University of Pennsylvania

Drexel University

Central High School Philadelphia, PA

Associate IT Projects Director, IQVIA

Manage the integration of multiple commercial operations technologies and services including CRM, Reporting, Incentive Compensation, Sample Management, MDM and Data Stewardship.

IQVIA

Associate IT Projects Director, PMO

Managed on-going client engagements that included Call Planning, Alignments, CRM, Sales Reporting, and Incentive Compensation.

IMS Health

Principal, Commercial Effectiveness Services

Working as a Senior Manager in the US Commercial Effectiveness Services Group of IMS Health.  Utilizing a diverse background in pharmaceutical sales, incentive compensation, information planning, and sales operations to provide subject matter expertise, first-hand knowledge and product management to the Commercial Effectiveness Services Team.

Senior Manager, Technology and Application Development

XL Group is a small IT consulting company with focus in two verticals (Life Sciences and Automotive).  The Life Sciences Group provides sales operations functions for several pharmaceutical companies. (IMS Data processing, sales reporting, SFA/CRM, sample management, help desk, data integration, aggregate spend). In this hands on role, I direct, manage and perform the staffing, resource and project planning for multiple concurrent and competing projects across the pharmaceutical and medical device vertical. 

Consult, perform and execute sales operation functions including cloud-based report development, targeting, incentive compensation, alignments, data processing, and marketing program management.

XL Group, Inc

Managing Director - Life Sciences

Directed operations for a custom screen printing, embroidery and promotional products supplier with sole accountability for P&L results. Crafted and implemented long and short range business plans. Established policies, processes and systems governing marketing, customer service, finance and human resources functions. 
	Generated $1,200,000 in annual sales to businesses, government agencies, schools and individuals; improved customer service, reduced costs and grew profit by 20%.
	Developed a web-based application for sales quotes, work orders, pricing and customer relationship management; created a franchise prototype system.
	Implemented an e-mail customer contact system that solidified loyalty and grew business within current customer base.
	Executed a web-based marketing tool using search engine optimization resulting in the generation of 30 to 40 incremental sales leads per month with a close rate of 70%.

Lucky Dog Custom Apparel

Principal/Business Owner

Responsibilities included directing the efforts of a team of managers and analysts supporting internal and external customers from brand marketing, sales, market research, samples administration, training, and business development. Extensive experience with promotional response, call planning, territory alignments, return on investment, business planning, implementation of POA tactics, contract sales organizations and strategic alliances.

Johnson and Johnson

Director Sales and Marketing Operations

Reorganized the Sales Operations Group while directing the efforts of 4 managers, 3 analysts, 4 outside consultants, and 4 vendor companies.  Responsibilities included: Sales Force Alignment/Deployment, Strategic Analysis, Sales Reporting, Sales Automation, CRM, Technical Training, and Help Desk.  Increased employee morale and improved operational effectiveness by focusing on training, team building and recognition.

Oversaw projects from inception through to completion.  Responsible for project plan, project budget, the selection of team members vendors and consultants.  Extensive project management experience crossing many functional areas:  incentive compensation, sales automation, sales, marketing, information management, legal, purchasing, and training.  

Formulated strategic plans for various ethical pharmaceutical products.  Developed new methods for assessing sales force productivity.  Provided resource allocation analysis for new product launches.

Richard Pitts, M.S., PMP