1. G LENN H. R EISER , MBA
34 Whitman Street Congers, NY 10920 M: 914.420.9524 glennreiser6 @aol.com
QUALIFICATIONS PROFILE
Seasoned, results-driven, and accomplished marketing and sales professional with over 18 years of experience. Adept in all aspects of
business development, growth initiatives, marketing and market research. Exemplary business development and sales management track
record. Strong communication, organizational, and interpersonal skills. Known for the ability to establish new divisions and leading operations
of diverse groups of staff. Diverse Managed Markets acumen including: payer contract management & negotiation; healthcare start-up MSO;
and pharmaceutical, biologic and device buy & bill reimbursement services. Skilled at developing sales training programs resulting to the
improvement of performance, attainment of sales revenue, and increase in market share.
AREAS OF EXPERTISE
Strategic Marketing & Sales Management | Managed Markets | Competitive Intelligence | Market Research | Operations Management | Sales |
Business Development & Implementation | Contract Development & Negotiation | Customer Relationship Management | Training & Development
PROFESSIONAL EXPERIENCE
Endo, Inc. - Chadds Ford, PA (2010–Present)
Senior Director, Customer Growth Initiatives 2012–Present
Lead in annual enterprise Managed Markets strategic planning process to identify objectives, strategies, and resources needed for
successful achievement of financial and strategic objectives of: field reimbursement, government and institutional teams. Demonstrate
expertise in developing and executing direct business development strategies and spearheading nationwide direct sales personnel to attain
corporate sales goals. Comprehensive management of company Reimbursement Services & Access Programs for key enterprise products:
American Medical Services (devices), Vantas®, Valstar®, Supprelin LA® (buy & bill product), and HealthTronics (Cryoblation).
 Standardized company HUB reimbursement programs, improved operations, reporting, and quality leading to $200K cost savings.
 Directly design and implement channel (GPO/IDN, VA/DOD, and Reimbursement/Access) strategy in partnership with channel
marketing team.
 Achieving and exceeding sales objectives for 3 Managed Markets teams: GPO/IDN, VA/DOD Account Executives and Field
Reimbursement Specialists.
 Build and cultivate relationships with enterprise-wide stakeholders and departments to efficiently define and handle enterprise
business issues and opportunities.
Director, Strategic Growth Initiatives 2011– 2012
Identified, designed, and carried out Vice President, Urology Strategic Accounts sales division launch & expansion plan, and new hire basic &
advanced training programs; which included product knowledge, business acumen, reimbursement, and large Urology account management.
Directed implementation of fundamental customer strategy embedded in commercial pilots through mobilization of all business segments and
development of company vision enabler platform. Worked closely with key members of all business unit segments for the implementation of cross-
enterprise thinking and action on behalf of customer.
 Provided expert oversight to the VP, USA sales division launch & expansion plan that generated $14M in enabled enterprise sales
revenue.
 Led assessment of growth opportunities to develop strategic footprint across all business units; defined and assessed 21 new
opportunities; and netted out 6 opportunities to build business cases for.
 Initiated the presentation of 6 innovation ideas and business plans to company leadership team through monthly presentations and
attained support to proceed with the Urology consultation company spin-off.
 Conducted innovative, qualitative and quantitative market research methodology.
Associate Director, Managed Care Market Research and Competitive Intelligence 2010–2011
Interfaced with Managed Markets and pricing groups to design and create launch pricing elasticity research for Fortesta® Gel. Designed
and implemented company-wide Competitive Intelligence Program, which included: policy, guidelines, training, standard and ad hoc
reports, daily alerts, portal and hotline, war games, and conference coverage. Leveraged business partners and established SWOT
reporting for brand business planning.
 Thrived in maintaining Competitive Intelligence compliant status of the organization, which primarily focused on landscape, company,
and solutions that produced enabled revenue of $30M.
 Utilized the Competitive Intelligence Fortesta® War Game in determining the accelerated competitor launch date; thus, directing the
brand modification launch strategy.
 Created and led Fortesta® Competitive Action Team to continually challenge and refine launch plan that resulted in two new
hypogonadism market segments and a business development opportunity for an oral Low T-test.
 Conducted innovative, qualitative and quantitative market research methodology.
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2. G LENN H. R EISER , MBA
34 Whitman Street Congers, NY 10920 M: 914.420.9524 glennreiser6 @aol.com
Centocor, Inc. – Johnson & Johnson - Horsham, PA (2002–2010)
District/Senior District Manager, Gastroenterology Franchise 2005–2010
Achieving/exceeding sales objectives for Remicade®, a buy & bill biologic, in New England. Leading, coaching and developing a team (9)
Immunology Sales Specialists. Lead 3 Gastroenterology Marketing 3-Month Rotations involving creation of strategy, execution plan, and
metrics for: 2010 Remicade®/PriCara Copromotion; 2009 National Sales Meeting; 2009 Ulcerative Colitis Share of Voice Pilot.
 Obtained promotion to senior level in 2008 after positioning the New England District to #2 spot in nation.
 Demonstrated solid leadership acuity in improving immunology specialists team (9), recruiting 4 immunology specialists, where 3 of 4
won President’s Club in first full year and 5 of 9 team members received promotions and 1 as a replacement.
 Oversaw the gastroenterology franchise business planning as the field sales lead in 2009.
 Contributed to the sales incentive compensation planning in 2009 as field lead for Managed Markets.
 Directly engaged in development and execution of Plan of Action (POA) I & II Site of Care and Reimbursement Training in 2009.
 Acquired the Warehouse Team Sales Award in 2007 and 2008.
 Consistently obtained Pinnacle Sales Award, #1 in Sales East Region for 4 consecutive quarters of 2007.
 Received Manager of the Year Award in 2007 and 2008; and the Team Sales Award in 2007 and 2008.
 Successfully attained 2007 Encore Award for outstanding leadership in team reimbursement knowledge.
Senior Manager, Sales Training and Development 2004–2005
Directed/facilitated basic/advanced training for corporate account managers, area business specialists, immunology specialists, academic
specialists, and field advocacy managers, and Puerto Rico expansion. Supported diverse departmental objectives through coordination with
Marketing, Medical Affairs, Sales Operations, Strategic Customers Franchise, Strategic Business Franchise, all IMID Franchises.
 Acquired J&J Standards of Leadership Award for AccessOne™ Initiative and functioned as the Co-Lead and Sales Training Lead
for the 2infuse.com initiative for the best in class benefits investigation resource.
 Acknowledged for spearheading J&J WW Marketing Excellence Program as well as Field Leadership and Development Program.
 Led development and training of Landscape Reimbursement Training Program.
 Oversaw the performances of national training manager and 2 regional training managers.
 Facilitated the redesign of Site of Care Fundamental Training in September 2004.
Area Business Specialist 2002–2004
Account management of targeted accounts: site of care specific infusion issues, hospital and practice management, selling at an executive
level. Provided reimbursement education and troubleshooting buy & bill model. Cross-functional field sales interface to provide federal,
payer, and reimbursement updates.
 Executed Site of Care & Reimbursement Training for Gastroenterology sales force at Digestive Disease Week Summit, 5/2003.
 Served as a participant of the 2004 GI Business Planning Partner Working Session.
 Developed, applied first Regional Legislative Update which became a national field resource. 2002 Received Encore Award.
PRIOR WORK EXPERIENCE
Oxford Health Plans, Inc. - New York, NY
Contract Negotiator 2001–2002
HIP Health Plan, Inc. - New York, NY
Contract Manager, Risk Systems Management 2000–2001
Coalition for Care - Good Samaritan Hospital - Bon Secours - Suffern, NY
Coordinator, Managed Care 1998–2000
St. Vincent’s Hospital, Harrison, NY
Case Manager, QA/Risk Management; Case Manager, Community Support Systems; Psychiatric/Mental Health Technician 1995–1998
EDUCATION
MBA Marketing - Northeastern University, Boston, MA | 2009
Post-baccalaureate Pre-Medical Program - State University of New York, Purchase, NY | 1998
BS Psychology, Minor in Research - State University of New York, Plattsburgh, NY | 1995
AFFILIATION
Patient Centered Outcomes Research Institute – Grant and Proposal Reviewer | 2013
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