Mark Chick
Uniontown,PA
Summary
Dynamic Director oversees every facet of production with strong project management and decision-making skills. Brings comprehensive knowledge of Strategic Account Management with production writing, planning, and technical operations. Skilled at coordinating production plans and personnel resources to complete work under tight deadlines.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Director- National Accounts
Novavax
09.2022 - Current
- Company Overview: Built national business operations from the ground up for a start-up immunization firm focusing on preventing respiratory diseases such as COVID-19 and Influenza
- Built national business operations from the ground up for a start-up immunization firm focusing on preventing respiratory diseases such as COVID-19 and Influenza, including driving business strategy, go-to-market plans, and strategic partnerships
- Defined and established comprehensive strategic business plans supported by data-driven, customer-centric value propositions, goals and KPIs, and go-to-market strategies to drive client adoption and revenue growth for COVID-19 vaccine products
- Worked with regional and national payers on reimbursement issues and ensured proper handling of claims
- Collaborated with regional and national employee coalitions to drive awareness of vaccines for their members and employers
- Worked closely with many large national retailers and buying groups including FPN and TOPCO
- Initiated contracts and negotiated pricing for nation’s largest GPO’s, aggregates and PBG’s
- Built national business operations from the ground up for a start-up immunization firm focusing on preventing respiratory diseases such as COVID-19 and Influenza
Senior Regional Account Manager - IDN & Retail Sales (Seqirus)
CSL Seqirus Vaccines | Novartis
08.2018 - 09.2022
- Performed a critical regional leadership role with responsibility for strategic business planning, account and contract management, sales operations management, and regional/field sales team training and development
- Executed sales strategies focusing on integrated delivery networks (IDNs), group purchasing organizations (GPOs), physician buying groups, corporate and mass immunization providers, children/adult CDC programs, and state immunization programs
- Owned and managed the end-to-end sales/customer life cycle for ~30 IDN contracts and ~2.5K customer accounts, including initial client engagement, proposal development and presentations, negotiations and closing, and ongoing customer support
- Established and maintained robust cross-functional partnerships with internal stakeholders in the US policy, marketing, legal, contracting, finance, national accounts, medical affairs, sales operations, customer service, and demand management teams
- Influenced account strategy through leadership positions on the VA Hospital team and DoD team, in addition to providing thought leadership and leading meeting planning for the Alliance for Immunization Managers and National Immunization Conference
- Executed a salesforce optimization project that added 6 new account managers and 5 field sales reps in 2018, in addition to establishing a new sales unit with 1 new sales director and 5 public health account managers in 2019
- Operated one of the highest grossing regions in terms of revenue growth and doses generated
Vaccine Solutions Specialist
Inventiv Health | Sanofi/Seqirus
01.2017 - 08.2018
- Served in a multi-faceted national-level leadership role with accountability for sales and marketing, go-to-market planning and product launches, and financial and distribution analysis covering large influenza vaccine purchasers across multiple purchase channels
- Strategized and executed sales and go-to-market efforts to drive large-scale vaccine purchases with diverse retail, wholesale, government, and IDN accounts, including McKesson, Rite Aid, Kaiser Permanente, the DoD, VA, and CDC
- Influenced strategic sales planning at the regional and national levels by attending key strategy meetings and providing insights and recommendations based on detailed analysis of local and regional market/consumer trends
- Collaborated cross-functionally with multiple internal stakeholders (including legal, finance, distribution, customer service, and logistics teams) to successfully negotiate, close, and manage vaccine purchase contracts
- Received a Peak Performer Award in 2018 for exceptional sales performance that resulted in a #1 sales ranking nationally
Business Development Manager
Enterprise Rent-a-Car
05.2013 - 01.2017
- Spearheaded strategic planning, tactical execution, and day-to-day management of B2B market development plans, programs, and partnerships focusing on revenue generation and committed contracts
- Created and implemented a regional business plan template and mid-year diagnostic for the Market Access Manager Team, leading to continuous improvement in sales performance at regional level
- Acquired extensive experience and knowledge in employee relations and affairs by leading legislative monitoring, special interest management
- Assumed multiple internal leadership roles as stretch assignments, including serving on the Career Development Committee and functioning as Business Development team lead
- Managed 4 local branches in region and grew each by over 20%+ YOY, resulting in substantial revenue generation and growth
- Received an Elite Circle Award in 2015 for exceptional sales performance that resulted in a #1 sales ranking for the Group 40 Pittsburgh region
Education
Bachelor of Science - Business Administration And Management
California University of Pennsylvania
California, PA05-2014
Skills
- Strategic Planning
- Verbal and written communication
- People Management
- Operations Management
- Team Management
- Business Planning
- Negotiation
- Contract and Vendor Management
- Charismatic Leader
- Contract Negotiation
Certification
- First Aid Certification
- Microsoft Office Specialist (MOS) Certification
- Project Management Professional (PMP)
- CPR/AED Certification
6-time President's club recipient
Recognized as top 5 in company for sales and revenue generation among 50 Account Managers.
Languages
English
Native or Bilingual
Spanish
Limited Working
Timeline
Director- National Accounts
Novavax
09.2022 - Current
Senior Regional Account Manager - IDN & Retail Sales (Seqirus)
CSL Seqirus Vaccines | Novartis
08.2018 - 09.2022
Vaccine Solutions Specialist
Inventiv Health | Sanofi/Seqirus
01.2017 - 08.2018
Business Development Manager
Enterprise Rent-a-Car
05.2013 - 01.2017
Bachelor of Science - Business Administration And Management
California University of Pennsylvania
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