A top-performing L&D professional, possessing strong leadership skills with expertise in development & execution of learning strategy, performance consulting, and the ability to work cross-functionally and build and maintain relationships. Skilled at developing training, performing detailed evaluations and assessments, and supporting customers (whether internal or external).
Areas of Expertise§ Sales Training & Support
§ Organizational Development
§ Business Operations
§ Client Consulting
§ Business Performance Analysis
§ Vendor Management
§ Project Management & Oversight
§ Account Management
§ Marketing Training
§ Evaluations & Assessments
§ Contract Management
§ Customer Relations
Key Skills Assessment
Sales/Medical Affairs/Managed Markets Training & Support:
- A significant background in the learning and development space that includes experience in needs analysis, curriculum development, working within a LMS, understanding of adult learning principles, ADDIE, facilitation, performance consulting, organizational development, along with measurement and evaluation of training.
Strategy development/Execution and Project Management:
- Developed a longitudinal learning strategy for a biotech start up to include Foundational, Advanced, and Master’s training, along with ongoing leadership development for the commercial organization as well as ad hoc training for the Medical Affairs and Reimbursement teams.
- Primary architect of global measurement and evaluation strategy to enable assessment of learning and development and its potential impact on the business. Began in United States and as the strategy was scalable, managed the project for 4 years to include support of 40 countries.
Antech diagnostics, Fountain Valley, CA (June 2018 – Present)
Director of Talent Development
In this newly created role as the head of learning & development, responsible for building and execution of the talent development strategy from the ground up.
- Development of long range goals and objectives, providing overall direction for strategic learning and development, aligning programs with business initiatives, and creating a learning culture.
- Consulting with Senior Leadership to provide guidance, develop learning strategy, and execute enterprise-wide training programs and materials.
§ Determining training requirements by evaluating sales and marketing strategic plans and current sales results.
§ Development of initiatives to advance team members sales effectiveness, business excellence, and other core competencies.
§ Providing guidance and direction to the sales leadership team to ensure successful course planning and execution.
§ Performing needs assessment (GAP Analysis) to help anticipate and analyze business needs, identify potential gaps in knowledge and skills, and ensure alignment of learning solutions with business goals
§ Management of multiple complex blended learning projects simultaneously and development of training programs for new hires as well as programs for ongoing development of tenured team members including e-learning, workshops, simulations, gamification, certifications, job aids, and on-the-job learning activities.
ALLERGAN, Irvine, CA (April 2016 – March 2018)
Associate Director Sales Training - Retina
Learning & Development leadership role managing sales training operations and outcomes for the Retina team at a national level.
- Coordinated efforts between sales leadership and sales training to develop and deliver foundational as well as advanced sales skills, product tactic execution, and messaging.
- Coordinated and conducted training to reinforce competency in selling system, ongoing product and technical information, business acumen, and other topics as needed.
§ Evaluated and assessed new systems and technology for advancing training application, people development, and business results. Managed vendor product production, timing, expenses, and budgets
§ Regularly conducted co-travel to remain fully engaged with the field team, our customers, and stay abreast of current market conditions while leveraging coaching skills.
§ Worked cross functionally to align and streamline the onboarding process for broader Eye Care Division (Pharma/Retina/Surgical) to ensure a consistent and positive experience for new team members.
§ In the interest of talent development and “building a bench” worked with Eye Care Field Training Managers to create content for professional development tracks that would allow sales reps to proactively learn about more technical positions that would enable them to be competitive for promotion opportunities (Pharma>>Retina, Retina>>Surgical).
§ Selected for participation in Emerging Leader Development Program.
SANOFI, Bridgewater, NJ (July 2015 – April 2016)
Director North America Medical Affairs Training
Leadership role driving the analysis of organization needs and development and execution of the strategic training plan for associates within scope.
- Strategic leadership role for Field Medical to support and analyze organization needs and develop the strategic training plan. Assists in the strategic design and metrics and analyses to measure the efficiency, quality and impact of NAMA trainings, strategy and tactics.
- Responsible for the development and maintenance of the training support program for the Field Medical organization with the support of assigned area management and other relevant quality areas including associate on-boarding.
§ Assists in the strategic design and metrics and analyses to measure the efficiency, quality and impact of NAMA trainings, strategy and tactics.
§ Develop, allocate and manage budgets related to curriculum development, class implementation and other training projects as assigned.
ASTRAZENECA, Fort Washington, PA (Oct. 2014 – July 2015)
Learning & Development Manager Medical Affairs - Diabetes
Collaborate with Diabetes Medical Affairs leadership to develop, execute, and assess a sustainable learning & development strategy for a variety of roles within HQ, as well as the Field Medical Team which includes Medical Science Liaisons and the launch of the Clinical Science Liaison team as part of a national expansion.
- Development and execution of Medical Affairs scientific training plans across a robust portfolio of diabetes products.
§ Development and delivery of programs for continued skill and scientific development for Medical Affairs personnel, aligned with the Brand Medical Plans and consistent with the needs of field and HQ based personnel.
§ Delivery and assessment of role-based certification programs
§ Integrate with other AstraZeneca trainers (Commercial, Compliance, etc.) to ensure consistency of training across the enterprise.
Thrombogenics, Iselin, NJ (Nov. 2013 – Aug. 2014)
National Training Manager
As the Learning and Development leader on the Strategic Leadership Team, in consultation with Sales, Marketing, and Medical Affairs leadership, developed and implemented learning strategy for a specialty team of Retina Account Managers (RAMs) & Reimbursement Business Managers (RBMs) in the Ophthalmology “Buy and Bill” market.
- Assessed needs relative to product knowledge and skills (gap analysis) and lead in the development of classroom and e-learning modules necessary to properly onboard new team members as well as continue the development of existing team members.
- Collaborated with field sales and 3 field trainers to update fundamentals training program to help ensure high quality onboarding of new RAMs
- Worked with outside vendors with regards to curriculum design and development of resources, managed multiple projects, and ensured that deliverables were of high quality, completed on time, and within my budget.
§ Assisted with meeting planning, logistics, and execution for Manager’s meetings, National Sales Meeting, POA Meetings etc…
Merck & Co. Inc., Upper Gwynedd, PA (Jan. 2001 – Oct. 2013)
Senior Operations Specialist Global Commercial Learning
Responsible for providing measurement and evaluation support to learning professionals around the globe in the areas of sales and marketing training. Main duties include analyzing evaluation data to guide learning and business strategies. Additionally, consulting with internal clients to identify individual needs, requests, and interests regarding evaluation data, monitoring client requests, and observing processes on a continuous basis to take work out of the system.
- Design and implementation of a strategy that utilized a standard evaluation process to enable the assessment and comparison of learning sessions, along with a quarterly reporting structure that informs future global training and performance decisions. Ultimately supported 40 countries across multiple regions.
§ Received multiple Awards of Excellence from 2010-2013.
Branded Communications Oncology/Hospital Portfolio 2 (Special Assignment)
Responsible for the development, review, and management of field sales communications.
Business Planner Diabetes Team for Latin America (Special Assignment)
Main duties included evaluating IMS in-market sales data for Latin America and key markets. Also prepared monthly Business Performance Analysis with regard to sales and market share performance.
§ Prepared Business Performance Analysis presentations as well as ad-hoc presentations for Sr. Management meetings.
Contract Analyst
In charge of administering and managing contracting efforts, resolving external customer issues, and supporting field sales with regard to contracting. Also analyzed and reported contract performance to ensure compliance with the terms and conditions of GPO and carve-in contracts. Additionally, responsible for processing of quarterly administration fees and rebates associated with GPO and hospital contracts.
§ Received multiple Awards of Excellence from 2007-2009.
§ Managed the administration of the Cancidas Access Program, a national contracting initiative which set pricing for over 11,000 customers and accounted for approximately $230M in annual sales.
§ Recognized by CCM as a 2007 Peer award winner for leadership principles displayed.
Respiratory Specialist (Nashville Territory)
Developed advanced knowledge of respiratory customer base and applied skills and expertise to the promotion of medication. Responsible for the development and management of speakers at a local, regional, and national levels.
§ Combined therapeutic knowledge and analytical ability to enable consistent sales growth.
§ 95% PPO 2004; 100% PPO 2005; 100% PPO mid-2006.
Ophthalmology Specialty Trainer
Facilitated the training and testing of new ophthalmic specialists in various areas, including but not limited to: Anatomy & Physiology, Disease State, Product Knowledge (proprietary as well as competitive), Market Conditions and Territory Management. Reviewed, refined, and updated the curriculum and resources utilized for Ophthalmology Training.
§ Coordinated with Brand Trainer and FBG to ensure course content was current and relevant.
§ Ensured appropriate assessments were completed to insure course objectives were met.
Ophthalmology Sales Analyst (Special Assignment)
Reviewed data to provide Business Managers and Senior Management an analysis of market conditions, sales trends, and strengths and opportunities within various business segments.
§ Developed and implemented Territory Optimization Plan which was rolled out to the rest of the national sales team and received an Award of Excellence from the Vice-President.
Ophthalmic Specialist (Philadelphia Territory)
Exhibited strong territory and project management skills by managing a call deck of approximately 130 physicians, multiple key accounts, and managed care organizations. Provided feedback with regards to visuals and content as well as input concerning the continued development of segmentation. Participated in competitive analysis with Cosopt Product Manager concerning potential competitive product launch.
- Completed 2001 123% PPO; 2002 99%PPO; 2003 102%PPO (thru July).
- Top national performer based on NRx and TRx share for Cosopt and Trusopt on multiple occasions. Achieved #1 market share for Trusopt at a National level on multiple occasions.
- Received multiple Awards of Excellence from Business, Senior, and Executive Management.
- Responsible for key institutions like Wills Eye Hospital, Scheie Eye Hospital, and the Philadelphia VA.
Innovex Inc., (Sept. 1999 – Jan. 2001)
Pharmaceutical Sales Representative – Merck Contract (Allentown Territory)
Drove market share for Cosopt, Trusopt, and Timoptic XE by detailing product features and benefits.
- Recipient of multiple sales awards at the district and national levels.
- Increased market share within the territory for targeted physicians on flagship product by 30%.
Education & Memberships
Bachelor’s Degree, Business Administration, Old Dominion University, Norfolk, VA
Member Association for Talent Development (formerly American Society for Training and Development)
Member Life Sciences Trainers & Educators