Melinda Garland
Mechanicsville,VA
Summary
Accomplished professional and leader with a robust background in account management and client relations, specializing in managing accounts within rare disease and therapeutic areas. Experienced in spearheading omnichannel campaigns for HCP and DTC audiences, adept at integrating creative strategy, regulatory precision, and data-driven execution to deliver impactful results across therapeutic areas while ensuring compliance. Known for strategic thinking, effective communication, and adaptability to changing needs. Skilled in driving team collaboration, maximizing revenue, and fostering client satisfaction; reliable and results-focused, consistently delivering high-quality outcomes.
Overview
10
10
years of professional experience
Work History
Senior Consultant/Owner
Melinda C. Garland Consulting
Richmond, VA
12.2024 - Current
- Lead a 6-month consulting engagement for a Richmond-based business, delivering operational, financial, and client service transformations
- Built systems and processes that improved compliance, budgeting, applying marketing experience to demonstrate and train staff on best practices, exceptional client experience, and day-to-day management
- Standardized SOPs and operational workflows to improve training, accountability, and service consistency
- Reduced operating costs by 15% through SOP design, vendor streamlining, and insurance process optimization
- Reorganized office layout and filing systems, enhancing team efficiency and reducing administrative bottlenecks
- Overhauled the processes for insurance filing and reporting to minimize risk and increase return in revenue
- Developed talking points, email templates, and customer-facing collateral to support client communication and professionalism
- Advised client on the client experience strategies, identifying touchpoints to improve family experience, empathy, and service personalization
- Provided recommendations to improve custom dashboards and planning frameworks to enhance business visibility and long-term growth tracking
- Evaluated business processes, identifying inefficiencies and recommending targeted improvements.
- Collaborated with clients from concept through final delivery of product or service.
Account Director
IPG Health
10.2023 - 08.2024
- Directed strategy and execution across multiple therapeutic areas, in HCP and DTC omnichannel campaigns (digital, print, video)
- Managed new brand launches, including go-to-market strategy, asset development, and performance tracking
- Presented in brand planning workshops to translate data and client goals into actionable strategic roadmaps
- Streamlined internal processes for improved efficiency and faster response times to client inquiries.
- Acted as the primary point of contact for high-value accounts (~$250k-$3MM), nurturing relationships and proactively identifying upsell opportunities.
- Applied business and marketing knowledge to develop briefs and pitches for client projects.
- Recruited, interviewed and hired employees and implemented knowledge share/best practice program to promote positive feedback and engagement.
- Conducted regular performance reviews for direct reports, providing constructive feedback and setting clear expectations for future growth.
- Presented monthly comprehensive account updates to senior leadership during monthly review meetings, showcasing progress towards annual goals.
- Facilitated open lines of communication between creative teams and clients, ensuring projects were delivered on time, within budget, exceeding expectations.
- Created a dynamic scoping tool that reduced amendment turnaround time and enabled faster client feedback and reallocations
- Led RFP response and pitch development, participated in pitch presentation to prospective clients and securing multiple new business wins
- Delivered strategic insights and campaign reporting to client and executive teams for stronger decision-making
- Conducted monthly performance reviews, in addition to weekly status calls with clients to ensure service delivery met expectations and standards.
- Implemented effective cost-saving measures, reducing overall expenses while maintaining high-quality service delivery.
Account Director
SNOW Companies
Williamsburg, VA
02.2021 - 07.2023
- Served as strategic lead across multimillion-dollar portfolios, guiding launch, content, and engagement strategies for brands in high-complexity therapeutic areas
- Developed and managed scopes from $100K-$3MM rare disease portfolios
- Led brand launches with full oversight of timelines, content planning, and omnichannel activation
- Directed brand planning sessions and workshops, aligning internal teams around insights and campaign strategy
- Developed pitch decks and capabilities presentations that secured new business and long-term client partnerships
- Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches.
- Delivered measurable success by consistently meeting or exceeding client expectations, solidifying reputation as a reliable account partner.
- Mentored junior team members, fostering a collaborative environment that encouraged professional growth.
- Oversaw content brief development and tactical plans in collaboration with creative team
- Recommended DEI strategies and insights to clients that resulted in a 8% SOW increase in Q3 for a new project
- Implemented workflow improvements that reduced production timelines by 30%+ without compromising compliance
- Led strategic client relationships, driving program success and long-term growth.
- Managed cross-functional teams to deliver integrated marketing solutions aligned with client objectives.
- Directed client projects with eye for quality and brand strategy alignment
- Pioneered client feedback loop, using insights gathered to refine service offerings and drive continuous improvement.
- Identified market trends, providing insights that informed client decision-making and strategy refinement.
- Spearheaded initiatives that streamlined operations, resulting in improved efficiency across account management processes.
- Maintained deep understanding of company services and products in order to offer most knowledgeable customer support.
- Managed budgets for multiple accounts, ensuring optimal allocation of resources for maximum impact.
- Mentored junior associates in best practices for project management, time management, and problem-solving techniques.
Business Analyst
Southern Glazer's Wine & Spirits
Richmond, VA
12.2019 - 07.2020
- Analyzed alcohol and beverage data for a $13M portfolio across three states by delivering reports that provided senior leadership with insights on trends, risks, and brands performance
- Collaborated with cross-functional teams to gather requirements and define project scope.
- Provided reports for Pernod Ricard stakeholders on brands performance for Mid-Atlantic region
- Led data-driven analysis and provided actionable insights to support key decision-makings in sales, supply chain, and marketing strategies
- Developed real-time KPI workbooks and implemented seven operational enhancements, reducing risk and optimizing performance
- Partnered with engineers to enhance tool usability for sales and senior management, and trained territory managers on data interpretation
- Efficiently managed multiple tasks in a dynamic environment, developing templates that streamlined reporting processes and enabled rapid leadership decision-making through clear data narratives and visualizations
- Provided training and support to end users on new business processes and software tools, ensuring smooth transitions and adoption
- Identified and mitigated risks by performing regular analysis and proposing corrective actions to keep budget projections on track
- Conducted market research studies to provide valuable insights for strategic planning initiatives.
- Conducted in-depth market research to identify emerging trends, enabling strategic planning and forecasting.
- Drove operational efficiency by automating routine tasks, freeing up staff to focus on more complex issues.
Insurance & Financial Professional
New York Life
Glen Allen, Virginia
03.2015 - 12.2019
- Built and managed a book of business serving 200+ clients, with life insurance coverage exceeding $250MM in total face value
- Proven ability to learn quickly and adapt to new situations.
- Maintained less than a 2% policy loss ratio (vs. 8% company average) through strategic retention and underwriting review, resulting in a 98%+ of premium revenue retention
- Developed integrated planning strategies across insurance, retirement, wealth, and estate protection
- Led quarterly brand planning and marketing campaigns, increasing client acquisition and market presence
- Spearheaded one of the largest employee whole life benefit programs in Virginia, driving general office revenue and earning top revenue producer recognition multiple months
- Served as a board member for NAIFA (National Association of Insurance and Financial Advisors) and Young Advisors Committee, advancing industry mentorship and ethical leadership and lobbied on Capitol Hill, advocating for industry policy directly to members of the U.S. House of Representatives
- Selected as a participant in the Million Dollar Round Table (MDRT) Mentor Program, supporting advisor growth and qualifying standards
Education
Mini MBA - Business Administration And Management
University of Richmond
Richmond01.2020
Bachelor of Arts - Psychology
Norfolk State University
Norfolk, VA01.2008
Skills
- Therapeutic Expertise: Rare Disease, Neurology (SMA, ALS, MS), Oncology, Hematology, Mental Health, Preventative Medicine
- Strategic Marketing: Brand Planning, Omnichannel Campaigns (HCP & DTC), Lifecycle Management, KPI Tracking
- Compliance & Process: HIPPA, Patient Data, FDA/OPDP Guidelines, MLR Review
- Commercial Execution: Market Access, SOW Development, Budget Oversight (~$100K-$4MM), Client Presentations, Brand Launches & Campaign Management, Project management
- Analytics & Insights: ROI Analysis, Market Research, Competitive Intelligence, Dashboard Creation, Data-driven Decision Making
- Leadership & Operations: Cross-Functional Team Management, Process Optimization, Marketing Expertise, Account Relationship Management, Business Development, Profitability Knowledge, Teamwork and Collaboration, Solution Selling, Adaptability and flexibility
- Technology: Veeva, Salesforce, Microsoft Suite, Power BI, Google Workspace
Accomplishments
- Delivered 25%+ YoY growth on $2MM rare disease portfolio by aligning brand planning with access strategy
- Achieved 95%+ client satisfaction through campaign optimization and high-performing team leadership
- Led process innovations that cut timelines by ~29%, accelerating speed to market with full regulatory compliance
Timeline
Senior Consultant/Owner
Melinda C. Garland Consulting
12.2024 - Current
Account Director
IPG Health
10.2023 - 08.2024
Account Director
SNOW Companies
02.2021 - 07.2023
Business Analyst
Southern Glazer's Wine & Spirits
12.2019 - 07.2020
Insurance & Financial Professional
New York Life
03.2015 - 12.2019
Mini MBA - Business Administration And Management
University of Richmond
Bachelor of Arts - Psychology
Norfolk State University
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