Wireman resume

MICHAEL C. WIREMAN, R.Ph., M.B.A.

Results driven business development professional with over 17 years of leadership experience specific to pharmaceutical and clinical research organizations. Current retail pharmacy experience.

ICON Clinical Research: Exceeded 2007 sales quota by 55% within first half of the year.

Bristol-Myers Squibb: Managed global efforts to develop and maintain key external service provider relationships which led to a recorded savings of over $5 million.

Cardinal Health: Established proposal development and contract management processes which exceeded goals related to cost and revenue, quality, response time, compliance and consistency across North American offices.

Covance: Spearheaded the development of preferred partnership contracts with two of the top 20 global pharmaceutical companies.

Covance: Created sustained service provider relationships with key pharmaceutical partners by exceeding customer service expectations. Received multiple awards from business unit and corporate management in recognition of outstanding performance.

PROFESSIONAL PROFILE____________________________________________

 Outstanding negotiator adept at leading the development and implementation of strategic solutions for complex issues.

 Assertive clinical services sales professional with history of exceeding targets.

 A strong leader with a successful history of developing and maintaining key internal and external business partner relationships.

 A business strategist with proven experience in the creation and negotiation of proposals, contracts and service provider / partnership agreements.

B.S. Pharmacy, Rutgers University, 1991 • MBA Pharmaceutical Marketing, Fairleigh Dickinson University, 1998 • Registered Pharmacist, New Jersey (Active licensure)

PROFESSIONAL EXPERIENCE________________________________________________

Accelovance, Inc.

Associate Vice President, Business Development September 2008 – December 2008

• Responsible for managing all business development and client relationship efforts for the United States Northeast Region

• Position eliminated due to firm’s inability to raise working capital

ICON Clinical Research (ICON)

Director, Business Development August 2005 – June 2008

• Responsible for all business development and client relationship management responsibilities for three of the top 20 Pharmaceutical companies

• Expanded ICON’s relationships within multiple therapeutic and service areas

• Exceeded 2007 quota of $20 million by selling over $30 million in new business by mid year

• Spearheaded the global account management team, which entailed coordinating efforts and client contacts across all ICON functions (Early Development, Late Phase, Clinical, IVRS, Central Labs, etc).

Independent Consultant

ORION Clinical Services, Inc.

Director of Operations, North America September 2004 – August 2005

Major Objectives: Management of all Human Resources, Finance, IT and Facility requirements for ORION’s North American operations.

• Responsible for setting North American and Global policies and guidelines; staff management; and employee performance issues.

• Responsible for all North American purchasing and supply management, including the identification of key external service providers, and the subsequent creation and negotiation of contractual partnerships.

• Manage all aspects of Human Resources including: hiring and orientation of new employees; management of HR benefits and payroll requirements; management of all training efforts; performance of monthly payroll responsibilities.

• Responsible for all facilities needs, including lease management and expansion negotiation.

Independent Consultant

Bristol-Myers Squibb (BMS)

Global Strategic Sourcing Group (GSS) March 2004 – September 2004

• Performed duties as interim Global Head of Clinical Research Outsourcing, responsible for the placement and financial management of clinical research projects worth approximately $50 million. This included the financial analysis and subsequent negotiation of numerous proposals and change orders with the goal of maximizing BMS savings, while assuring optimal project resource and management. These efforts resulted in recorded savings of over $5 million.

• Managed the Request for Information (RFI) process for evaluation of potential Interactive Voice Response Service (IVRS) vendors. Worked in concert with R&D operations to develop four alliance partnerships from an initial list of 12 vendors.

• Responsible for negotiating partner contracts, and insuring contractual adherence by both parties.

• Created a Procedure Manual for efforts within the GSS group to assure consistent processes across multiple sites, while accommodating requirements of the Sarbanes-Oxley Act.

Cardinal Health Pharmaceutical Development July 2002 – February 2004

Director, Contract Management

• Created, implemented and managed proposal development and contract management processes for pharmaceutical dosage formulation and clinical manufacturing opportunities.

• Created, implemented and managed a revenue tracking process. This helped Cardinal translate revenue goals into measurable results, and included a forecasting capability which provided short and long term revenue projections.

• Led harmonization efforts to identify and incorporate best practices across three North American facilities.

Covance Clinical Development and Support Services 1995 - 2002

Account Executive June 2000 – June 2002

• Responsible for all aspects of business development and relationship management for a defined list of pharmaceutical and biotechnological companies. Clients included five of the top 20 global pharmaceutical companies.

• Provided strategic oversight and input into the development and content of proposal documents, contracts, and responses to various client requests. Led all subsequent proposal and contract negotiation efforts.

• Responsible for over $18 Million in sales in 2001, and the establishment of preferred partnerships with two of the top 20 pharmaceutical companies.

Director, Proposal Development August 1998 – June 2000

• Formed and managed a 12 person stand-alone department responsible for developing domestic and international proposals and cost estimates.

• Responsible for the generation of over 450 proposals with no missed deadlines.

• Proposal win rate grew over 10% from previous benchmarks.

Business Manager January 1997 - August 1998

• Supervised a team of three Business Associates to manage U.S. and international proposal and cost development. Led team efforts to create and negotiate robust and cost effective contracts with sponsor partners for awarded projects.

Business Associate October 1995 – January 1997

• Responsible for the development of Time and Cost Estimates for Phase II/III clinical research programs, as well as contract preparation and negotiation.

Eli Lilly and Company June 1991 - October 1995

Retail and Hospital Sales Representative

• Responsible for the marketing and sales of pharmaceuticals to general practitioners, specialists, and hospitals in a $4.5 million territory.

• Named ‘Rookie of the Year’ (1992). Awarded for ranking 1st in sales for district, and 2nd for the Northeast Region (1994).

Contact this candidate