbott is a global developer, manufacturing and marketer of advanced consumer and professional medical diagnostic products, including rapid point of care assays for infectious disease, pregnancy and HIV/AIDS. Responsible for $4.5 million marketing budget. Oversaw successful reorganization of department and spearheaded marketing initiatives aimed at both business-to-business clients and consumers. Developed strategic relationships with key members of international scientific community. Initiated, lead design and implementation team for sales, marketing, and training programs.

JOHN A. ROHE

Key Achievements: Inverness, Alere, Abbott

ADDIE used for inside customer service

Through use of training, (ADDIE) and workshops

and online (Cornerstone) increased company

growth by moving QAS division from

$56 million to $186 million in gross annual sales

with increased margin

Created Payer Relationship Program to reduce

turnaround time in billing cycle and to expand

profit margins.

Developed and implemented Global strategy

and tactics for the healthy “home”

Provided strategy for M&A process to put

Alere in #1 Marketing position for POC testing

Working with attorneys to develop brief for

DOJ lawsuit regarding possible monopoly

ROCHE DIAGNOSTICS -Pittsburgh, PA, Indianapolis, IN September 1997-July 2005 Marketing Manager (July 2002-July 2005)

Launched ntproBNP from r/d as well as launched numerous diagnostics for Women’s Health (infertility, personalized health), diabetes, osteoporosis (companion diagnostic for Boniva). Responsible for management of 37 product lines with budgets ranging from $123 million to

$184 million and with product recall of less than 7% business loss upon return. Played key role in launch of osteoporosis portfolio and product expansion. Directed internal MarCom team and external agencies in development and implementation of creative brief for public relations and advertising programs. Established vital partnerships with key opinion leaders and members of the industrial and academic communities. Instrumental in coordinating FDA claim expansion with legal, regulatory and medical affairs departments. Collaborated with sales department in maintaining metric process and sales programs by account, territory, region and area.

Key Achievements

Corporate award as top performer among 30 product managers by successfully launching proBNP® assay, generating an explosive growth in gross annual sales from $8 million to

$27 million in a TWO (2) year period while maintaining margin

Increased revenues of existing products by more than $22 million annually.

Led Global Team and developed global

strategy for early detection of heart failure

and supporting global tactics.

Served on Global Reagent leadership team.

ROCHE DIAGNOSTICS -Pittsburgh, PA, Indianapolis, IN Training and Education (January 2000 –July 2002) Aligned training needs of sales and marketing teams focused on multiple product lines including chemistry, urinalysis, hematology, molecular, analyzers, software and middleware while meeting company’s budget goals. Raised training standards and effectiveness through integration of e- Learning, Web and multimedia delivery methodologies with traditional classroom presentations. Collaborated with stakeholders and subject matter experts to maximize efficacy of pre-work and post-training programs. JOHN A. ROHE

Key Achievements:

Increased employee retention by creating greater job satisfaction with training programs aimed at simplifying processes, improving efficiencies and clarifying the company’s targeting and messaging.

Enhanced company’s profit position by

reducing sales cycle time by 11%.

Introduced metric monitoring program to improve

reporting of sales and marketing data from field to home office, thereby improving entire manufacturing process.

ROCHE DIAGNOSTICS -Pittsburgh, PA, Indianapolis, IN Field Sales (August 1997 – January 2000)

Regional sales specialist for all products and service lines. Selling chemistry, immunology, and urinalysis analyzers with automation, software, reagents and peripherals. Driving business through proprietary technology testing and to control customer utilization by contracting analyzers for dedicated use. Implementing competitive immunity by mis-aligning all contracts for equipment, reagents and service. Key Achievements:

Provided district resource for clinical impact of proprietary products such as Troponin T and HbA1c

130% to budget for reagents

117% to budget for equipment

135% to budget for services

EDUCATION AND PROFESSIONAL TRAINING

Bachelor of Science University of Pittsburgh Medical Clinical Lab Scientist

Graduate, University of Pittsburgh Medical Center, Shadyside School of Nursing Registered Nurse

(Indiana, and Pennsylvania)

Master Trainer, Langevin Master

Designer, Langevin

Master Instructor/Facilitator, Langevin

Northwestern University Leadership and Management Certificate JOHN A. ROHE

PROFESSIONAL AFFILIATIONS

Association for Talent Development /American Association of Clinical Chemists / American College of Cardiology/ European Society of Cardiology/American College of Emergency Medicine/American Nurses Association/American Society of Clinical Oncology/ ATD/ NASP References available upon request.

KEYWORDS

Acquisitions, Advertising, Algorithms, Alignment, Anemia, B2B, B2C, Bottom Line, Business Plans, Cancer, Cardiac, Channels, Clinical, CMS, Collaboration, Coach, Comprehensive, Creative, Devices, Diagnostics, Direct Sales, Distribution, DTC, DNA, FDA, Global, Growth, Guidelines, Hepatic, Healthcare, Hematology, HIPPA, Implementation, Infectious Disease, Innovative, Integration, Internet, IRB, Key Opinion, Laboratory, Leaders, Leadership, Leverage, Manufacturer, Marketing Plans, Medical Devices, Molecular, Nephrology, NPV, Nursing, Osteoporosis, OTC, PCR, Peer Review, Pharmaceuticals, PMA, Profit Increase, Publication, R&D, Research and Development, Reimbursement, Revenue Growth, Scientific Advisory Board, ROI, Sepsis, Stakeholders, Standard of Care, Strategy, Tactics, Targets, Teamwork, Technical, White Paper, Women’s Health, 510K, Advertising, Communications, CPQ, SFDC, Marketo, E- learning, Services, Repair, Technical Services, Remote monitoring, Product Training, Oncology, SCORM, Learning-Based Sales Experience, Developed Training Program, Public Speaking Skills, Senior Training Manager, Effective Team Leader, Weekly Training Seminars, Variety of Training Methods, Remediation, Reinforcement, Successful Training Programs, Operation Training Development, Training Experience, Skills Staff Development, Corporate Experience, Large Training Assemblies, Development Manager, Presentation, Disease states, Cardiovascular, Neurovascular

Contact this candidate