John D. Nicosia
Business Development Healthcare
Palm Springs,CA
Summary
A dynamic Sales Executive with 20 years of experience generating and building relationships in the Healthcare industry. An analytical and decisive professional capable of creating reports, data mining, and leveraging sales technologies such as CRM data to identify, analyze, and act upon leads, opportunities, and sales strategies. A personable hunter who enjoys generating leads and converting them to opportunities and equally enjoys delighting clients by actively listening and presenting right fit offerings and solutions that allow them to meet or exceed their goals and objectives.
Overview
23
23
years of professional experience
Work History
Consultant
Ormolu, LLC
Raleigh, North Carolina
06.2017 - Current
- Consult with established and new clients to understand needs and propose ideal solutions including: lead generation, relationship management, increasing sales, data entry, and reporting
- Increase client lead generation as much as 35% through effective pipeline analysis, developing target lists, and cold calling scripts
- Develop sales toolkits for on-boarding of new business developers including proposals check list, revised marketing materials, CRM guidelines, and company directory
- Perform CRM assessments including gap analysis, data entry, and process revision. (previous clients experienced 15% increase in compliance/data accuracy and reduced data entry by 10%)
- Design capabilities presentations, call scripts, and marketing collateral for clients' legacy and new products/services
Senior Director Global Sales
Inventive Healthcare
Raleigh, North Carolina
02.2017 - 06.2017
- Developed account plans for NorthEast US Biotech and Mid-size pharmaceutical companies based on pipeline analysis
- Generated 2 RFPs in the first month of on-boarding
- Met CRM reporting compliance by ensuring all customer meetings, calls, and emails were input into CRM
- Participated in executive panel discussions on how to penetrate new markets more quickly and effectively
- Monitored social media and online sources for industry trends
Senior Director, Global Sales
Quintiles
Durham, N.C.
02.2013 - 07.2016
- Maintained extensive knowledge of Phase I - III clinical research products and services providing top-notch expertise to Biotech and Pharma clients
- Negotiated contracts and closed sales with new and existing clients to obtain a $175M YOY sales target
- Presented with 2014 Annual Hustle Award for obtaining 100% of sales target in 1H2014
- Recipient of The Mile High Award for achieving 135% of sales target in 2013
- Generated over $200M in non-competitive opportunities by transitioning clients to Preferred Partners through enhanced customer support
- Managed RFPs for both single-phase studies as well as Program RFPs with budgets routinely over $100M
- Surpassed call and meeting appointment benchmarks from 2013-2016 and documented all activities in CRM (salesforce.com)
Director, Global Sales
Quintiles' Central Laboratory
Marietta, GA
01.2011 - 01.2013
- Created and implemented new business opportunities by utilizing strategic networking strategies and recognized with the Hustle Award by obtaining 125 proposals in one year
- Prospected 20 customers per week through cold-calling and internal lead generation and maintained solid 55% conversion rate
- Worked with both internal stakeholders and external clients to gain insights into new resonating sales pitches and delivery methodology
- Developed new marketing collateral and utilized new delivery methods resulting in a new Top 5 Global Pharmaceutical client for the Central Lab
- Appointed Clinical Laboratory Liaison for Clinical Division to increase revenues through cross-divisional sales
Director, Sales Operations
Quintiles
Durham, NC
01.2006 - 01.2011
- Built the first and only Inside Sales Division at Quintiles from concept to launch including the creation of all SOPs and KPIs
- Trained and managed Inside Sales representatives as an incubator program for Field Representatives
- Created and distributed 175 ad-hoc requests for executive sales leadership including reports, presentations, and business cases
- Created, implemented, and directed the first of its kind Global Sales Operations Portal which housed training modules, slide libraries, infographics, reports, news, and other tools gaining 30% more efficiency for field based business developers
- Recognized for producing first Global Weekly Re-Cap communication giving five hours customer face-time back to sales staff
- Led training and on-boarding workstreams for implementation of two global CRM systems (in-house and SalesForce)
- Managed over 250 bid defenses , including training staff, slide creation, and presentation development, and meeting logistics
- Created over 30 training modules , including syllabi, training materials, and questionnaires
- Presented with the Standard of Excellence Award for supporting a global patient registry
Associate Director, Sales Operations
Quintiles, Inc.
Durham, NC
01.2003 - 01.2005
- Directed design and execution of 50+ proactive proposals
- Made recommendations for changes in funding process review and policies based on data and judgment
- Developed new and unique ways to pitch sales messages through the creation of persuasive Infographics and slides
- Mined databases, conducted analyses, and created reports on drug pipelines and experience tables for lead generation pitches, bid-defense presentations, and Requests For Information (RFIs)
- Oversight of 1-800 Line and first voice to customer triaging hundreds of leads to sales, operations, and executive management
- Managed communications, training, roll-out, and documentation of select operational delivery transitions, ensuring sales team compliance and mitigating risks to customers
- Modified and maintained tools to support operations and business process creation using Adobe Acrobat, SharePoint, Excel and Access capabilities
Education
Bachelor of Science - Forest Management
North Carolina State University
Raleigh, NC12.1996
Bachelor of Science - Natural Resources And Ecosystem Assessment
North Carolina State University
Raleigh, NC12.1996
Skills
- Account development
- Business process optimization
- Cold calling/Lead generation
- Communications
- CRM Systems
- Customer Service
- Networking
- New account creation
- Rapport and relationship building
- Sales analysis and reporting
- Self-motivated
- Sales funnel development
- Territory management
Software Literacy
SalesForce.com (data entry, report generation, and analytical applications). Experienced in graphic design and work well with the following: Adobe Suite (Illustrator, Photoshop, InDesign), Prezi, and Brainshark. Administrative software includes: Microsoft Suite (Excel, Word, PowerPoint, OneNote), SharePoint, Google Analytics, Apple Suite, Google Suite.
Volunteer and Hobbies
A self educated Upholsterer who enjoys transforming discarded furniture from useless to useful. I volunteer with the Greenchair Project and donate my time and re-upholstered furniture to help generate income for battered and abused women who need help with housing and social services.
Timeline
Consultant
Ormolu, LLC
06.2017 - Current
Senior Director Global Sales
Inventive Healthcare
02.2017 - 06.2017
Senior Director, Global Sales
Quintiles
02.2013 - 07.2016
Director, Global Sales
Quintiles' Central Laboratory
01.2011 - 01.2013
Director, Sales Operations
Quintiles
01.2006 - 01.2011
Associate Director, Sales Operations
Quintiles, Inc.
01.2003 - 01.2005
Bachelor of Science - Forest Management
North Carolina State University
Bachelor of Science - Natural Resources And Ecosystem Assessment
North Carolina State University