4. .
4
Experience
Senior Manager, Incentive Compensation 3/14 - Present
Responsible for managing the preparation and delivery of sales crediting data, IC plans and
contests for all AbbVie sales franchises. Role spans multiples area of the organization and
requires managing or coordinating of complex data sets, reporting, and IT processes
through collaboration with franchise management, finance, human resources, legal and
Senior Leadership. Other important functions include: data analysis, tools, business
processes, training programs, communications, policy and information which drive toward
strategies and/or enhance sales force productivity. Currently supervise 9 direct reports
and 6 consultants from 2 vendor companies.
• Member of Sales Force mobile App solution: 1CONNECT.
• 2014 President’s Award Winner.
• Replaced 2 senior managers and streamlined two departments into one Incentive Compensation unit.
• Managed $1M promotional budget for IC prizes and awards.
• Created cross functional partnerships with IT, BHR, Sales Leadership, Training and Ethics/Compliance to speed
processes and improve accuracy of all deliverables.
• Began Business Book club within AbbVie.
• Co-authored IC philosophy for AbbVie.
• Led team to rewrite Sales Incentive Policy document codifying basic IC rules and application for field.
5. 5
Education
United States Military Academy, West Point, NY 1988 - 1992
• B.S. in Comparative Politics and Mechanical Engineering
University of Iowa, Tippe School of Management 2005 - 2007
• MBA, Strategic Employee Development
ESSAYONS!
7. The Professional Me Insights from Strengthsfinder 2.0
7
Strategic
Input
Ideation
Arranger
Command
Easily detect unusual configurations or spot new trends in data or factual
information. Devising options appeals to me. By nature, I am innovative,
inventive, original, and resourceful.
Inquisitive. Collector of things and ideas. The kind of mind
that finds so many things interesting. The world is exciting
precisely because of its infinite variety and complexity
Fascinated by ideas. I am delighted when I discover beneath
the complex surface an elegantly simple concept to explain
why things are the way they are.
You are a conductor. I enjoy managing all of the variables aligning and
realigning them until they are arranged in the most productive
configuration possible. I simply try to figure out the best way to get things
done.
I feel compelled to present the facts or the truth, no matter
how unpleasant. I need things to be clear between people
and challenge them to be clear-eyed and honest. People are
drawn to those who take a stance and ask them to move a
certain direction.
8. 8
Leadership How I Do It
Quote: The pessimist complains about the wind. The optimist
expects it to change. The leader adjusts the sails.
Style: Situational – assess the needs of others first and help
people develop and perform as highly as possible. Lead with
strengths, not weaknesses.
2 Virtues: Understand, then be understood.
Culture: Believe and Establish E + E +E
*From All-In by Gostick & Elton
9. Attached to the company and
willingness to give extra effort
9
A work environment that
supports productivity &
performance
Individual, Physical, Social & Emotional Well-Being at Work!
Leadership Why I Lead This Way
10. 10
Leadership With Top Talent
*From All-In by Gostick & Elton
• Set clear, challenging, specific and very measurable
goals for each team member – and the team as a
whole.
• Open, honest, robust transparent communication.
• Provide consistent, actionable feedback to make sure
people are engaged, enthusiastic, and happy – and that
there are no internal politics or problems with the
team that are detrimental to our success.
• Create competition.
• Consistently connect them to the higher purpose.
• Grow with Strengths and mitigate Weakness.
• I have two ears; therefore, I should listen twice as
much as I speak!
12. The Professional Me Values, Principles, Maxims
12
SELF
CHURCH
FRIEND
PLEASURE
POSSESIONS
WORK
MONEYFAMILY
PROJECTS
SPOUSE
CoreValueBased
Principle Centered
HowIOperate(Maxims)
Innovation
Courage
Speed
Character
Drive
Grow
Believe
13. 13
Cardiovascular Care District Sales Manager, Chicago, IL 4/12 – 9/13
Led two Cardiovascular Care Districts (Chicago North and Naperville) with 14 professional
sales representatives responsible for meeting top line sales ($32.4MM) and margin
($22.7MM). Manage promotional budget in excess of $400,000 including promotional
programs and samples to support marketing/sales activities. Provide training, motivation
and guidance to senior Abbvie and Contract representatives to support their growth and
organizational needs for talent. Manage District Business Plans to ensure milestone
attainment and exceed goal attainment by team.
• 2013 (March) YTD, exceeded top lines net sales by $400,000 and margin target by $400,000.
• April 2013 Summit, 15/23; 2012 Summit 22/40 West DMs
• Asked for additional Leadership Responsibilities – now DM over Naperville District.
• DM lead for ACHIEVE Team and Contact Sales Training Team within Indianapolis Region.
• Quota Accomplishment: Q2, 102.5%, Q3, 104.5%, Q4, 110.97%.
• Q4, 2012 – Coached Top National Team, Chicago North, 117.2% Quota Accomplishment.
14. 14
Cardiovascular Care Specialty Sales Representative, Rockford, IL 01/08 – 4/12
Grew the second largest lipid market for CSS in IL. Managed 5 KOL Lipidologists, including
Peter Toth, President, National Lipid Assoc. Strategically planned and executed marketing
and program support to drive quota attainment over 100%. Launched two products:
Trilipix 135mg and Simcor.
• Top 11% of sales (9/77) in 2008 and Top 16% of sales (13/77) in 2009.
• Top 30% of sales from 2008-2012.
• Third highest share change nationally for Niaspan: Sales Director Recognition in 2009.
• PPD Pinnacle Performer 2010, Regional Advisory Council 2008, CSS Speaker Liaison 2010, District
Sales Trainer CSS 2011-12 and Primary Care 2008-2011, Niaspan SMAC panel, 2011.
• Joslin Medical Center Preceptor ship, 2008. National Lipid Association, 2008 and 2010. American
College of Cardiology, Dallas TX, 2011.
• Selected for 2011 Knowledge Bowl at NSM, West Area Winner.
• Regional and District Winner for Pinnacle Performer, Industry Leading Clinical Knowledge, 2011.
• Trilipix Marketing Immersion, 2010.
15. 15
Senior Pharmaceutical Representative, Davenport, IA 10/01– 12/07
Responsible for the professional promotion multiple products in both Iowa and Illinois.
Sold in the lipid, antibiotic, asmthma and endorcrine market space during this time as a
solo and member of selling team(s).
• Top 15% of sales ( 14/89 in 2007
• 2004, National Winner of Omnicef SPIFF, $10,000 award.
• Consistant top 50% performer between 2001 and 2007.
• District Team Leader and Sales Trainer, 2005-2007.
• Top Team in Central Area, 2002.
16. 16
Jevic Transportation, Operations Manager, Atlanta, GA 03/98– 09/01
Led 40 employees in Operations, Sales and Safety for the efficient and profitable operation
of a 96 door less than truckload facility. Overall, annual sales in excess of $40MM. Led
struggling facility through various operational, financial and leadership changeovers to
improve service and profitability.
• Implemented system wide CRM/Billing program under time and budget.
• Recruited 7 Junior Military Officers ( JMOs) to Jevic.
• First graduate of Jevic Management Development Program. Assisted in rewrite and
organization of program, 2000.
• Implemented Statistical Process Controls (SPC) to manage warehouse, profitability and
dispatch operations – saved over $250,000 through use.
• Facility moved from 9/9 in profitability to 3/9 in profitability in 1 year.
• Promoted 3 individuals to greater levels of responsibility.
17. 17
United States Army Officer, Corps of Engineers, Fort Lewis, WA 05/92– 02/98
Various positions of leadership and responsibility from Lieutenant to Captain (promotable).
Responsible for groups of soldiers from 40 to 200 and accountable for equipment and
supplies in excess of $200MM. No loss of life or property during multiple overseas and
stateside deployments for training. Mentored 22 Engineer and other branch officers during
this time.
• Graduate Airborne, Sapper Leader, Battalion Motor Officer and Army RANGER school.
• 1994, US Army Maintenance Excellence Award Winner: Motor pool placed 2 of 6200 in US Army:
Chief of Staff, US Army recognition.
• 1994, recognition, Best Junior Leader, Fort Irwin, CA
• 1996, 1 of 6 selected for US Army Armor Advanced Course, Fort Knox, KY.
