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sales and sales management supplemented by four years in marketing. Strong track record of inspiring sales managers and representatives to exceed goals through leadership, mentoring, coaching and empowerment with accountability. Excellent business analysis skills as well as customer-focused sales planning, contract sales integration, and tactical execution capabilities. Known for consistent performance, strong decision making, innovative collaboration with stakeholders and driving revenue. MERCK & CO., INC. Senior Marketing Manager, US Respiratory Franchise, North Wales, PA (2010 2011) Promoted to provide brand management leadership for allergy component of $5.2B+ franchise (Singulair and Clarinex). Created, developed, and directed execution of customer-focused strategy. Managed profit planning and product budget. Collaborated with field leadership and extended support teams to achieve revenue objectives. Partnered with Asthma Marketing Manager and cross-functional constituents to achieve 2011 $5B revenue target for Singulair (currently on track to meet this objective). Provided marketing leadership to 27-member loss of exclusivity (LoE) strategy team. Contributed to analyses, recommendations, and execution to maximize Singulair and Clarinex revenues in final year of promotion. Drove execution of Clarinex marketing strategy by three sales teams (Contract Sales Organization, Primary Care, Dermatology) to achieve 2011 $250MM revenue target (only brand exceeding target in 9 product portfolio). Drove field execution in partnership with sales leadership and point managers in West & NE regions. Led monthly meetings to enhance communication, collect customer feedback, ensure alignment with strategy, and assess performance against key metrics (both regions currently over plan in 2011). Conducted new hire marketing training for respiratory brands to accelerate on-boarding and promote understanding of strategies and tactics as well as sales/marketing interface. Used strategic analysis to optimize profits, reduce costs, and maximize return on marketing investments: Modified coupon and voucher program strategies based on analytics, decreasing costs by 50% (>$1M). Participated in managed care contract strategy to ensure profitable access through elimination of unprofitable contracts, term renegotiation, and tier selection to maximize brand revenue. Expanded product knowledge to Respiratory market where I had no previous experience Senior Integrated Marketing & Sales Unit Manager, Dermatology Franchise, North Wales, PA (2007 2010) Provided US sales and marketing leadership for $165MM specialty-focused brand (Propecia). Reported directly to Global Brand Leader with accountability for HCP strategy, major account strategy and administration, field sales execution, national sales meetings, sales training and multi-channel marketing planning and execution. Achieved planned revenue in 2008; reestablished positive trend in late 2009 with persistence and multi-channel initiatives that overcame negative impact of economic recession on cash pay, cosmetic product (early 2010 continued to show above plan performance). Provided strategic leadership to determine appropriate investment of brand resources: Devised and executed conjoint analysis to assess channel opportunities and mix to maximize brand investments. Enabled allocation of future investments based on proven ROI when budget was cut by 40% Reduced sample utilization by 20+% with positive impact on sales. Re-purposed budget to other marketing needs. Demonstrated sales leadership with sales management team as primary stakeholders for job performance evaluation. Earned consistent high ratings for decision-making, leadership, responsiveness, and problem-solving. Developed innovative strategies to motivate and engage reps: Negotiated with Vaccine Division to add Zostavax to dermatology promotional mix; increased sales and direct business for Zostavax. Focused team on growth physicians with sales contest (increased sales 25% vs. -5% overall). Advanced innovative solutions to drive business in new ways: Identified and directed strategic initiative with external vendor that allowed for expansion and growth of direct account business by 15% in 2008. PROFESSIONAL EXPERIENCE pmarie316@yahoo.com 215-896-1568


PHYLLIS MARIE PALMER, MBA pmarie316@yahoo.com, 215-896-1568 Maintained and grew revenue in white space geographies through expansion of call center promotion selling skills and motivation; allowing more efficient use of field sales force. Channel achieved 4:1 ROI.

Dermatology Specialty Products Business Manager, San Francisco, CA (2000 2007) Promoted to Sales Management directly from field sales assignment based on project teams results. Oversaw HR functions and provided motivational sales team leadership for 12 specialty reps and account management team in large geographic district generating $50MM revenue for Propecia. Led major account management, product launch, POA delivery, and business analysis. Directed sales team to over 100% plan for all seven years in the face of constantly changing objectives and priorities. Successfully launched Emend 40 mg, achieving 25%+ market penetration for PONV in under six months and exceeding annual objectives by >100%. Managed major account relationships with key direct account customers representing over $30MM in annual sales; grew this business segment at 10-12% per year. Increased focus on most important customers and reduced sales team by nearly 50% through customer-focused geocentric realignment. Delivered individualized coaching to identify and build on strengths and drive personal and team performance. Developed talent through coaching, mentoring, competency development, and recognition of achievement. Promoted 13 reps to higher titles, new positions, or HQ assignments during tenure. Health Science Associate (HSA) /Senior Specialty Sales, Dermatology Division, Indianapolis, IN (1996 2000) Spearheaded advocate development and market preparation pre-launch of Propecia. Identified, developed and contracted with thought leaders to support medical education and provided scientific leadership to PC teams. Contributed to success of launch in Indiana through support of over 50 physician education programs. Promoted to Senior Specialty Rep after finishing launch year in top 10% nationally (over 130% to plan). Appointed to lead special project (one of seven teams) at headquarters that set dermatology divisions objectives for 2000. Also mentored a second project team. Chosen to present entire projects outcomes during national meeting. Recognized for superior performance and received multiple awards (VP Club, Award for Excellence). Professional Representative Primary Care, Hospital, Managed Care, Indianapolis, IN (1989 1996) Managed office-based territory representing primary care, specialty, and hospital products. Covered large teaching hospital, PPO, staff model HMO, four regional hospitals, retail pharmacy, and local distribution house. Consistently performed above plan performance and received two VP Awards. Awarded MVP-Cluster Leadership Award for planning, coordination of team effort, and performance. EDUCATION MBA, Marketing, University of Phoenix Fairfield, CA (3.98 GPA) BS, Cost & Managerial Accounting (Finance Minor), Metropolitan State Denver, CO (3.68 GPA) TECHNICAL SKILLS SAP, ARIBA, INSIGHT, MS Office THERAPEUTIC EXPERTISE & PRODUCT EXPERIENCE SOLD MARKETED Propecia Singulair ./ Pepcid IV Pepcid Clarinex Prinivil / Prinzide Propecia / Primaxin Mefoxin Nasonex / PedVaxHIB MMR Zostavax Clinoril LAUNCHED Zocor Cozaar / Hyzaar Fosamax Proscar / Propecia Emend 40mg

THERAPEUTIC AREAS Dermatology Cardiovascular Lipids Respiratory Vaccine / Antibiotics GI Urology Orthopedics