PharmaForce 2009 Speakers
Clint has worked in the pharmaceutical industry and at Pfizer, the world’s largest research-based pharmaceutical company for almost 20 years, and has held key positions of increasing responsibility in the areas of sales, training, sales management, marketing and general management. He is based at Pfizer’s world headquarters in New York City. Clint recently assumed the position of President, U.S. Operations, Pfizer Animal Health (PAH). In this role, Clint oversees the management of the livestock and companion animal businesses in the United States, currently the largest region in PAH with over $1 billion in revenues in 2006. Pfizer Animal Health is the #1 pharmaceutical company in this sector. As a member of the Animal Health Leadership Team, Clint also plays a critical role in strategy, planning and development for PAH. Prior to this position, Clint was the Vice President & General Manager for Pfizer’s U.S. Anti-Infectives/HIV Business Unit.
Michael C. Pucci is Vice President of External Advocacy for GlaxoSmithKline. His work on GSK’s Value of Medicines campaign has been featured on the cover of Sales & Marketing Management, Medical Marketing & Media, and Advertising Age and PharmaVoice magazines from 2005 and 2008. During Mike’s 27 years with the company, he has served as Vice President of Sales for the Cerenex Division, which launched Imitrex and Zofran in the USA. Mike then led Glaxo’s Sales Training Department for 10 years where he earned a CEO award and set the pharmaceutical industry standard for new rep training and distance learning.
Bruce Braughton is the Associate VP heading up the commercial efforts for the Alliance between UCB, Inc. & sanofi-aventis for the launch of XYZAL. He joined sanofi-aventis in September 1991 and has held several positions within the commercial organization including Sales Professional, Hospital Sales, Preceptor in Sales Training & Marketing, District Sales Manager, Sr. Manager of Critical Care Sales Training, and several roles in Marketing where he was most recently the head of Urology Marketing before joining the Allergy Business Unit. Bruce has won several awards during his career including “ring” every year of eligibility, the Excellence in Leadership Award in both 1998 & 1999, and most recently the winner of the 2005 Marketing Excellence Award. Bruce earned a BS degree in Marketing from Bloomsburg University and an MBA concentrating in Management from Bucknell University.
Ramesh Krishnan is Director - Marketing Science at Wyeth Pharmaceuticals. He is responsible for the promotion-mix modeling that are critical inputs into brand and portfolio planning processes. Through his experience in both consulting and client organizations, he has a broad understanding of the business issues in the pharmaceutical industry, and is proficient in applying econometric and statistical modeling to a wide array of problems in the areas of promotion response and resource optimization, segmentation, forecasting, and customer interaction modeling. He has also worked in tactical areas such as sales force alignment, call planning, and incentive compensation. In addition to an MBA, he holds a PhD in International Economics from Lehigh University.
Norbert Stone is an experienced executive with over 25 year experience in the Pharmaceutical and Biotech Industry. He has held numerous roles in focused areas such as Senior Field Sales Leadership, Marketing, Strategic Planning, Leadership Development, Field Sales Training, Marketing Personnel Development and Software Consulting. Norbert has worked for industry leading companies such as Bristol-Myers Squibb, NovoNordisk, Novartis and Astellas. Currently Norbert is National Senior Director, Sales and Marketing Training & Development for Astellas Pharmaceuticals. In his current role, Norbert and his staff are responsible for the training & development of Field Sales, Field Sales Leadership, Senior Sales Leadership and Marketing Personnel.
Charlotte Sibley is Senior Vice President of Global Business Research and Intelligence for Shire Pharmaceuticals, with responsibility for market research, competitive intelligence, commercial assessment for new products and strategic forecasting. She joined Shire in January 2005 from Millennium Pharmaceuticals, where she was Vice President, Global Commercial Research and Health Outcomes. Previously, she was at Pharmacia Corporation (now Pfizer) as Vice President, Global Business Research.
Michelle Dipp, M.D., Ph.D., is the Vice President of GSK’s Centre of Excellence for External Drug Discovery (CEEDD). In her role, Dr. Dipp manages the day-to-day operations of the CEEDD, which is working to develop a network of external alliances with world-class biotech companies to bring breakthrough medicines into the GSK pipeline. Dr. Dipp is based at Sirtris, a GSK company in Cambridge, Massachusetts. Prior to managing GSK’s CEEDD, Dr. Dipp was the vice president of corporate development at Sirtris, which is focused on discovering and delivering small molecule drugs to treat diseases of aging. Dr. Dipp played a leading role in orchestrating the successful acquisition of Sirtris by GSK in June 2008 for $720 million.
Jim oversees sales coaching & marketing management and leadership development for Allergan; a leader in eye care, dermatology, medical aesthetics, and Botox. Jim has over 25 year’s of healthcare industry experience with SmithKline and Allergan. Beginning in pharmaceutical sales, Jim has achieved numerous promotions through district management, product management, professional relations and U.S. sales operations.
Vladimir Velednitsky is a Director of Vendor Operations team at Pfizer. In this role he is focusing on increasing effectiveness of vendor utilization through data management and analytics. Over eight years with Pfizer Vladimir worked on improving managed care contracting performance and on optimizing prescriber targeting across multiple sales teams in support of major sales force restructuring initiatives. Prior to Pfizer, Vladimir worked for nine years in Horizon Systems as Director of Analytical Consulting Services. He helped various pharmaceutical companies to optimize their management decisions by improving data services, information delivery, and analytics. The area of applications covered prescriber targeting, sales force sizing, alignment and incentive compensation, marketing performance analysis and customer segmentation.
Marc Valdiviezo – Director Marketing Excellence at Sanofi-Aventis US. Marc has held numerous positions sales, brand marketing positions in the US and in global marketing spanning a wide range of therapeutic specialty and primary care markets. He is currently responsible for marketing excellence at sanofi-aventis in the US, driving efficiency and effectiveness initiatives and marketing innovation, specifically as it relates to integrating the sales force in professional, multi-channel customer relationship management programs.
Cal Austin has been with Pfizer for 20 years, beginning as a representative in North Carolina. Since moving to New York, he has been involved with every aspect of sales operations and technology training. Currently he is managing the roll-out of a new SFA to the US sales force using a combination of virtual learning and classroom training.
Sam Rasty is Director of Strategic Marketing at Endo Pharmaceuticals, a specialty pharmaceutical company with a strategic focus in pain management, urology, endocrinology and genitourinary oncology. His responsibilities include strategic identification of new in-license opportunities and product/franchise growth strategies across multiple therapeutic areas. In addition, he leads the effort to provide commercial assessments and valuations for in-licensing and M&A product candidates and manage the commercial dialog with prospective partners. Prior to joining Endo, he was Director of Portfolio Management, Global Product Strategy, at GlaxoSmithKline. In this highly matrixed global role, he led the effort to collaborate with heads of R&D and the commercial organization on product development strategies, commercial analysis, in-licensing and portfolio management, covering GSK’s diverse portfolio of Discovery and Development assets in multiple therapeutic areas including oncology, cardiovascular/metabolic, infectious diseases, musculoskeletal, inflammation, gastrointestinal and urology. His experiences prior to GSK included management consulting and venture capital work in healthcare, business development/licensing roles in biotech and management of R&D teams. He received a Ph.D. in Biochemistry & Molecular Virology from Louisiana State University, completed his postdoctoral training in Molecular Genetics at the University of Pittsburgh and holds an MBA from Villanova University.
Mr. Hockman has 15 years experience in the pharmaceutical industry including hospital and physician based sales, managed care account management, sales management and specialty managed care marketing. He began his career as a sales representative with Wallace Laboratories (a division of Carter-Wallace, Inc.) and worked his way to Senior National Account Manager at MedPointe Pharmaceuticals (Wallace Laboratories became a privately held specialty pharmaceutical company known as MedPointe Pharmaceuticals). In 2006, Mr. Hockman left MedPointe to take a position in Customer Marketing at Allergan, Inc. He is charged with Allergan’s formulation of Medicare Part D strategies and tactics for the prescription business. In addition, he works on the $600MM glaucoma franchise developing and implementing managed care strategies with numerous stakeholders including brand, field, account managers and managed care organizations. He holds a BS degree from San Francisco State University and an MBA from Loyola Marymount University.
Ms. Feltz is Associate Director of Corporate Compliance at Purdue Pharma L.P., a pharmaceutical company headquartered in Stamford, Connecticut. In her role, Ms. Feltz collaborated with other attorneys and compliance professionals to negotiate Purdue’s Corporate Integrity Agreement with the Office of Inspector General of the Department of Health and Human Services. Since implementation of Purdue’s CIA in July 2007, Maggie has partnered with colleagues and management to ensure smooth implementation of the CIA. Along with CIA implementation, Maggie’s primary focus at Purdue is on the Sales & Marketing functions. Additionally, she concentrates on developing effective training and education, assisting in auditing and monitoring efforts, conducting investigations and other ongoing compliance activities and maintaining compliance with state reporting requirements. Prior to joining Purdue, Maggie served as Compliance Counsel at Boehringer Ingelheim Pharmaceuticals, Inc. and practiced health care law at McDermott, Will & Emery. She is a 2001 graduate of Case Western Reserve University School of Law, where she received her J.D. cum laude with concentrations in Health Law and Litigation. She received her M.A. in Medical Ethics from the same institution and holds a B.A. in Bioethics from Wellesley College.
Steve Fox has a strong background in pharmaceutical commercials operations. He has worked for three of the largest global pharmaceutical companies, two of the largest service providers to the industry and three of the world's largest consulting firms. He has a unique mix of a medical research background plus broad business experience and technical knowledge.
John Moran is Global Leader for the Commercial Optimization Center of Excellence for IMS Health. He has more than 20 years of Rx, OTC, and consumer marketing and sales experience spanning a broad range of marketing and sales disciplines. Moran works with many of the world’s top pharma organizations, developing new commercial effectiveness models, with emphasis on strategies that enable greater customer focus and value.
Richard is Global VP of Sales and Marketing for CSL - market leaders in Business analytics and SFE solutions for the pharma industry. Since 2006 Richard has focused on and run CSL’s US operation, CSL Software Solutions Inc. based in Burlington VT. Richard has a wealth of experience in SFE and Incnetive Compensation methodology and implementation, is a thought leader on the subject, and has presented at many industry conferences around the world. Richard has been with CSL since 1997, when he joined as Business Development Director, prior to that he held a variety of sales management, marketing, business development and business intelligence roles with blue chip pharma companies.
Ellen Wurster has over 13 years experience in all areas of Commercial Operations with Intervet/Schering Plough Animal Health. Her key areas of responsibilities include: Business Analytics, data management, Incentive Plan design and management, quota setting, territory alignment. Her team also provides commercial marketing program management. During her tenure, the company has experienced 2 mergers with a 3rd pending. These experiences provided unique opportunities to understand and manage change.
Patrick Homer joined SAS as Life Sciences Sales and Marketing Practice Principal after nearly 20 years of experience in the commercial field of the pharmaceutical industry. At SAS, Homer is responsible for developing commercial strategy and introducing predictive analytics into the sales and marketing divisions of pharmaceutical organizations. Prior to joining SAS, he was a business development director at Innovex Limited, the commercial division of Quintiles, providing outsourced salesforce solutions and salesforce effectiveness initiatives to the pharmaceutical and healthcare industries. Homer has also worked as a national sales manager, building and running four national sales teams.
Karl Braun has 25+ years’ experience in the biopharmaceutical and healthcare industries. He has started, integrated, consolidated, turned-around and optimized the performance of domestic and international business and technology organizations. In business management, IT, medical services, pre- and post-marketing, surveillance, regulatory affairs, pharmacy practice and academia, Karl has been credited with personal contributions to achieving impressive results including growth, modernization, culture change, competitive position, profitability and stakeholder value. He has an exceptional track record of success as a business leader. The scope of his career has made him accustomed to and successful in high-profile leadership roles, making high-stakes decisions, managing vast areas of accountability, facing demanding challenges and overcoming daunting obstacles.
As the head of Campbell Alliance’s Sales Practice, George Schmidt serves the sales and marketing needs of pharmaceutical clients covering a wide array of topics, such as sales force effectiveness, resource allocation, marketing strategy, and product positioning. His understanding of project management and leadership stems from his experiences as a sales and marketing consultant and an officer in the US Army. Mr. Schmidt earned an MBA from the Darden Business School at the University of Virginia and a BS in Industrial Management and Economics from Carnegie Mellon University. He is a frequent contributor to Society of Pharmaceutical and Biotech Trainers’ FOCUS magazine and serves on its editorial board.
Hans Nagl currently holds the position of Director at Shire Ltd. located outside of Philadelphia, Pennsylvania in the United States of America. He is responsible for analytics around promotional resource optimization enabling financial tradeoff decisions between promotional channels on a global basis. He also provides input and experience to issues around Sales Force optimization, targeting and implementing plans and strategies in the United States and Europe. Hans has worked in healthcare-related industries for over 20 years, both on the consulting and the client side, in the United States, Europe and Japan. He has held positions with AstraZeneca, IMS Health and Pennsylvania Hospital, the oldest hospital in the United States.
David Purdie is Associate Director of Marketing Science at Genentech, where he performs Sales Force targeting and segmentation, promotional response modeling, measures the effectiveness of advertising and promotion investments, generates sales response models for promotional channels, and provides recommendations on resource allocation for strategic and tactical plans. Prior to his current role, David was a Senior Statistical Scientist in the Biostatistics group at Genentech from 2005-2008 where he was responsible for designing and performing statistical analyses for clinical oncology programs. David was lured from his native Australia to the Bay Area and Stanford University in 2004 when he was appointed Principal Biostatistician at the Northern California Cancer Center. Prior to moving to the States, David was the Director of Biostatistics at the Queensland Institute of Medical Research, providing statistical leadership for the research and development at this large research organization. David also worked as a lecturer at the University of Queensland teaching statistics to medical students and MPH students, and consulting as a statistician for a large teaching hospital. David completed an undergraduate degree in Statistics, a Masters in Public Health Statistics and a PhD in Epidemiology and Biostatistics at the University of Queensland in Brisbane Australia. His PhD was on identifying risk factors for ovarian cancer.
Keith has 17 years of experience in the pharmaceutical industry where he honed his sales management and sales training skills with companies like Ciba Geigy, Johnson and Johnson and Wyeth. Keith is currently the Director of Pharma/Vaccines Training for Wyeth Pharmaceuticals primarily responsible for Neuroscience and Vaccines Training. In his off time Keith is an active member of Doylestown Toastmasters where he recently served as President and has also achieved his Competent Toastmaster and Competent Leader Awards. He served on active duty for six years and is a former Captain in the United States Army. Keith resides in Chalfont, PA with his wife Lorre of 19 years and his two children Naria and Jason.
Nick Pope is the Global Director of Learning & Sales Training for Bausch & Lomb, one of the world’s largest eye health companies based in New York. A graduate of Genetics, he has over a decade of experience in learning and development, including extensive international experience at AstraZeneca and GlaxoSmithKline. A member of the Chartered Institute of Personnel & Development and British Psychological Society, Nick is qualified in a number of tools including MBTI®, FIRO-B®, OPQ® and Social Styles®. He also holds both NLP Business and Master Practitioner Diplomas. In 2006, he became one of just 30 global training professionals to be certified to deliver the Principles of Persuasion™ Programmes by the world’s most cited living psychologist Professor Robert Cialdini.
Chris is the Managing Principal for ZS Associates’ U.S. Pharmaceuticals Practice. His experience is in an extensive range of sales and marketing issues in the pharmaceutical and health care industries. He has assisted client companies in sales force sizing, structuring, resource allocation, customer segmentation and valuation, targeting and call planning, channel design, organizational design, territory alignment, incentive compensation, integration/mergers, marketing-mix decisions, and sales forecasting. Chris’s pharmaceutical industry experience includes work across the Americas, Europe, Australia, Asia and Africa. During his tenure at ZS, Chris has helped over 100 operating affiliates of top global pharmaceutical companies develop and implement sales force design solutions.
His professional experience spans over two decades which includes 20 years in the pharmaceutical and biotechnology industry with both Johnson & Johnson and Wyeth Pharmaceuticals. He has honed his skills in sales, sales management, business operations and marketing.
Sidney now serves as specialist in Sales Training and Development for Wyeth where he is responsible for the development and delivery of innovative courses, seminars, workshops and processes that are relative to Senior and Mid-level managers in the areas of leadership, coaching, recruitment/selection and effective team building.
Bob Merold is General Manager of the Pharmaceutical Division, bringing almost two decades of experience in information management and technology serving the global pharmaceutical industry. As a senior executive at IMS Health in the 1990’s, Bob develop and led to market leadership the most widely used information service in the industry, the Xponent suite of products, in both America and Europe. Over the past decade he’s consulted for numerous data and technology companies and venture capital firms, in the process working with virtually every major multi-national pharmaceutical firm. Bob has served as an industry expert to The Symphony Technology Group for four years and believes Symphony-Metreo will create great value in solving numerous key business problems in pharmaceutical and biotech companies. Bob also has held management positions at Procter & Gamble and Bristol-Myers Squibb. His is a graduate of the University of Pennsylvania.
Mark Gleason is Senior Vice President of Corporate Development for Aptilon, a pioneer in alternative sales channels connecting reps and physicians live over the internet. Mr. Gleason was a principal of HyGro Group, Inc. a strategic growth consultancy pioneering new strategies and services in eMarketing and physician engagement. He has worked with Bristol-Myers Squibb, Johnson & Johnson, Pharmacia, Searle Pharmaceutical, SmithKline Beecham and Allscripts among others. Mr. Gleason is a regular speaker and writer on pharmaceutical marketing.
Winston Chen serves as Vice President, Strategy and Business Development, responsible for formulating long-term direction for Kalido's business strategy and product offerings, as well as developing key partnerships with technology, content and global services companies. Winston previously served as group vice president of professional services at Kalido with responsibility for consulting and training in the Americas. Winston first joined Kalido in 2001 and has influenced nearly every Kalido implementation in North America, as well as many around the world. In total, Winston has more than 12 years of experience building enterprise-scale business intelligence and master data management solutions. Prior to Kalido, Winston held senior-level technical positions at PeopleSoft (now Oracle), Chicago Tribune and IBM.
Rore joined the Corporate Compliance team at Purdue Pharma L.P. in January 2009. In her role, Rore monitors state and federal legislation, maintains compliance with state regulations, reviews institutional policies, as well as assists with monitoring efforts and training of the sales force. Rore spent five years with the law firms of Beirne, Maynard & Parsons, LLP and Gardere, Wynne, Sewell & Riggs in Houston, Texas practicing litigation with a focus on products liability and environmental law. When her family relocated to Connecticut in 2000, Rore took a few years to stay home and raise her three daughters. During that time, Rore served in executive positions for several community and educational organizations. She is a summa cum laude graduate of Howard University with a B.A. in Economics and a member of Phi Beta Kappa. Rore graduated from the University of Texas Law School at Austin and is a member of the State Bar of Texas.
Todd has been in pharmaceutical/Biotechnology for 12 years. He worked for Pfizer, Merck and Allergan with increasing responsibilities in sales, sales management, account management and most recently in marketing. Todd also holds two post graduate degrees, an MBA and a Masters of Science in Leadership and Business Ethics from Duquesne University. He garnered several sales and sales leadership awards throughout his career and is recognized by his peers as an innovative leader with in Managed Markets. Todd is an active member of AMCP and PCMA. He was recently appointed to the Board of Governors for PCMA, an elite group of industry leaders who convene on a regular basis to discuss current Managed Care trends, issues, and strategies.
Gregg Ciarelli is Vice President, Targeting and Compensation Practice for Wolters Kluwer Health’s Pharma Solutions business unit. Gregg Ciarelli joined Pharma Solutions in 2007. He brings to Healthcare Analytics over 20 years experience supporting marketing and sales environments at pharmaceutical and consumer products companies. Gregg’s understanding of the critical need to coordinate sales, marketing and managed care efforts within a pharmaceutical company will help to drive the continued development of our next generation targeting and compensation products.
Most recently, Gregg served as Executive Director, Sales Administration at Boeringer- Ingelheim. In this role, Gregg was responsible for providing value added analysis to support the Prescription Medicine business through field force optimization, call planning, incentive compensation, sales reporting, targeting and segmentation, CRM deployment, data acquisition/integration, sample and literature distribution, and fleet management. Gregg also had responsibility for pricing, contracting and government reporting for the Prescription Medicine and generics business, Roxane Laboratories. He joined the company as the Marketing Controller in 1986.
Prior to joining Boehringer-Ingelheim Gregg was Associate Director of Finance at Purdue Frederick and spent 10 years in financial and business planning positions of increasing responsibility at Kraft General Foods.
Gregg holds an MBA in Finance from St Joseph’s University in Philadelphia and completed an MBA Certificate program in Pharmaceutical Marketing from St. Joseph’s. He received his undergraduate degree in Marketing and Accounting from Temple University in Philadelphia.