Sales Leadership
Resume:
HAROLD E. “GENE” MCCORD
Birmingham, Alabama 35242
****.******@*****.***
Pharmaceutical Sales Executive
Expertise in building commendable teams and driving corporate profitability
Specialty Pharmaceutical ~ Institutional ~ Biotechnology ~ National Accounts ~
Home Healthcare ~ Long-Term Care ~ Medical Devices ~ Diagnostics ~ Disposables
Twelve (12) co-promotion and co-marketing alliances
PROFESSIONAL EXPERTISE
Organizational Team Building ~ Start-Up Initiatives ~ Change Management ~ Corporate Reorganization
Strategic Planning & Execution ~ Partnership & Alliances ~ New Product Launches
CAREER EXPERIENCE
OTSUKA AMERICA PHARMACEUTICAL, INC. (OAPI) September 1998 – April 2009
During my tenure at Otsuka the organization grew from $17 million to $2.5 billion in annual sales revenue.
Vice President of Sales, Rockville, MD, September 2006 – April 2009
Leadership of 244 employees including Neuroscience/Antipsychotic, Cardiovascular and Gastroenterology Sales, Sales Training and administrative support. Enhanced organization through designing “Clean Slate” project (Assessment, Selection, Performance Management, Leadership Training, and Business Planning).
• 108%, 112%, 110% Revenue Achievement at 93%, 92% and 98% of Expense Budget, 2008, 2007, 2006 respectively.
• Represented U.S. by presenting at Otsuka International Management Meeting 2007 (China) and 2008 (Japan).
• Member of the Governance Committee (Senior decision making body for OAPI), 2008.
• Identified competencies, developed deployment and implemented realignment to maximize profit while creating first hospital business unit, expanding neuroscience and eliminating one sales force, 2008.
• Oncology transition team member for Bone Marrow Transplant, 2007-2008.
Group Director & Project Team Leader, Gastroenterology, Rockville, MD, October 2004 – September 2006
National responsibility for 200-person sales organization. Member of Planning Committee to develop strategy, tactics and partnership planning for Zegerid® (proton pump inhibitor).
• Project Team Leader for Gastroenterology (pipeline products).
• Exceeded goals and contractual obligations each year.
Senior Director of Sales, East Region, Atlanta, GA, September 1998 – October 2004
Newly created position, led and managed the eastern half of U.S. Converted sales organization from ophthalmic to cardiovascular therapeutic focus while growing from a 20-person team to 172 sales representatives, 17 district managers and 2 directors.
• OAPI sales member on 4-person Joint Product Team with Pharmacia to develop and implement strategy, goals and marketing plans for Pletal®.
• Represented OAPI on the Operating Committee with First Horizon Pharmaceuticals to develop and implement strategy, goals and marketing plans for Nitrolingual® Pumpspray.
• President’s Club Award Winner, 1999, 2000, 2003 and 2004.
• Promoted from Director to Senior Director, 2002.
• Project lead for cardiovascular expansion through contract sales organization. Project completed under budget and ahead of schedule.
MERCK & COMPANY, INC. December 1997 – September 1998
Hospital Business Manager, Southeast Regional Business Group, Atlanta, GA
Established sales team, designed territories, developed targeted account list and referral network for IV GPIIbIIIa platelet inhibitor presented to interventional cardiologists in cardiac catheterization labs. Served as consultant, Sales Training and Marketing in the development of strategy, tactics and materials.
BOEHRINGER MANNHEIM CORPORATION, THERAPEUTICS October 1991 – December 1997
Director of Sales, Central Region, Rockville, MD, June 1997 – December 1997
Directed, managed, coached and evaluated nine (9) division managers and ninety (90) marketing representatives with $12 million budget. Therapeutic focus was cardiovascular (IV thrombolytic).
• #1 national ranking - percent of goal attainment.
Director, Sales Training & Development, Rockville, MD, May 1995 – May 1997
Developed and supervised training initiatives for a 300+ person sales organization and developed a 7-person sales training staff during transition from traditional office based pharma to a hospital biotech franchise Responsibilities included the launch meeting and creation of international training program for new thrombolytic agent. Overall accountability for annual Management Development Conferences along with being a member of the Career Development Oversight Committee. Coordinated co-promotion training/product launch between BMCT and SmithKline Beecham (Coreg®), BMC (Micral®, CARDIAC T® Rapid Assay diagnostics) and DuPont Merck (Retavase®).
• Led development and/or implementation of the following new training programs:
Recruiting, Interviewing & Hiring Managed Care Training Program
Account Focused Strategies & Selling Computer Based Testing
Pharmacoeconomic Training Preceptorship Program
Career Development Library Field Trainer Program
National Accounts Manager, Rockville, MD, March 1995 – May 1995
Maintained distribution on slower moving strengths while implementing unique pricing strategy.
Senior Division Manager, Atlanta, GA, October 1991 – March1995
Start-up sales organization. First division manager hired. Consistently achieved and exceeded goals.
CARNATION COMPANY March 1989 – October 1991
Regional Sales Manager/National Accounts Manager/Sales
Directed, managed, coached and evaluated team selling infant nutritionals to pediatricians and hospitals.
SANDOZ CLINICAL NUTRITION December 1979 – March 1989
District Sales Manager/Sales
Directed, managed, coached and evaluated team selling adult nutritionals, feeding pumps (capital equipment), and disposables to Oncologists, Burn/Trauma Units, Diabetologists, Geriatricians, Surgeons, Dieticians.
EDUCATION & PROFESSIONAL DEVELOPMENT
Master of Science in Human Development, Troy State University – Troy, AL 1980
Bachelor of Arts in Social & Behavioral Sciences, University of Alabama – Birmingham, AL 1976
• Wharton School of Business – Pharmaceutical and Biotech Executives
• Columbia University, Graduate School of Business – Breakthrough Strategy
• University of Michigan – Marketing for Non-Marketing Managers
• Completed various Leadership and Sales Management courses
OPEN TO RELOCATION
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