Sales Training

Francisco Rozo MD

** ******* ***** ********, ** *7834 • Home:973-***-**** Cell: 973-***-**** • *******@*****.***

Training and development expert, cross cultural executive fluent in English and Spanish with good knowledge of French. Extensive experience leading the training function, designing and delivering learning platforms for marketing, management development, product knowledge, and soft skills . Demonstrated record in successfully managing, coaching and developing sales representatives, district managers, marketing managers, and medical liaisons. Excellent presentation skills and team building ability. Recognized for establishing good working relationships across all continents at all levels of the organization.

Expertise in:

Development of Scientific and Product Training Programs

Instructional Design and Principles of Adult Education

Therapeutic areas including Primary Care, Immunology, Infectious Diseases and Oncology

Speaker’s Bureaus and Advisory Boards

Management Development programs

Marketing and Sales programs

Learning platforms

PROFESSIONAL EXPERIENCE

Pfizer Nutrition, Global Headquarters

Sr. Manager Global Training and Development Madison, NJ (210 – Present)

Rehired to develop and implement the overall curriculum for the newly created global nutrition business, coaching and development of US and global marketing managers, marketing research managers, support to the trade group and the medical communications group. Build the knowledge and competitive skills across the BU to take advantage of business opportunities.

• Lead the development of learning platforms for the launch of several brands in Asia-Pacific, Europe and LATAM

• Work with key stakeholders across Pfizer Nutrition to ensure an appropriate level of support across affiliates

• Design, in collaboration with Regional Executives, training programs to support marketing executives, sales managers the sales force, and medical

• Develop strong relationships with the Business Unit (BU) Leadership, including Marketing, Medical, Regulatory, Legal, and Sales organizations

• Manage vendors on the content and design of the learning platforms and skills for Medical and trade

Training Consultant

Pharma-Intel UK (2009 – 2010)

Actively worked as a training consultant in the development and delivery of marketing and selling skills programs developed by Pharma Intel for pharmaceutical organizations.

Schering Plough, Global Headquarters

Global Director of Training (Kenilworth, NJ) 2004 - 2008

Recruited to build from scratch the global training function and the management development programs. define training structure, develop key performance indicators, design and deliver learning platforms, and set the standards for development and delivery of training across affiliates. Build trust and credibility with business partners and the senior leadership in the affiliates.

• Raised morale and motivation, improved knowledge and awareness resulting in better compliance, prevention of legal issues and a significant impact on sales across the globe.

• Set the vision and mission for the team resulting in active support and participation across the organization

• Designed, and delivered platforms to build skills and capabilities to enable the global commercial organization to regain leading position in the marketplace.

• Partnered with marketing, compliance, sales and medical affairs in the design of programs to support the launch of respiratory, cardio vascular and oncology/immunology products, resulting in market share growth, product leadership and enhanced customer relationships.

• Championed efforts with Global HR in the development and implementation of The Competency Model, The Career Pathway for district managers and sales representatives around the world, and the Automated Territory Management System in Latin America.

• Designed and delivered Product Learning Platforms for all products; Basic and Advanced Selling Skills, Management Development Programs and Marketing Training for Product Managers worldwide. By developing and delivering these programs I became a key partner in the successful achievement of the “turn-around” strategy for the corporation.

• Researched and managed several vendors to ensure customized and cost effective training options to build a high performance work force.

• Set the strategies and curriculum for training meetings and advisory boards.

• Developed and coached district managers and sales representatives in the field.

Novartis Oncology

Global Director of Training – Oncology Division (Florham Park, NJ) 2001 - 2004

Built the oncology training function and delivered programs shifting from lectures to active involvement, with a sales oriented approach to the scientific content.

• Identified training needs and designed programs to support the goals of marketing, sales and medical affairs in the launch of several products.

Developed the concept of the “Stand Crews” - medical affairs, sales and marketing groups assigned to attend the exhibits in meetings and congresses- providing specific training to meet the needs of these events, resulting in effectively managing promotional opportunities with Key Opinion Leaders

Pharmacia/Pfizer Global Headquarters

Regional Director of Training Asia-Pacific (Peapack, NJ) 2000 - 2001

Formulated strategies for regional alignment of territories, identified management development opportunities leading to a more efficient, more profitable region. In cooperation with other pharmaceutical companies, set the standards for professional working relationships between the Sales Force and the Medical Community, elevating the status of the representatives and influencing behavioral changes in the customers.

Clinical Regional Liaison, Pharmacia-Upjohn South Western US - 1998 - 2000

Responsible for supporting the introduction to the market of a new antibiotic for hospital use in the region, leading the strategies to build Advocacy Groups and Speaker’s Bureaus.

• Identified and worked with Key Opinion Leaders to include the product in the hospital formularies in the region within three months, - A record time.

• Initiated and managed phase IV clinical trials to expand indications.

• Delivered technical and pharmaco-economic presentations to Infectious Disease Specialists, Pharmacy Directors, Infectious Control Nurses, P&T committees and Health Care Organizations.

• Trained and coached the Hospital Sales Representatives, District Managers, Key Account Managers and MSLs in product knowledge, disease management, presentation and selling skills.

Alcon Laboratories Global Headquarters

International Training and Customer Education Manager (Forth Worth, TX) 1994 - 1998

Hired from Canada to build the International Pharmaceutical Training Department. Developed and delivered leadership programs, product training, E-learning initiatives and selling skills programs around the world. Served as “Podium Power” (subject matter expert and medical liaison) for core products worldwide, resulting in rapid acceptance of new products and increased market share for existing products in Asia and Latin America. Pioneered product launches, marketing and management training in China, Indonesia, Malaysia and Vietnam.

BRISTOL MYERS-SQUIBB

Training Manager – Pharmaceutical Group (Montreal, Canada) 1987 - 1994

Delivered training initiatives across the country, with focus in Oncology, the Central Nervous System and Cardio-Vascular products for hospital and regular sales forces. Provided training and coaching in the field. Developed the training curriculum for newly hired sales managers and representatives.

Training and Sales Operations Manager (Bogota, Colombia) 1985 - 1986

Implemented a major re-organization of the sales force, and opened new channels of commercialization, re-opened negotiations with the biggest wholesalers in the country, resulting in 53% increase in sales. Trained in merchandizing and selling skills for OTC and cosmetic products for Clairol & Mead-Johnson.

EDUCATION

Doctor in Medicine Universidad Central de Venezuela

Marketing for the Pharmaceutical Industry - IMS (100 - 500)

PROFESSIONAL AFFILIATIONS

Society of Pharmaceutical and Biotech Sales Trainers (S.P.B.T.)

International Society of Microbiology and Chemotherapy

Infectious Diseases Society of America (I.S.D.A.)

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