I began my professional sales career during the pharmaceutical industry’s arms race. After a successful stint with Marion Laboratories, a company known for its robust and effective sales training program, I was recruited into the biotech industry to work with Genenetch, Inc. I honed my persuasion and account management skills In this highly competitive and price-sensitive marketplace.
The Eli Lilly and Company Experience
I joined Eli Lilly and Company to establish their cardiovascular brand in Detroit, Michigan. Lilly’s new cardiovascular product struggled in Detroit.
This assignment was the crucible in which I developed the skills to quickly assess and turn around under performing sales territories. These skills served me well as I led sales teams in two turnaround sales management assignments for Lilly.
Following my success in the hospital marketplace, senior sales leadership chose me to build and lead a sales team to launch a primary care medication, Cialis. The sales leadership philosophies and skills that I developed in the hospital marketplace formed the basis for my talent acquisition skill, launch planning and execution. My effort delivered unmatched sales results during the early years of the launch.
In the 2000’s Lilly restructured often. During this time, I led my sales teams to perform. In 2011, my team launched a new diabetes medication. I led this launch team to the top results, too.
My Move to Vivus, Inc.
In 2013, after a major downsizing at Lilly, I joined Vivus, Inc. This was to be one of my toughest turnaround situations, yet. My new sales team was the bottom ranked team each of the first 8 months of their new product launch.
Without making dramatic personnel moves, I quickly learned the language of obesity medicine, assessed the situation and led this team out of the cellar. By mid 2017, my Midwest sales team climbed to #1 in the nation.
The next Chapter – Tris Pharma, LLC.
Sometimes the right things happen at the right time. In late 2017, I joined Tris Pharma, LLC. I presently lead the Midwest sales region. I am thrilled to work with a sharp group of committed professionals and am very optimistic about the future of Tris Pharma, LLC.
Throughout my career, I distilled a system of success that worked across geographies, products and markets. I am a student of human high performance and a champion of challenging the status quo.
Most importantly, I am very grateful to the many sales representatives who served on teams with him. They are amazing people. I am also grateful to the many mentors and senior leaders who continue to challenge and support me on this journey.