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VP Sales Operations Pharmaceutical Biotech in Dallas TX Resume David Richards

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VP Sales Operations Pharmaceutical Biotech in Dallas TX Resume David Richards Powered By Docstoc
					David G. Richards...                           LEADING COMPANIES TO UNPRECEDENTED LEVELS OF PROFITABILITY
                                  McKinney, Texas 75070 • 214-394-1922 • rich4334@att.net

    Senior Business Executive with extensive leadership experience directing sales, operations,
    marketing, business development and market penetration in start-up, turnaround and high growth
    organizations. Demonstrated success in new product introduction/launch, territory management
    and account penetration and growth. Visionary leader and resourceful problem solver able to
    conceptualize and implement effective sales solutions, increasing revenue generation and
    profitability. Articulate communicator with exceptional interpersonal skills to lead and mobilize cross-
    functional teams to accomplish sales objectives and meet critical deadlines across diverse
    environments.

                           Core Competencies that Drive Sustainable Growth
         National Sales Team Leadership                                    Market Penetration and Growth
         Multi-site Commercial Sales Operations                            Contract Negotiations and Analysis
         New Business Development                                          Continuous Process Improvement
         Product Pricing Strategies                                        Sales Territory Optimization
         Sales Incentive Program Development

         A Career of Delivering Results with Sales Leadership and Business Acumen
                    Sales and business leadership generated $545M in sales and reduced costs $15M.


UNITED ALLERGY LABS, LLC, San Antonio, TX                                                                               2011
Healthcare services company providing allergy services to primary care physicians

DIRECTOR OF SALES & BUSINESS OPERATIONS
Led 13 direct and 200+ indirect reports within daily sales operations, encompassing regional operations,
sales/account management and clinical specialists. Managed sales incentive programs, hired sales
representatives, directed territory alignment and conducted trend analysis for sites. Developed action plans to
drive acceptance and profit.
    Led explosive growth, adding more than 20 new remote sites per month. Increased adoption from 60.8% to
     67.8% within six months and generated $1M over budget during tenure.



IPSEN, San Francisco, CA                                                                                          2009 – 2011
Global biopharmaceutical company specializing in orphan drugs in Neurology and Endocrinology

SENIOR DIRECTOR, U.S. SALES OPERATIONS
Managed US and Canadian sales operations, producing $48M in specialty products with seven direct reports,
including director of sales effectiveness, senior sales analysts, sales operations specialist, database administrator
and general manager (Canada) with full P&L accountability. Managed customer accounts, sales
planning/forecasting, budgeting, expense control and team building/development. Directed performance
dashboard development, executive sales reporting and business case development. Introduced new products,
aligned sales territories, negotiated contracts and established product pricing plans.
    Led integration of two acquired corporations, merging operations and diverse cultures. Incorporated high-
     caliber operational processes to achieve organizational consistency.
    Closed East Coast office, saving $2M annually. Established new sales operation department, providing critical
     information, increasing sales performance and accelerating senior executive decision-making.
    Conceptualized and implemented final product launch following failed attempt by outside party within two
     weeks. Generated $250K in sales within first month of launch.
    Saved $250K by leveraging distribution operations and eliminating need to hire consulting specialists.
David G. Richards                                                                                                        Page 2

AMERISOURCEBERGEN, Dallas, TX                                                                                           2005 – 2008
Drug wholesale company providing drug distribution and related services, generating $70B in revenues with 10,000 employees

DIRECTOR, NATIONAL SALES AND BUSINESS OPERATIONS
Directed 26 team members, including inside/outside field sales representatives, IT experts, field tech support
specialists and operational support staff. Ensured successful P&L management, sales leadership, market
development/penetration, vendor acquisitions, sales planning/forecasting and new product introductions.
Conducted C-level presentations and managed customer accounts, maximizing satisfaction and retention.
   Established new sales division and built high-performance team that contributed to significant sales
    performance.
   Grew sales to $30M within 24 months by initiating groundbreaking delivery service offering to hospitals.
   Directed team that enabled more than 100 hospitals to adopt new system and expected additional 85
    hospitals to purchase the high-tech delivery system.
   Developed a secure distribution system to protect high-cost pharmaceuticals that resulted in new business.

BIOMARIN PHARMACEUTICAL, Novato, CA                                                                                   2004 – 2005
Biotechnology firm with facilities in the US, South America, Asia and Europe, generating $376M in revenues

DIRECTOR, COMMERCIAL US BIOTECH SALES & OPERATIONS
Commercialized US operations subsequent to acquisition of Ascent Pediatrics’ sales team and products. Led 10
direct and 56 indirect reports with full P&L accountability. Managed sales and marketing operations, third-party
logistics, new product launches, contract negotiations/administration, GPO relations, managed care and product
pricing strategies. Developed and fostered customer relationships. Directed accounts receivable, sales
planning/forecasting and competitive market analysis.
   Principal player in organizational transition from R&D to product commercialization within 45 days. Increased
    annual sales from $8M to $35M and saved $6M by eliminating need to hire external firm to oversee process.
   Secured $30M+ in sales of Naglayzme product despite small target market.
   Generated $14M in total net profit and avoided $10M loss of active pharmaceutical ingredients by introducing
    generic version of Orapred to market despite executive skepticism.

ALPHARMA, Piscataway, NJ                                                                                              2001 – 2004
Wholly owned subsidiary of King Pharmaceuticals marketing a broad range of pharmaceutical products

DIRECTOR, SALES, BRANDED DIVISION (2002 – 2004)
DIRECTOR, SALES OPERATIONS AND SALES TRAINING (2001 – 2002)
Built and managed 100 member sales force within $81M sales organization. Managed P&L, Medicaid contract
negotiations, incentive compensation plans, customer communications and field sales representative
collaboration. Established contract and managed care departments. Negotiated Medi-Cal contract, increasing
sales $5M in first year. Achieved 500% sales growth by re-engineering entire sales force. Initiated sales force
incentive plan to reward employees strictly for sales generation.

Prior tenures included:

ABBOTT LABORATORIES, Abbott Park, IL
ASSOCIATE DIRECTOR, REGIONAL SALES/REGIONAL SALES MANAGER/NATIONAL OPERATIONS MANAGER
DISTRICT SALES MANAGER
OHMEDA, Liberty Corner NJ
HOSPITAL ANESTHESIA SALES REPRESENTATIVE

STUART PHARMACEUTICALS, Wilmington, DE
MEDICAL/HOSPITAL SALES REPRESENTATIVE


                                                           Education
          BACHELOR OF SCIENCE, BIOLOGY AND CHEMISTRY, SOUTHERN NAZARENE UNIVERSITY, Bethany, OK
            MASTERS CONCENTRATION, PATHOLOGY, UNIVERSITY OF OKLAHOMA HSC, Oklahoma City, OK

				
DOCUMENT INFO
Description: David Richards is a Senior Business Executive with extensive leadership experience directing sales, operations, marketing, business development and market penetration in start-up, turnaround and high growth organizations.