Resume
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Marketing Manager
Work Experience
Overview:Since 2007 self-employed, working for different companies in the field of healthcare; focus on:
• Marketing and Sales
• Interimsmanagement
• Marketing and business plans
• Coaching
• Market research
• Education
1990 - 2006 Employee, working for different companies dealing with pharmaceuticals and medical devices in marketing and sales
1987 - 1990 Scientific research in biochemistry and microbiology
In Detail:
09/08 – 04/10 Ortho Clinical Diagnostics (Johnson & Johnson), High Wycombe (UK)
INTERIM MANAGEMENT MARKETING MANAGER CENTRAL EUROPE
Sales Volume: Approx. € 37 Mio.
Responsibility:
Marketing Manager Clinical Laboratories Central Europe reporting to the European Marketing Director based in the UK, responsible for Germany, Switzerland, Austria, and Poland
Product responsibilities:
Laboratory Diagnostic: analyzers for clinical chemistry and immunoassays
Achievements:
Summary: marketing support in a turnaround situation (downsizing and restructuring), provision of essential marketing tools for product launch, motivation of sales force, stop of downward trend of the last 5 years, analyzer installations above plan; sales revenue above plan (first time since many years), close cooperation within the world wide matrix organization of Johnson & Johnson
• Successful introduction of two new lab analyzers
• Development of business and marketing plans incl. strategic planning
• Development and implementation of specific targeting concept
• Improvement of the customer data base
• Support of sales force activities, e.g. development of various brochures, product-related detailing aids, planning and execution of sales meetings, training
• Public relation: placement of commercial as well as non-commercial articles
• Marketing-Mix: mailing, e-mailing, congresses
• Telephone marketing: discovery of new business opportunities
• Establishment of a high level international symposium: concept, location, selection and briefing of renowned speakers (lab specialists, politicians, economists), invitation process, detailed realization, on-site press conference, follow-up activities
• Development of reference sites
• Market research: study of pricing situation and purchase decisions
• Interviews with applicants wanting to take over my job permanently – I dismissed the offer
• Business successes:
08/07 - 04/08 Omron Healthcare Europe, Amsterdam
INTERIM MANAGEMENT EUROPEAN MARKETING DEPARTMENT
Sales Volume: Approx. € 100 Mio.
Responsibility:
Head of marketing group, responsible for Europe, Middle East, and Africa; leadership of four product marketing managers as well as two assistances
Product responsibilities:
Blood pressure monitors, body composition monitors (scales), step counters, electronic fever thermometers, electronic muscle and nerve stimulators, nebulizers, electrocardiogram
Achievements:
• Individual coaching of the marketing managers according to “situational leadership”
• Improvement of communicational processes:
o within the international marketing department
o to business development
o to European marketing management
• Clarification of the duties of the marketing management with the European management and establishment of job descriptions
• Development of marketing plans on German and European level
• Execution of business activities
• Adaptation of work contracts for product marketing managers
• Introduction of staff appraisals and MBOs (management by objectives)
• Assessment of the staff appraisals and MBOs at the end of the fiscal year
•Installation and coaching of a new head of marketing
10/07 – 02/08 Omron Medizintechnik Handelsgesellschaft mbH, Mannheim
INTERIM MANAGEMENT GERMAN MARKETING DEPARTMENT
Sales Volume: Approx. € 10 Mio.
Responsibility:
Head of marketing, responsible for Europe, Germany: coaching leadership of one marketing manager, one sales manager, and two assistances
Product responsibilities:
Blood pressure monitors, body composition monitors (scales), step counters, electronic fever thermometers, electronic muscle and nerve stimulators, nebulizers, electrocardiogram
Achievements:
• Giving a new strategic orientation
• Introduction of planning processes
• Introduction of professional approval processes
• Planning and execution of a new marketing campaign
• Coaching of new staff: marketing manager and sales manager
02/08 - TODAY Gerresheimer Wilden GmbH, Regensburg
BUSINESS ANAYSIS AND BUSINESS PLANNING
Sales Volume: Approx. € 250 Mio.
Responsibility:
Development and implementation of a business plan for a new business
Product responsibilities:
Plastic products for companies in healthcare business (pharmaceuticals and medical devices)
Achievements:
Market analysis has been finished
Next steps: development of marketing plans and plans for acquisition of new companies worldwide
01/07 - 05/07 Does not want to be mentioned
MARKET ANALYSIS
Sales Volume: Approx. € 100 Mio.
Responsibility:
Development of a pre-launch plan for a special drug on European level
Achievements:
Pre launch plan was developed and presented
PROFESSIONAL EXPERIENCE AS EMPLOYEE
09/99 – 12/06 ALCON PHARMA GMBH, FREIBURG
Head of Marketing – ophthalmic surgical devices
reporting to Head of Marketing and Sales
product responsibilities:
medical devices for cataract, retinal and refractive surgery such as intraocular lenses (e.g. Acrysof®), viscoelastics (e.g. Discovisc®, Provisc®), solutions, sutures, knives, custom paks, various machines for phacoemulsification (e.g. Legacy®, Infiniti®), for vitrectomy (e.g. Accurus®), for biometry as well as an excimer laser for corneal refractive surgery (LASIK)
sales volume: more than 50 million Euro
achievements:
• established and led a marketing group of three product managers and three assistants which was also responsible for medical science and education
• doubled sales within five years and achieved market leadership
• launched numerous innovative products in close cooperation with global marketing in Fort Worth, Texas
• integrated products of Grieshaber and Summit Autonomous after these companies had been taken over by Alcon
• developed one assistant to being a senior product manager in my group
• developed one junior product manager to being a European marketing manager with Alcon
03/96 – 8/99 TAKEDA PHARMA GMBH, AACHEN
Product Manager Gastroenterology, reporting to Group Product Manager
product responsibility: Agopton® (lansoprazole), proton pump inhibitor; Blopress® (candesartan), A2 antagonist
sales volume: approx. 40 million Euro
achievements:
• doubled sales volume within four years
• established numerous measures to increase sales
• introduced a successful new promotional concept for Germany
• coaching of junior product manager
09/95 – 02/96 CREATIVE BREAK: TESTING OF A CHARTER BUSINESS
goal: start of a sailing charter business in the Caribbean (Martinique);
business was then continued by a friend
achievements:
• chartering a sailing boat (45 feet) on Martinique
• doing charter trips in the area between Antigua and Grenada between October and January
• positive profit contribution
01/93 - 08/95 DUPONT PHARMA GMBH, BAD HOMBURG
Product Manager Cardiovascular, reporting to Head of Marketing
product responsibilities: Coric® (ACE inhibitor), Moduretik® (diuretic), Lorzaar® (A2-Antagonist)
sales volume: approx. 15 million Euro
achievements:
• developed a sound marketing and sales concept in close cooperation with sales representatives
• established measures which increases sales significantly
• successful sales cooperation with AWD (Arzneimittelwerke Dresden)
10/90 - 12/92 BRISTOL-MYERS-SQUIBB GMBH, MÜNCHEN
scientific sales representative in the area of Würzburg, reporting to Head of Scientific Sales Representatives
product responsibilities: Lopirin® (ACE inhibitor), Sotalex® (beta blocker), Pravasin®/Liprevil® (CSE inhibitor)
achievements:
• supported sales representatives scientifically to reach sales objectives
• organized and led seminars for physicians
• gave presentations supported by modern media
• continuous exchange with opinion leaders
• educated sales representatives
• responsible for clinical studies in phases III and IV from recruiting of new centers to monitoring
Education
DOCTORAL THESIS (PHD)07/87 - 02/90: Institute of Microbiology (Biochemistry), University of Münster
(grade “magna cum laude“)
Degree: Dr. rer. nat. (PhD)
04/87 - 09/90 contract as a research worker
MILITARY SERVICE
04/86 - 06/87: Coesfeld and Münster
UNIVERSITY
10/79 - 06/85: Studies of Biology at University of Münster
07/85 - 03/86: Dissertation (Diploma, grade excellent)
SCHOOLS
1966 - 1970: Elementary School, Dülmen-Buldern
1970 - 1972: Gemeinschaftshauptschule, Dülmen-Buldern
1972 - 1976: Wartburghauptschule, Münster, Degree: Mittlere Reife
1976 - 1979: Wilhelm-Hittorf-Gymnasium, Münster
Degree: Allgemeine Hochschulreife – Abitur
Skills
Computer:Excel, Word, Power Point and Outlook excellent, various data bases (e.g. Access), Adobe Photoshop, Internet
Personality Training:
successful seminars regarding presentation and presentation techniques, body language, negotiation, creativity, leadership, sales strategies and techniques
Languages
German (mother tongue)English very good
French good
Other
HOBBIESsailing, playing the guitar