Past Projects

Organizational Design

• 2014 Strategic reorganization of Harvard Bioscience integrating separate entities to a global matrix, led restructuring and integration of the sales and support functions in Europe, the Americas and expanded the team in China
• Participant in global strategic integration review and sales team structure Corning Life Science 2012
• Implement plans for BD Labware US sales team to address skills and knowledge gaps in advance of entry into the cell therapy market

SaaS

• Trained as Salesforce.com administrator 2011
• Business Project Leader, successfully launching Salesforce.com globally to 410 users
  • Single sign on platform
  • Project was on time, in scope and under budget with 100% sales adoption
  • Day-in-the-life exercises for VOC and test scripts
  • Translation in Japanese
  • Partner training in local language for China
  • Custom object for sample requests including approval workflow
  • Data integration from 5 previous CRMs including ETL, Deduplication, enrichment
  • Integration with Silverpop
• Launched Salesforce.com globally for sales, technical support, quality and customer service teams including rollout of SupportCloud
  • Project launched on time and on budget
  • Facilitated Salesforce.com as Corporate Quality system of record during ISO9001 Global implementation
  • All Web to Lead, Pricing, sales communications, sales forecasting, RMA are implemented in Salesforce.com
• Technology Roadmap responsibility working alongside Commercial IT and Marketing 

Data

• Integrated revenue reporting to a single scalable data warehouse with daily updates from 11 ERPs, 5 currencies to a single BI standardized across the global selling team
  • Led a team of Finance, Accounting, IT to establish format, identify systems, challenges and stakeholders
  • Set up process to identify metadata strategy that was carried into ERP planning and deployment
  • Deliver daily data loads that identify end user sales data to the individual line item with FX
  • Established data stewardship process to maintain data integrity including product hierarchy
  • Launched interim BI product in Excel format for Product and sales leadership and Tableau Reader for Field Sales
  • Integrated 3 acquisitions to 7 functional currencies including 1 year sales history
• Global data integration to Cognos, project to normalize data from 4 recent acquisitions, primary responsibility was data integrity, metadata analysis and performance analytics
  • ​Worked with IT partners to build SQL tools for identifying duplications, conflicts from integration
  • Worked with Business Analytics team on product identification process in NPD
• Created Territory Alignment optimization with Microsoft MapPoint (now power BI), NetDiver BI Data, NIH ExPorter and US Census Data to maximize potential of direct selling team and reach through channels
• Data project using census, historic ophthalmic sales data and Cataract IOL Market Scope data to analyze territory segmentation, opportunity and direct future investment in team expansion

Variable Compensation

• Post-acquisition bonus plans, program met goals securing retention
• Launched compensation plans globally to drive new behavior aligning sales with integration goals
  • Complex integration, 5 functional currencies, 11 ERP systems through 18 legal entities
  • Goal to drive collaborative selling aligned with new organizational structure
  • Metadata strategy to identify end region, compensation category

Training

• Certified AchieveGlobal Professional Selling Skills instructor 2008
• HBIO training and integration events, goal to shorten learning curve, enable teams to sell product under the new structure. Secondary goal was to create a team atmosphere and reward and recognize top performance
  • January 2014 and January 2015, global meetings for the selling, technical and marketing teams
  • 80 attendees in 2014 and 120 in 2015 
  • 8 training tracks occurring simultaneously
  • Training and meeting formats including audio recordings of sessions for later on-demand content creation
• Corning Americas national sales integration meeting 2013, team responsible for planning and delivering educational content and change management communication​
  • Training and meeting formats including audio recordings of sessions for later on-demand content creation
• Participated on BD Corporate team that evaluated and led to selection of Achieve Global as the vendor for Professional Selling Skills training globally
• Launching on-demand product training program to new organization through corporate Learning Management System
  • Adobe Connect platform, created 20 minute presentation templates across all major products and applications
  • Enabled ability to track in Learning Management Systems, a single repository to manage version control and manager assignment per individual needs
• Member, BD US Sales Training and Development Managers led by the Global Sales and Distribution Effectiveness group
• Led training programs for team of 32 associates
  • Implemented multiple programs of: Professional Selling Skills (AchieveGlobal), Professional Coaching (AchieveGlobal), Price Pressure Workshop (BayGroup)​
  • Piloted Six Months of Practice for two PSS classes measuring knowledge before program, immediatly post and at 6 months with follow up and without
  • 100 Minutes program with BayGroup Pricing Workshop
  • knowledge and selling skills
  • Curriculum for selling skills, product knowledge and scientific application including role plays to combine all elements

Channel

• Restructured contracting process for channels including centralizing the authorization process for base of over 300 active dealers
  • Created Global Director of Channel and Key Accounts role to manage process
  • Legal relationship was established with Jaffe Raitt Heuer & Weiss, P.C. to standardize all T&C’s reducing business legal cost and risk
  • Global Cloud workflow process established

Product

• Led team relaunching and rebranding spectrophotometer line previous OEM line through GE Healthcare
  • Negotiate transition agreement
  • Design and cost expanded service org
  • Competitive analysis
  • Forecast sales under new branding
  • Rebuild channels globally
  • Project on time, on budget and overdelivered on sales goals
• Launched new webinar selection and preparation platform responsible for generating scientific content
  • Webinar end to end workflow
  • Project delivered 2 months late but met other goals. Since launch program has driven revenue and attendance by customers and has exceeded previous company record levels
• Core Team Experience with contribution to 3 projects includes new product development and large product rationalization planning
• Commercial contributor to Relaunch of Falcon FluoroBlok (Now Corning FluoroBlok)
• Major parts rationalization, commercial core team member responsible for communication plan
• New product recommendation for custom procedure trays, launched 2009. New product speeds surgical set up time, reduces risks from reusable surgical tools and eliminates packaging
• Built an electronic front end tool for custom quoting using a visual layout to facilitate accuracy in sampling and speed product trials and contracting
• Revenue synergy tracking post acquisition, participated in strategy built tracking tools for sales and leadership including dashboard reports to project leadership