Summary
Overview
Work History
Education
Skills
Additional Experience
Affiliationsandindustryleadership
Honorsandawards
Technicalskills
Timeline
Generic

Jennifer Conner, MBA

Richmond,VA

Summary

Dynamic business leader with hands-on experience in CPG and B-to-B markets and talent for navigating challenges. Brings strong problem-solving skills and proactive approach to new tasks. Known for adaptability, creativity, and results-oriented mindset. Led diverse teams of over 40 professionals and managed budgets upwards of $15M, fostering a culture of excellence and collaboration that translated into notable business achievements and operational efficiency. Committed to making meaningful contributions and advancing organizational goals.

Overview

18
18
years of professional experience

Work History

Sr. Director Private Label Business Operations

McKesson Medical-Surgical
03.2023 - Current
  • Organized successful product launches by coordinating with internal departments, external suppliers, and a 1,500 team member sales force.
  • Engaged with Quality Assurance, Product Development, Sourcing, Marketing, Brand Management, Sales, and Business Insights to address process challenges from multiple perspectives and secure comprehensive stakeholder buy-in for changes.
  • Developed and implemented Fast Pass to launch a new product in 6 months - from completion of 510K to product arrival in distribution centers (4 complete products to date with annual projected revenue of >$50M).
  • Overhauled product development, achieving a 64% reduction in cycle time and introduced clear processes, responsible, accountable, consulted, and informed (RACI) matrices for 22+ project types & developed software tools with 3rd party vendors.
  • Built new team - identified, recruited, and onboarded a diverse team of process and project managers, enhancing team capabilities and driving forward strategic initiatives.
  • Provided valuable input during new product development stages, ensuring alignment with target consumers'' preferences and needs.
  • Ensured select business operations adhered to relevant laws, regulations, and compliance requirements.
  • Set up a robust framework of KPIs to assess the effectiveness of new processes which include cycle time, error rates, and customer satisfaction, and tracked and reported on each, providing ongoing insights into process improvements.

Chief of Staff, DC Operations & Customer Experience

McKesson Medical-Surgical
08.2020 - 02.2023
  • Conceptualized and managed the Rep One-Stop Pilot service model to centralize the resolution of sales representative and customer issues. Managed the Pilot across eight back-office teams, enhancing service efficiency and freeing up 3 hours per week per sales rep.
  • Developed and led the first formal product stockpile program, defining product requirements, pricing strategies, and marketing plans for customers. Presented the program to over 35 large customers, successfully securing 11 proposals and signing 5 agreements.
  • Coordinated COVID-19 related protocols across 28 distribution centers, which included managing vaccine clinics, implementing health and safety rollbacks, and adjusting protective measures in line with evolving guidelines.
  • Led and facilitated monthly roundtable discussions with 13 senior sales participants and the Executive Leader to address and resolve key customer and operational challenges, fostering a collaborative environment and driving substantial improvements across employee function
  • Directed / Project Managed a comprehensive review and update of the multi-year operations strategy, identifying 16 critical areas to enhance customer service, increase operational capacity, and integrate metric-driven decision-making processes.
  • Led the development and implementation of the Dynamic ETA capability, enhancing customer experience by providing estimated delivery dates for products. Successfully deployed this feature across 26 nationwide Distribution Centers.
  • Orchestrated a strategic volume rebalancing across distribution centers, which involved shifting 20% of the workload from the beginning to mid-week, achieving reductions in overtime costs and enhancing work/life balance for employees.


Sr. Director of Project Management & Chief of Staff – Extended Care Sales

McKesson Medical-Surgical
11.2019 - 07.2020
  • Led and Project Managed the largest logistical operation in the Extended Care Sales market to ensure the timely provision of essential medical supplies during the COVID-19 - the distribution of over 120,000 cases of critical products across 20,000+ locations.
  • Forged strong collaborations with sales leadership, the global supply chain, inventory management, and 30+ distribution centers to streamline operations and ensure efficient product distribution.
  • Collaborated with executive team members to define and prioritize annual business strategies, ensuring alignment with corporate goals
  • Leveraged advanced data analytics to monitor supply chain performance and sales outcomes, providing insights that drove strategic decisions and improved operational efficiency.
  • Initiated and led Sales Councils aimed at enhancing leadership skills within the sales team, fostering a culture of continuous improvement and adaptive leadership.

Sr. Director of Marketing – Supplier Management

McKesson Medical-Surgical
11.2017 - 10.2019
  • Led a long-range supplier marketing plan which secured executive leadership approval, enhancing marketing capabilities, formulating future financial models, initiating new programs, and conducting ROI analyses to assess risks and opportunities.
  • Fostered strong cross-functional collaboration with product development, sales, and operations teams to ensure that marketing strategies were well-integrated and aligned with overall business objectives.
  • Crafted and launched a new manufacturer value proposition that successfully drove over $1M in incremental revenue, demonstrating a keen ability to identify and capitalize on market opportunities.
  • Directed the Preferred Marketing Program for suppliers and orchestrated over 100 annual marketing plans, generating $18M in revenue. Achieved a 20% increase in supplier marketing program revenue and a 28% rise in the development of new marketing plans.
  • Played a pivotal role in securing funding for the MMS National Sales Conference, which saw an attendance of over 1,500 sales associates and generated $6.3M in 2019, marking a 14% year-over-year increase.
  • Rebuilt and led the supplier management marketing team, aligning the team’s strategy with organizational goals.

Sr. Director of Marketing – Lab

McKesson Medical-Surgical
11.2015 - 10.2017
  • Spearheaded the marketing integration of a $300 million lab company, orchestrating customer communications, consolidating value propositions, and overseeing the migration of customer and sales representative programs.
  • Led initiatives leading to a 30% year-over-year increase in sales and a 36% rise in lab product units placed/sold in FY2016, driven by targeted training for over 900 account managers.
  • Devised and managed a growth reagent program with supplier partners and sales managers, achieving a daily sales increase of $133K and a 6% growth rate, contributing significantly to revenue growth and market expansion.
  • Increased brand awareness by developing and implementing strategic marketing campaigns.

Sr. Director of Marketing – Home Care

McKesson Medical-Surgical
01.2014 - 11.2015
  • Managed and revitalized the Home Health Agency (HHA) Net Promoter Score (NPS) initiative, analyzing customer feedback to identify root causes of lower satisfaction scores. This led to the initiation of 15 targeted improvement projects.
  • Led the strategy and oversaw the development of the new HHA Wound Care Program, marking it as the first comprehensive care solution of its kind within the Extended Care (EC) segment. This initiative attracted several multi-million-dollar customers.
  • Collaborated with sales team to align goals and objectives, increasing revenue potential.
  • Directed the marketing strategy and collaboration with the largest member-services organization in the Durable Medical Equipment (DME) market, valued at $30M.

Director of Marketing – Extended Care

McKesson Medical-Surgical
06.2011 - 01.2014
  • Led the creation and implementation of McKesson Medical-Surgical’s (MMS) first direct-to-customer channel which generated over $500K in sales, achieving impressive engagement metrics with 15%+ open rates and 10%+ click-through rates (CTR).
  • Directed multiple sales revenue programs that collectively produced $20 million in incremental growth and a 25% year-over-year increase. These programs also generated over 300 new leads, significantly expanding the customer base.
  • Led the marketing strategy for the launch of a new technology, Supply iQ. This involved overseeing naming, branding, market research, pricing strategies, and pilot activities and managed and comprehensive launch campaigns.
  • Launched innovative experiential marketing campaigns that drove customer engagement and generated buzz around new products or services.

Marketing Manager – Long Term Care

McKesson Medical-Surgical
07.2009 - 06.2011
  • Spearheaded the development of a comprehensive marketing plan for a first-in-market regulatory solution, the Quality Indicator Survey (QIS), mandated by the Centers for Medicare & Medicaid Services (CMS).
  • Directed the integrated marketing strategy and execution for quarterly penetration programs that achieved more than $11 million in incremental sales with an average growth rate of 7%.
  • Developed and executed a marketing strategy for the equipment program, driving $1 million in incremental sales and achieved an average growth rate of 73%.
  • Analyzed market trends to identify new opportunities, adjusting marketing plans accordingly for maximum effectiveness.

Director of Marketing – US Credit Card, Customer Management

Capital One Financial Corporation
09.2006 - 06.2009
  • Spearheaded the integrated marketing strategy and execution for the First-In-Wallet initiative, which targeted 6 million customers and achieved an average response rate of 15% over five quarters.
  • Managed the development and implementation of a multi-channel, direct marketing strategy aimed at increasing customer awareness of product benefits. This strategy achieved a 12% redemption lift and an increase in purchase volume of $5.8 million.
  • Launched the first lifecycle strategy for rewards. This strategy led to the most successful promotional holiday campaign in the company’s history, yielding a 20% response rate and a 62% increase in engagement over the previous year.
  • Utilized advanced analytics tools to monitor campaign performance, making data-informed adjustments as needed to improve results continuously.

Education

Master of Business Administration (MBA) -

Virginia Commonwealth University

Bachelor of Science (BS), Business Administration – Marketing & Management -

University of Richmond

Skills

  • Team building abilities
  • Policy Development
  • Culture Transformation
  • Collaborative Leadership

Additional Experience

  • Brand Manager, Chewing Tobacco, Swedish Match North America
  • Account Executive, Sharon Brooks & Associates
  • Sales Manager, Market USA

Affiliationsandindustryleadership

  • Ambassador, WE: 2021 – Present
  • Member, Professional Women in Healthcare: 2010 – Present
  • Member, American Marketing Association: 2008 – Present
  • Member, HIDA Lab & Primary Care Council Boards, Health Industry Distributors Association: 2016 – 2019

Honorsandawards

  • McKesson Brands Game Changer
  • All-For-One Award (4x)
  • Marketing Strategy & Innovation Awards
  • Marketer of the Year Award

Technicalskills

  • Microsoft Office: Word, Excel, PowerPoint, Outlook, Access
  • Microsoft Teams, Microsoft Visio, Microsoft SharePoint
  • Google Docs, Google Drive, Dropbox
  • SmartSheet, Adobe Acrobat Reader/Writer, JIRA
  • Power BI, SalesForce.com, Marketo

Timeline

Sr. Director Private Label Business Operations

McKesson Medical-Surgical
03.2023 - Current

Chief of Staff, DC Operations & Customer Experience

McKesson Medical-Surgical
08.2020 - 02.2023

Sr. Director of Project Management & Chief of Staff – Extended Care Sales

McKesson Medical-Surgical
11.2019 - 07.2020

Sr. Director of Marketing – Supplier Management

McKesson Medical-Surgical
11.2017 - 10.2019

Sr. Director of Marketing – Lab

McKesson Medical-Surgical
11.2015 - 10.2017

Sr. Director of Marketing – Home Care

McKesson Medical-Surgical
01.2014 - 11.2015

Director of Marketing – Extended Care

McKesson Medical-Surgical
06.2011 - 01.2014

Marketing Manager – Long Term Care

McKesson Medical-Surgical
07.2009 - 06.2011

Director of Marketing – US Credit Card, Customer Management

Capital One Financial Corporation
09.2006 - 06.2009

Master of Business Administration (MBA) -

Virginia Commonwealth University

Bachelor of Science (BS), Business Administration – Marketing & Management -

University of Richmond

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Jennifer Conner, MBA