Courtney Gibbs
Bethlehem
Summary
Results-driven leader with proven history of leading high-performing teams and executing strategic initiatives that drive organizational growth. Successfully directed cross-functional projects that resulted in significant process improvements and operational efficiencies. Demonstrated leadership and communication skills in fostering collaborative environments and delivering impactful results.
Known for adaptability, effective collaboration, and delivering measurable outcomes in dynamic environments. Strong communication and problem-solving abilities, coupled with focus on fostering productive and positive team culture.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Director, Vaccines Contract Resources and Training
Pfizer
04.2024 - Current
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
- Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Strengthened internal controls by reviewing existing policies and procedures, ensuring compliance with regulatory requirements.
- Facilitated cross-functional collaboration for improved decision-making processes within the organization.
- Improved project efficiency with strategic planning, resource allocation, and time management practices.
- Implemented innovative solutions to solve complex problems, resulting in increased productivity and streamlined operations.
- Proactively identified potential risks and implemented mitigation strategies to minimize negative impacts on projects or business operations.
Director, Screening TID (US General Medicine)
Sanofi
11.2022 - 03.2024
- Advanced to this role to provide strategic marketing leadership for an acquired (Provention BIO) first in class asset to prepare the market for delaying Stage 3 – Autoimmune Type 1 Diabetes. Lead all strategic activities for screening, strategic planning, and brand planning. Partner with all key stakeholders to align on strategic imperatives and prioritization of tactical execution (External Affairs: State/Fed/Reim/Advocacy, Market Access: PSS, CORE, FRM, TLL, Sales, Communications, and Medical).
- Implemented a market screening strategy for both HCP and Consumer in coordination with Marketing colleagues; in service to bring awareness and education to staging and screening for T1D.
- Trained sales force to proactively engage in strategic dialogue with customer building tools to aid in those conversations; and reactive positioning of screening platforms (commercial; research; in-office options).
- Visually mapped the complex journey of risk identification and highlights all the friction points to create a more seamless “screening” process.
- One-on-one mentorship and development for Pharmacy Fellows, past VACCINE colleagues interested in cross BU movement, and many displaced Sanofi employees positioning themselves to advance in their careers within healthcare.
- Management of vendor relations; not limited to Agencies of Record, Commercial Labs (Quest/LabCorp/Enable BioSciences), and EHR industry consultants.
Director, National Accounts
Sanofi Pasteur
03.2019 - 11.2022
- Responsible for the sales performance, contract maintenance/compliance and relationship management of our largest national account customers within multiple business segments (Wholesale/Distributors, Physician Buying Groups, National Health Systems, Group Purchasing Organizations, and PPN/Collaboratives). Based on my diverse background (in-house and customer facing) purposeful alignment of customer targets within every NA segment (Main Street Vaccines, Henry Schein, Vizient PPNs)
- Consistently collaborates effectively with peers, stakeholders, partners across the organization to positively impact business results. Initiation of W/D outreach campaign for increasing Tdap immunization rates.
- Creatively challenges the status quo to find new ways of working with our customers; this is done through relevant information sharing, openly seeking appropriate input from others outside of the direct team, and constructively approaching customers with business challenges and digging into the topic (PBG contract structure, limitations of contract platforms, member targets/PBG and GPOs)
Director, Key Account Management, Great Lakes Region (Pennsylvania, West Virginia, Ohio and Michigan)
Sanofi Pasteur
03.2021 - 04.2022
- Lead and coach 9 Key Account Managers across 4 states to exceed sales objectives by communicating a compelling and inspiring vision. Aligning to strategic customers in effort to evolve practices and future business opportunities for immunizations withing key large, organized customers. (National Health Systems, Regional Systems, Physician Buying Groups, Health Departments).
- Coordination with multiple internal stakeholders including marketing, contracting, pricing, value and access, finance…in addition to external stakeholders with regional sales in effort to drive business initiatives and execute strategic priorities.
Director, US Flu Pricing
Sanofi Pasteur
03.2017 - 03.2019
- Responsible for the pricing and contracting strategy for all segments (Retail, State/Federal, Non-Contract, PBG, Health System, GPO, PPN/Collaboratives, and List Pricing); expansive market knowledge and early planning resulted in an early season “first to market” position of our offers for ‘19/20 season.
Director, Winthrop US & Legacy Brands Marketing
Sanofi
03.2016 - 03.2017
- Served as the primary contact with our GPO, Health System and Specialty (Oncology/LTC) segment customers and worked closely with the National Specialty Accounts team to maximize our business in these segments; resulting in new indirect/direct contractual agreements with a full portfolio offering.
- ’16 Financial Plan achievement of Net Sales $372.2M was below Budget -$4.4M; but in-line with F2.
- Oversaw prioritization of product pricing decisions and policies for all classes of trade. Responsible for strategy development, forecasting/supply, pricing/contracting for accounts.
- Oversaw all aspects of contract/bid development, implementation, administration and compliance.
- Managed revenue forecasts in conjunction with forecasting group
- Responsible for defining and executing strategic customer marketing management initiatives, tactics, and programs to create interest, demand, and recognition of both Winthrop U.S. products as well as our Heritage product portfolio.
- Management of multiple non-personal professional and consumer promotional initiatives; including conventions, e-Marketing tools (banner/media programs), administration video for discharge kit, and development of Winthrop Brand Plan…all new for Winthrop
Manager of Strategic Initiatives/Operations, Pharmacy Account Team (PAT) – Project Forward eliminated group
Sanofi
03.2015 - 03.2016
- Built and implemented continuous improvement capabilities nationally and standardized communication process for sales leaders and PAT. Established “ways of working” to cascade information to entire team which highlighted key learnings to business partners, shared best practices, and relevant industry updates.
- Assessed national and regional business environments to identify key performance gaps and opportunities to strengthen Sanofi’s PAT value position within the Pharmacy channel. Development of DASHBOARD/KPI trackers to address gaps with business planning tools for Specialist, Regional Manager, and Home Office views.
- Lead in the development, coordination and execution of integrated strategic and tactical plans among multiple internal and external stakeholders. Launch brands Toujeo and Afrezza, Voluntary Recall Auvi-Q, Seasonal promotion of Fluzone.
- Channel Development lead for PrePOA/POA cycle
- Established strong matrix partnerships with brand team and peer Regional Managers for the funneling of critical customer insights & regional opportunities for broader analysis, distribution, and content development specific to the channel.
- Accountable for the Pharmacy Specialist strategies, goals, plans, and tactics; including the development and implementation of territory management plans to ensure revenue generation and revenue growth.
- Responsible for drafting MBO/IC plan to ensure alignment with Brand Strategies and PAT Mission/Vision
- Coordinated with Retail Pharmacy Team, TRADE, Field Sales, US Market Access, and Marketing personnel to secure competitive product access and formulary placement to position Sanofi favorably within local systems and medical groups. Ensured these placement decisions were quickly and effectively communicated to community pharmacy accounts.
- Tracked performance of Regional opportunities to accelerate and maximize the launch brand products.
Pharmacy Account Specialist
Sanofi
07.2013 - 03.2015
- Responsible for supporting community pharmacists in patient care through advancement of medication management and immunization protocol with resources, training and programs; primary mission is to support patient care throughout the continuum. Collaborative approach to services/programs for all levels of pharmacy also applies to Colleges of Pharmacy and Pharmacy Associations.
- Worked with Sanofi account executives at the corporate and regional levels to develop programs. Implementation of programs/services at the local level. Customer experience/feedback was compiled and shared with Headquarters via
Deputy Director, Product Management (Menactra)
Sanofi Pasteur
03.2010 - 07.2013
- Responsible for leading the strategic planning process: Identifying and strategically evaluating US market trends and forecasting in order to define key issues to prioritize strategic imperatives in effort to meet financial plan of $405 M (2011) and $498M (2012)
- Exceeded 2011 Financial Plan by $135M, Exceeded 2012 Financial Plan by $105M
- Responsible for assessing/sizing the 2nd dose market potential and internally campaigning for continued investment in the brand (IZ rate –low 20% Nationally upon recommendation)
- Responsible for all field facing activities: Weekly Champ Calls, MSAP/PrePOA/POA Planning
- Utilized various data sources, both internal and external, to analyze sales trends, competitive activity and market share changes to evaluate effectiveness of product strategic imperatives and tactics.
- Co-Lead: Designed and participated in three Brand market research projects aimed at assessing brand recognition, product key messages and customer needs; which were then used to develop/define the product marketing strategy, campaign, selling strategy and partnerships with external vendors. (Launch: Second Dose recommendation)
- Responsible for identifying and managing vendor relations, project development and deliverables associated with the professional marketing efforts (print, digital, PR programs) and policy/medical education. Managed ~$10M operating budget by performing monthly reconciliations and working cross functionally with finance and purchasing.
- Conducted weekly conference calls with agency partners and divisional/specialty champs to present monthly market analysis, communicate relevant actions/tactics, and define expectations to execute strategy and track deliverables required to meet financial plan.
Management Associate, (Sales Training, Specialty Marketing, Special Projects - VaxServe)
Sanofi Pasteur
11.2008 - 03.2010
- Executed the Training Program for new hires as a comprehensive overview of product information to increase the aptitude and product knowledge for New Hires
- Analyzed, assessed and customized state specific materials to improve specialty sales force ability to drive public/private sales. Participated in development of product messaging, customized POA decks and development/support of tactical recommendations for the Public Health Strategic Plan
- Collaborated with brand marketing, field points, and internal stakeholders by developing materials to meet market demands/responding to market threats (ie. Account Management Training Deck, WIC Implementation Toolkit, Summit/Task Force Meeting Templates, NIS updates, CDC partnership for Adolescent Immunization Awareness Month)
- Developed and executed sales force communications to convey strategic direction and updates behind 340B contract participation, Patient Assistance Program, and CDC price changes.
- Conducted situational analysis of product scenarios to determine impact of HealthCare Reform on the un/underinsured adolescent population – Deputization.
- Identified and created communication/execution plan for potential affiliate partners to support practice management initiatives. The creation of a channel partnership would allow VaxServe to capitalize on its full value proposition of being an Immunization Solutions provider – White Paper submission.
- Served as Project Manager for GPO partnership: Worked with Legal, Tax, Analytics, IS, and Sales/Marketing to determine viability of contract adoption. The value of this contract platform provided a greater reach in the public segment for “Other Vaccine” and “MedSurg” business while forging new business relationships with 3500+ members.
Hospital Sales Consultant and Professional Sales Consultant
Novartis Pharmaceuticals
08.2005 - 11.2008
- Targeted large Academic Medical Centers, Health Systems, and VA Institutions to drive sales and adoption of first in class therapeutics (Launch Brands: Tekturna – AHY, Reclast – Infusion). Territories: Central, Eastern, and Northeast Pennsylvania
- Analyzed and created statistical sales reports and trends to uncover opportunities for increased utilization.
- Cultivated relationships with key stakeholders (In/Outpatient Pharmacy, Hospitalists, Resident/Fellow, VAMC, and KOLs) for new product utilization and formulary adoption.
Business Manager - Medical Consultant
MDx Medical Management
07.2003 - 08.2005
- Served as Practice Administrator for a large multi-specialty physician group in New York City (Gramercy Park)
Education
Master of Business Administration - Management and HealthCare Administration Concentrations
DeSales University
Bachelor of Arts - Business Administration and Psychology
Franklin & Marshall College
Skills
- Sales Management, Training and Development
- Market and Customer insights
- Cross-functional partnerships
- Enterprise thinking
- People management
- Charismatic leader
- Change management
Certification
- Additional MBA Concentration – HealthCare Administration Winter 2020
- APhA: Diabetes/Immunizations October 2013
- Medication Therapy Management August 2014
- Community Involvement: Director, Salisbury Township School Board Feb 2019- June 2020
- Re-learning to play golf Ongoing
- Completed multiple half marathons and fundraising for Leukemia and Lymphoma Society
Timeline
Director, Vaccines Contract Resources and Training
Pfizer
04.2024 - Current
Director, Screening TID (US General Medicine)
Sanofi
11.2022 - 03.2024
Director, Key Account Management, Great Lakes Region (Pennsylvania, West Virginia, Ohio and Michigan)
Sanofi Pasteur
03.2021 - 04.2022
Director, National Accounts
Sanofi Pasteur
03.2019 - 11.2022
Director, US Flu Pricing
Sanofi Pasteur
03.2017 - 03.2019
Director, Winthrop US & Legacy Brands Marketing
Sanofi
03.2016 - 03.2017
Manager of Strategic Initiatives/Operations, Pharmacy Account Team (PAT) – Project Forward eliminated group
Sanofi
03.2015 - 03.2016
Pharmacy Account Specialist
Sanofi
07.2013 - 03.2015
Deputy Director, Product Management (Menactra)
Sanofi Pasteur
03.2010 - 07.2013
Management Associate, (Sales Training, Specialty Marketing, Special Projects - VaxServe)
Sanofi Pasteur
11.2008 - 03.2010
Hospital Sales Consultant and Professional Sales Consultant
Novartis Pharmaceuticals
08.2005 - 11.2008
Business Manager - Medical Consultant
MDx Medical Management
07.2003 - 08.2005
Bachelor of Arts - Business Administration and Psychology
Franklin & Marshall College
Master of Business Administration - Management and HealthCare Administration Concentrations
DeSales University
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