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Andre Harrell
General Management Executive (Global Sales, Marketing, Sales Training)
United States, New Hope
www.askvisory.com/aharrell2000

Why you should speak with me:

An inspirational leader in Global Sales, Marketing, and Sales Training, I can increase your profits..and inspire your people!

Summary:

Domestic/International Sales Management, Global Training/Product Marketing, and Commercial Operations are a few key senior executive roles I have held within my 20+ years of professional experience.
With a passion and opportunity to lead national and global sales teams, I have built and developed sales organizations that addressed untapped markets, conducted customer segmentations, and uncovered market intelligence to meet corporate objectives and goals. My leadership skills have been broaden with diverse positions that encompass building a sales organization from ground level, managing multi-million dollar budgets and leading numerous cross-functional teams; all which are backed by a Green Belt Six Sigma certification. Through collaboration with senior executives, sales, marketing and shared services; I have implemented new product launches, aided marketing campaigns, managed external vendor/agency relations and have gained a wealth of knowledge regarding 3rd payer initiatives (i.e. GPO’s, MCO’s, Medicaid/Medicare, Hospital Systems) within the Medical Devices, Pharmaceuticals, and Biotech industries.

Career History

Enterprise:
AH2 & Beyond Consulting 
Position:
Sales and Marketing Consultant, Mylan Specialty 
Year:
Nov 2012 – Present
Enterprise:
AH2 & Beyond Consulting 
Position:
President/CEO 
Summary:
Consultative Services include:
·Providing Global Strategic & Tactical Business Diagnostics for large, medium and small companies (including: go to market strategies, customer segmentation initiatives, six sigma process excellence strategies)
·Global Commercial Sales Operations Strategies: Global Sales Force Expansion Strategies, Sales Force Effectiveness Initiatives, Building Training Infrastructure, and Human Resource Management.
·Providing Domestic & Global Marketing Excellence Strategies that include: Building Value Proposition Initiatives, New Product Development Consultation, and Global Market Research Intelligence.
·Working with individual sales leaders in the pharma, medical devices and CPG industries on developing strategic business plans that feature Sales Leadership and Marketing Excellence. 
Year:
Feb 2010 – Present
Enterprise:
Norbrook Laboratories ltd 
Position:
Vice President International Sales & Marketing Operations 
Summary:
Responsible for Global (Worldwide) Sales including:
Developed and leveraged best in class business to business and research strategies that produced new current product lines, new customer market penetration, and increased growth opportunities.
·Built and implemented a market customer segmentation plan that achieved a 98% top line revenue growth with wholesale/distributor accounts for new product Closamectin Pour-On and achieved organizational budget of 700 million.
·Designed and implemented a commercial sales operations strategy that increased customer call penetration, frequency and sales performance of the country sales directors and their sales staffs.
·Brought to company key sales management tools, such as pipeline/opportunity tracking, performance dashboard templates and “Buying Cycle” selling skill tool (helped to develop better efficiencies).
·Along with Chairman developed pricing plan, marketing positioning/market research strategies and SFE strategies for various products which helped to increase new animal healthcare device products.
·Developed/Designed commissions compensation and bonus structure for global sales force 
Year:
Mar 2009 – Jan 2010
Enterprise:
Novo Nordisk A/S 
Position:
Global Head of Sales Operations (BioPharm Group) 
Summary:
Built and led the entire infrastructure of the BioPharm sales operations department from ground level up. Results included:
·As operations head, instituted SFE tools (Implemented Cognos Powerplay, Siebel and Edge Program) and increased sales personnel performance (before implementation 89% after implementation 119%
·Building and executing territory analytics, call planning, customer segmentation processes for 3 categories of business (Hemophilia-Oncology/ Woman’s Healthcare/ Growth Hormone).
·Built an entire training department that included best in class sales competency models, innovative e.learning and account management development curriculum
·Created a “Buying Cycle” sales strategy that helped the Hematology/Growth Hormone groups achieve above forecast (120%) consistently throughout my 2 year tenure.
·Collaborated with sister countries on implementing similar sales operations methods and initiatives 
Year:
Oct 2006 – Oct 2008
Enterprise:
Johnson & Johnson 
Position:
WW Head of Pain Management Marketing/Training 
Summary:
Created and implemented best in class global marketing/training tools and technologies for new pain franchise product (IONSYS Post-Op System). Achievements included:
·Developed comprehensive strategic marketing and training initiatives for hospital & account base sales forces (total of 1000 field personnel).
·Led the development of training/product core messaging and market research utilizing process excellence principles (e.g. KOL development, CRNA/Anesthesiology Focus Groups/Customer Segmentation Studies).
·Built innovative e. Learning training tools that increased the competency of the sales force by 50%
·Successfully managed 15 vendor contract projects, and ensured training/marketing initiatives were delivered on time and within budget. Developed the “Pain Management” Learning Management System.
·Help create and implement IONSYS marketing plan that included:
oGlobal Brand Marketing experience (collaboration & partnering with sister countries on the development of training and marketing combined).
oEstablished a marketing & training partnership with sister company Ethicon Endo
oHelp to develop marketing research and core message development (KOL development). 
Year:
Feb 2004 – Oct 2006
Enterprise:
Johnson & Johnson 
Position:
National Senior Sales Director 
Summary:
Lead and managed a nation of field sales and hospital account representatives. Responsibilities and achievements include:
·Responsible for coaching and managing district sales managers, sales representatives/hospital specialty reps
·Awarded the “Field Sales Director” trophy for growing the region business above goal (145%) and placing in the top 3rd of the nation.
·Hired managers in region of which several were President Trophy winners in 1997 & 1998
·Overlooked National Accounts for major managed care plans within the region
·Achieved sales goals to increase region’s performance from bottom third to top third of the country for three consecutive years
·Improving team performance in sales volume and management promotions
·Chiefly responsible for the coaching and development of the regional directors and their direct reports, and helped to create “position competencies” to ensure development was achieved.
·Managed a multi-million dollar team budget (Markets: Pain Management/Oncology, Infectious Disease, CNS, Dermatology)
·Responsible for the management of group purchasing organizations (GPO’s) to insure hospital product access.
·Created a hospital buying process strategy that helped our team understand how to establish product access. 
Year:
Jan 1996 – Feb 2004
Enterprise:
DeRoyal 
Position:
Regional Director (Critical Care Division) 
Summary:
Regional Sales Director in the Mid-West area of the country. Major accounts included Detroit Beaumont Hospital, The Cleveland Clinic and University Hospitals of Cleveland. Responsibilities and achievements included:
·Managed hospital surgery, intensive care units, orthopedic surgery, and wound care account executives
·Close one of the company’s biggest accounts (Michigan’s Beaumont Hospital-3 million dollar account), temperature monitoring products.
·Managed a 30 million dollar budget primarily in the Michigan and Ohio are (key accounts)
·Negotiated competitive contracts and analyzed profitability & productivity of key departments
·Ranked #2 in the country for critical care sales & nominee recipient for the Ring Club Award 
Year:
Mar 1994 – Jan 1996
Enterprise:
Bristol-Myers Squibb 
Position:
Senior Medical Center Representative (Mead Johnson Consumer Products) 
Year:
Mar 1992 – Jun 1994
Enterprise:
Johnson & Johnson 
Position:
Pharmaceutical/Retail Consumer/Hospital Specialty Representative 
Year:
Feb 1987 – Mar 1992

Education & Qualifications

University:
Central Michigan University 
Degree:
B.S. 
Year:
1985 
University:
Siena Heights University 
Degree:
BS 
Year:
1981 

Other Qualifications & Awards

Green Belt Six Sigma Certification
Microsoft Word/Excel/Powerpoint/Cognos Expert Certification
Leadership Development Certification
Process Excellence Cerification
Toastmasters (Member since 1987)
Creator/Founder of the \"Sales Professional Network\" Talk-Radio Show (Host)
Big Brothers Big Sister Volunteer

Languages Spoken

  • English
  • Spanish
Industry Focus:
Pharmaceuticals
Management Consulting
Business Areas:
Customer Relationship & Marketing
Strategy & Business Advisory

Key Skills:

Senior Sales Management, Global-Training, Brand Marketing, Sales Operations, Project Management (Green Belt Six Sigma).
International Sales Management
Business Analytics

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