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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

HOBBIES
sailing, playing the guitar

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