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BRIAN J.

COURTNEY
2412 Francisco Dr.
Newport Beach, CA 92660
H: 949.706.3803
C: 213.840.7677
bcfff6e2@westpost.net
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PERFORMANCE IMPROVEMENT * REVENUE GENERATION
VICE PRESIDENT OF SALES & OPERATIONS
Top-producing, forward-thinking leader who is consistently
successful in driving operational profitability in close
collaboration with sales and business development. Creative
thinker who rapidly seizes new opportunities and implements
business changes while driving desired results in sales and
profits. Particularly effective breaking down business
needs into detailed tactical plans and processes for
maximizing market growth. Successful coaching, mentoring,
and building high-performance sales teams to aggressively
market and promote products across large market
territories. Well versed conceptualizing and implementing
best-in-class sales and customer training programs and
strategies to identify and capture new market channels and
revenue opportunities.
* Sales Growth & Management
* Service Methodologies & Tools
* Competitive Analysis
* Customer Relationship Development
* Strategic Planning & Execution
* Business Reengineering
* Continuous Process Improvement
* Startups & Turnarounds
* Team Leadership & Collaboration
* Staff Training & Development
* Budget Accountability
* Project & Program Management
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MANAGEMENT EXPERIENCE
TRIAD ISOTOPES, INC., Jun 2010 to Dec 2010
(Acquired Covidien's U.S. network of radiopharmacies)
Radiopharmaceutical company dedicated to nuclear medicine
with 1,000 employees and 63 radiopharmacies in the U.S.
Group Vice President of Western U.S.
Selected to lead a network of 65 pharmacies with
accountability for 85 sales and operations personnel,
unit dose radiopharmaceutical pricing, contract terms
and conditions, products, and services to nine western
U.S. medical communities. Manage $50 million annual sales
budget and $15 million expense budget.
* Created sales analysis tool that systematized all pricing
proposals and product-level profitability modeling
enterprise-wide, accelerated customer response, and
eliminated inconsistency and time/cost of manual process.
* Achieved Group sales rate of nearly double the company's
growth rate.
* Improved annual operating expense 5%.
* Led cultural introduction programs to rebrand business
with both internal and external customers.
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COVIDIEN HEALTHCARE, INC., 2001 to 2010
Healthcare device and supply company with 41,800 employees
worldwide generating $10.4 billion in revenue.
Vice President of U.S. Pharmacy Operations (2009 to 2010)
Led 390-member U.S. pharmacy operations team providing
unit dose radiopharmaceutical products and services.
Direct annual sales and expense budgets of $188 million
and $72 million. Spearheaded the creation and
implementation of a volume-based staffing model.
* Vital to sale of Covidien's distribution network of 37
pharmacies by presenting potential buyers with its
advantages, including its ability to reach in excess
of 60% of a $1 billion market, three million patient-
specific doses annually, low turnover, potential to
expand offerings, and skilled leadership and staffing.
* Successfully led inter-company team of more than 40
people and 48 separate projects to transition ownership
and operations of radiopharmacy business from Covidien
to Triad.
* Grew sales 2%, volume 3%, and EBIT $33 million, while
reducing expenses 2%.
* Resolved critical shortage of vital raw material needed
to prepare Tc-99m unit doses through leading a two-pronged
strategy involving a program to track pharmacy utilization
of raw materials and a conservation program.
- Boosted annual availability of products by 330,000
doses despite prolonged supply shortage and generated
$3.5 million in new EBIT with the conservation program
by introducing new pricing SKUs to create incentive for
customers to use more efficient ordering practices.
- Increased Tc-99m generator utilization 35%, saving
$3.5 million, by implementing a tracking template that
allowed pharmacies to view their monthly utilization
and operating efficiency best practices.
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Operational Vice President (2007 to 2009)
Accepted ownership of a consolidated leadership role over
both nuclear sales and pharmacy operations within nine
western U.S. medical communities. Led 90-member sales and
operations team providing unit dose radiopharmaceutical
pricing, contracts, products, and services. Administered
$46 million annual sales budget and $14 million expense
budget.
* Gained 20% in sales and 15% in volume by planning and
directing nuclear sales and pharmacy initiatives.
* Successfully converted 90% of Myoview business to
Covidien's generic Tc-99m Sestamibi Injection within
six months of launch, contributing to 45% increase
in EBIT.
* Improved freight recovery 20%, reduced freight expense
for customers, decreased operational phone call volume,
and improved delivery efficiency by overseeing the
development and deployment of a customer expectation
matrix to improve customers' understanding and use of
their contracted freight terms.
* Strengthened customer relations by championing customer
education programs from pharmacists.
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Regional Operations Manager (2002 to 2007)
Provided operations leadership and direction in strategic
and long-term planning, business development activities,
and program implementations. Member of the 2006 and 2007
Sales Leadership Council.
* Secured multi-year service agreement for key 1,500 hospital
network worth $100 million in annual sales by leading the
Premier Service Improvement (PSI) initiative, which
equipped sales and operations team with the most
successful best practices tools from the field and
improved customer's perception of our services.
* Rolled out PSI initiative across the network, attaining
similar results in service and satisfaction.
* Saved $300,000 in annual Expired Finished Goods by
championing "Day Old Thallium" program throughout U.S.
operations that pushed day old Tl-201 out to the
pharmacies.
* Reduced errors in order taking and delivery 25% and order
dispensing and processing 90% by facilitating the
creation, development, and implementation of a "Back to
Basics" Standard Operation Procedures program.
* Streamlined customer-related internal communications,
increased business profitability, and enhanced public
image by originating Sales/Operations Alignment Programs.
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Pharmacy Manager (2001 to 2002)
Supervised day-to-day operations with accountability for
pharmacy staff performance and activities, interactions
with patients and health professionals, business
development, fleet and physical plant management, and
compliance with local laws and regulations.
* Launched satellite pharmacy in Colorado Springs 90 days
after project inception by coordinating all aspects of
new pharmacy site, including construction, contractor
management, and recruiting and hiring of employees.
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Additional Employment Considerations:
Certified Nuclear Pharmacist, 1999 to 2001
SYNCOR INTERNATIONAL, INC.
Pharmacy Intern, 1997 to 1999
SACRED HEART MEDICAL CENTER
Shipping & Receiving Clerk, 1993 to 1996
NORD'S ELECTRIC SUPPLY
Aircraft Mechanic and Crewman, 1988 to 1993
U.S. COAST GUARD (ACTIVE DUTY)
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EDUCATION & LICENSURE
Doctoral Degree in Pharm.D., WASHINGTON STATE UNIVERSITY
Licensed Nuclear Pharmacist - Washington and Colorado
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AFFILIATIONS & MEMBERSHIPS
Washington State Pharmacists Assn.
Academy of Students of Pharmacy (ASP)
Spokane Pharmacists Assn.
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PROFESSIONAL DEVELOPMENT
Active Leadership Development Course
Communication Skills for Leadership
Six Sigma Champions Training Phases 1 to 3 Managers Training
Monthly Pharmacy Safety Training
Enhancing Your Listening Skills
Professional Sales Negotiations
Creating Customer Service Champions
95% Marketshare Program
Excellerate
University of Arkansas Authorized User Training Program
Continuing Ed to Maintain LNP Licenses (15 hr/year)
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PHARM.D. PRESENTATIONS
* "Factor V Deficiency" - Rare hypercoagulation condition
* "Type 2 Diabetes and its Associated Complications"
Pathogenesis and treatment of type 2 diabetes and
associated complications
* "Testosterone's Association with Aggressive Behavior
and Gender Identity Disorder" - Effects of excessive
testosterone levels and their potential role in gender
identity disorders