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Pharmaceutical Sales Operations Director in USA Resume Daniel Giorgi

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Pharmaceutical Sales Operations Director in USA Resume Daniel Giorgi Powered By Docstoc
					                                           Daniel K. Giorgi
                 Collingswood, NJ 08108  http://www.linkedin.com/in/dangiorgi 862.485.6371

    Field Sales Operations and Project Management – Planning, Analysis, Deployment & Training
High-performance management professional with success in leading the planning and execution of pharmaceutical
sales force deployments; complex, customized, data analytics; CRM implementation; resource management; and
compliance programs. Assesses project needs and orchestrates targeted solutions involving cross-functional teams.
Dynamic presenter and trainer with the ability to facilitate groups large and small. Strong project manager and
self-directed decision-maker exhibiting a high-degree of loyalty, confidence, and maturity. Effective and
motivational coach and mentor.
   Resource Deployment… Salesforce.com… Staff Management… Complex Data Analysis… Project Management
Expense Control… Logistics Management… Negotiations… Presentations… Compliance Focused… Needs Assessment



SELECTED ACCOMPLISHMENTS

Field Sales Operations – 9 years of experience
     Implemented the rollout of Salesforce.com based CRM to the field including planning, requirements
     gathering, communications, alpha and beta testing, training and administration.
     Increased sales and reduced expenses by through sales force redeployment, optimizing resource allocations
     and ROI analysis
     Managed pharmaceutical sample budgeting, supply, shipping and storage for entire division which reduced
     costs, limited returns, ensured optimal supply levels while maintaining compliance with PDMA guidelines.
     Created detailed sales analytics using multiple vendors/sources that identified market opportunities,
     increased sales force effectiveness and increased ROI.
     Optimized speaker, contest, and discretionary budgets in partnership with sales leadership which resulted in
     increased ROI for these programs.
     Maximized field force activities by working with Strategy and Marketing colleagues to design and implement
     outbound tele-sampling program which increased efficiency and reduced budget spend.
     Facilitated career development tracking for field force by managing the HR Career Advancement program for
     the Northeast Regional Business Unit, including developing a career advancement training program.
     Tracked program budgets, sales data, and resource spend and analyzed ROI making adjustments to business
     rules to capitalize on market developments.
     Developed and implemented CRM policies and procedures which reduced corporate compliance exposure and
     increased sales force efficiency.
     Created detailed contest standards and procedures that became integral part of the Standard Operating
     Procedures for the company.

Business to Business Sales – 4 years of experience
     Drove sales for $4.3M territory while managing local resources and increasing ROI.
     Recognized as Top 2 representative for Toviaz and Lipitor sales within State of New Mexico.
     Launched 3 top-tier pharmaceutical brands and was recognized as the #1 district performer.
     Increased district product reach and frequency by creating sales call tracker program rolled out to region.

Conference, Incentive and Meeting Management – 4 years of experience
     Developed and lead 10 $1M+ incentive programs annually from contest design through on-site management
     and ROI analysis.
     Supervised food and beverage needs, hotel rooming lists, room set-up, transportation, event coordination,
     VIP interactions, audio/visual needs, and room-gift distribution for international incentive trips of 200-1000
     participants.
     Coached, motivated and directed on-site staff of 6-20 trip directors ensuring that program logistics were
     executed flawlessly.
     Coordinated 1000 person meetings for Fortune 100 pharmaceutical company while saving $1M in annual
     meeting costs through judicious coordination of all planning requirements.
     Designed and managed events that addressed new sales opportunities by creating state and regional contest
     incentives, including creating graphics, announcements, tracking material, and winner announcements.
     Managed fleet upgrade program for contest winners including interfacing with corporate fleet services to
     resolve issues.
     Managed $50M award program budget while partnering with senior sales leadership to develop events that
     drove sales growth.
     Slashed cost of single incentive program $3M by streamlining program and negotiating hotel, onsite staffing,
     and travel management company rates and contract terms.


PROFESSIONAL EXPERIENCE
Savient Pharmaceuticals
Sales Operations and Compliance Contractor                                                           2012 to Present
Developed and implemented sales force incentive compensation program. Deployed CRM tool to field-based
colleagues. Created detailed call cycle analytics including reach and frequency reports. Designed field-based
territory planning process that allowed Territory Sales Managers to better focus their efforts and resources.
Worked with VP Corporate Compliance to refine Standard Operating Procedures, develop and implement CRM
processes to reduce compliance exposure, and manage compliance training program.

Pfizer, Inc.
Manager, Business Operations                                                                     2010 to 2012
Created detailed analytics and individualized sales tools geared toward growing sales, advancing business
operations, and developing staff tasked with servicing New York, Massachusetts, Connecticut, Rhode Island, and
Puerto Rico. Managed pharmaceutical sample budgeting, distribution and supply while ensuring compliance with
company policies and PDMA guidelines.

Senior Professional Healthcare Representative                                                            2008 to 2010
Managed efforts and events of a $4.3M territory. Targeted activities toward Physicians, Nurse Practitioners,
Physician Assistants, and Pharmacists for the sales of Lipitor, Spiriva, Viagra, Chantix, Toviaz, and Premarin.

Sr. Manager Sales Operations                                                                       2003 to 2008
Managed budgeting, distribution, PDMA compliance and reconciliation of pharmaceutical samples. Directed efforts
surrounding quarterly and annual conventions, meetings, contests, and awards, including internal compliance,
planning, vendor management, and audit file production. Trained colleagues on corporate standards.

Manager, Regional Office Operations and Analysis                                                        2001 to 2003
Hired, trained and coached staff of 5 staff that effectively supported regional office of 10 Regional Managers and
a Regional Vice President. Controlled facilities and supply budgets by creating operating efficiencies and reducing
costs. Managed regional meetings and incentive events. Designed and lead sections of Phase I sales training for
newly hired Pharmaceutical Sales Specialists. Designed systems to quickly update and distribute large sales data
feeds to Regional Managers which increased efficiency.

Pharmaceutical Sales Specialist                                                                        1999 to 2001
Drove sales of 10 branded pharmaceutical products in $3M South Dallas territory. Launched 2 new product brands;
meeting quota for one and exceeding quota for the other. Recognized as the #1 district representative for
converting product sales from the competition. Established profitable relationships with specialists including
Endocrinologists, Psychiatrists, Neurologists, Rheumatologists, OB/GYNs and Urologists.

Sales Technical Assistant                                                                             1996 to 1999
Supported 200 sales representatives and 8 office staff by providing computer software training along with
hardware and software trouble-shooting. Trained new sales representatives in software applications and hardware
care and maintenance. Managed sample distribution and fulfillment while staying compliant with PDMA rules.


EDUCATION
B.B.A. (1999), Northwood University – Grand Prairie, TX
Situational Leadership; DISC Training; Strength Finders; Veeva CLM/CRM Administrator Training

				
DOCUMENT INFO
Description: Daniel Giorgi is a high-performance management professional with success in leading the planning and execution of pharmaceutical sales force deployments; complex, customized, data analytics; CRM implementation; resource management; and compliance programs. He is open to opportunities throughout the USA.