Vice President of Marketing, Clinical Research, Regulatory and Quality
Since December 2012
Director of Product Management: Leads & Accessories
September 2007 --- March 2012
Govern all product management processes and strategies for neuromodulation’s Leads and Accessories business segment. Define product priorities, analyze market trends for areas of need and opportunity, develop strategy for market penetration, and align strategic plan with capabilities of product development team to drive innovation. − Through review of market data, trends, and consumer studies, developed Product Roadmap to introduce new platform for percutaneous Leads business segment in pursuit of growth objectives; proposed platform currently undergoing preliminary user preference test in Europe. − Globally launched 10 new products (Epiducer Lead Delivery System, Penta Lead, Tripole 16 Lead, Tripole 16C Lead, Code RX Needle, Blunt Tunneling Tool, Exclaim Lead, Dural Separator, Tripole 8 and 8C), 3 of which are acclaimed by industry as disruptive technologies; products generated 8% increase in company’s market share, including growth of one segment from 0% to 4% market share within 18 months. − Market and present products to key opinion leaders within industry, spurring product demand, interest, and initiating collaborative business partnerships; manage product marketing budgets as high as $2M. − Build and coach division team to optimal performance and efficiency; recruit, hire, train, and continually evaluate Product Management team members.
September 2005 --- January 2007
Formulated, developed, and implemented marketing and communication strategies to achieve business growth. Employed qualitative and quantitative research to define customer needs, product positioning and user preferences. Facilitate the development of clinical strategies to support submissions, launches and post-launch product. − Delivered 3 development charters detailing market opportunity, sales forecasts, cost analysis, and revenue projections, leading directly to launch of 3 new products (90cm Lead 100cm Lead, and Axxess Butterfly Anchor). − Created 8 unique messaging campaigns for distribution to sales force and customers, establishing recognition of company brand, product, and concept. − Coached sales team in product value and messaging, ensuring consistent communication of company initiatives.
Senior Product Manager
January 2004 --- January 2005
Developed product management strategies through study of industry trends, market opportunities, and shifts in consumer sentiment. Delivered performance projections, forecasts, and business analysis to senior management to form company’s strategic direction. Developed effective downstream marketing strategies to guide creation of marketing materials and promotional literature. − Formulated and executed strategic initiatives to promote $48M dollar knee system product line, representing more than 50% of company’s revenue. − Published 4 product briefs, describing relevant market conditions, associated opportunities, and business justification for product development. − Championed the initiative to develop a minimally invasive instrument set for the Opte-Track knee system; instrument set was in limited release. − Introduced new forecasting strategies and processes to more accurately predict product demand in support of maintaining service levels.
Director of Canada & Latin America
January 2000 --- January 2004
Presided over product management, business development, marketing, and sales divisions, shaping Depuy Spine’s strategic direction and guiding company to sustained growth. Directed research initiatives to determine regional market trends, opportunities, and product priorities, and executed strategies derived from analysis. − Created Strategic Product plan for region, defining product lifecycles, new product priorities, segment gaps, business feasibility, and introductory timelines. − Introduced 6 new products (Monarch, Summit SI, Profile, Brantigan, Cages, Symphony, and MM Advantage), achieving 29% Compound Annual Growth Rate. − Despite economic downturns in Latin America, grew annual sales from $7.4M to $8.49M, marking a 40% increase when measured in local currency. − Implemented product management and marketing strategies to seamlessly integrate Link Spine Group into region following corporate acquisition.
Business Director - International Sales
January 1999 --- January 2000
Led global, 32-member sales and marketing team with operations in Scandinavia, Netherlands, and Belgium, and with distributors in Ireland, South Africa, Greece, Central Europe, and the Middle East. Developed, communicated, and implemented global marketing strategies and sales initiatives. − Achieved $47.7M in sales, exceeding company profit goals by 7.8% − Sought, secured, and fostered international business partnerships, including the acquisition of company’s Holland distributor and its integration into the existing corporate fabric.
Director of Marketing, Central Europe
January 1998 --- January 1999
Formulated, developed, and implemented strategies to competitively position company and product. Forged international business alliances in pursuit of growth. − Led integration of DePuy business into Central and Eastern European J&J sales organization, negotiating and arranging new business structures in Hungary, Poland, Slovenia, Russia, Turkey, and Czech Republic. − Created product brand, definition, and promotional strategies for $25M region, ensuring consistent communication throughout Central Europe; initiated and coordinated first regional sales summit.
Area Manager, Central and Eastern Europe
January 1996 --- January 1998
Directed company’s regional sales strategies, programs, and initiatives in Central and Eastern Europe. Built, trained, and coached team of 30 sales professionals. − Revamped territory performance from flat sales to fastest-growing international region, far exceeding company expectations; achieved 44% sales CAGR (vs. 21% goal), reaching $12.7M in annual sales revenue, and attained 68% profit CAGR (vs. 12% goal). − Developed and presented strategy to acquire company’s Greek distributor; proposal accepted and executed by senior management. − Initiated agency operations in Russia, exceeding first and second-year business projections by 35% and 50%, respectively. − Launched DePuy Spine products in Eastern Europe through strategically planned Educational Seminar, attracting industry’s key opinion leaders to presentation of company’s design surgeons.
January 1990 --- January 1994
Bachelor of Science Degree in Liberal Arts and Sciences from University of Illinois at Chicago in 0
Masters of Science Degree in Mechanical Engineering in Biomedical from University of Illinois at Urbana-Champaign in 0