"Pharmaceutical Sales Operations Director in USA Resume Daniel Giorgi"
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