Michael Cohen
IAM Integrated Business Planner
Denver,PA
Summary
Accomplished strategic planner and analytics expert recognized with the 2024 IAM Outstanding Peer Award for exceptional contributions to the Integrated Account Management Team. Demonstrated success in developing innovative solutions and proven ability to support senior leadership, including the HCS AVP, region directors, and account executives, in making informed tradeoff decisions across diverse customer segments. Expertise in comprehensive data analysis—both qualitative and quantitative—delivering high-impact business assessments at national, regional, and sub-regional levels to identify trends and insights.
Overview
28
28
years of professional experience
5
5
years of post-secondary education
Work History
Executive Customer Representative
Merck & Company (Chronic Care)
06.2004 - Current
- Awarded Vice President’s Club (top 10%) - 2007 and 2005
- Received Director’s Club (top 20%) - 2016 and 2006
- Earned Customer Team Leader nominated GREAT (Grit, Resilience, Execution, Agility, Teamwork) Award - November 2019 for 2S
- Won E3 Award (Empower, Execute, Ethics) - 1S and 2S 2016
- Earned 28 INSPIRE awards from peers and management from January 2020 - September 2021
- Selected by my peers to receive the MVP Award - 2006-2018
- Awarded the "Plan & Execute" Culture Award (as voted by my peers) - 4Q 2017
- Received multiple "Awards of Excellence" for contributions to the Region and District - 2004-2017
- July 2021 - Recognized for top 15% for Insomnia sales in Region in 1S
- 2021 Selected as Diabetes point for District - Led District to #1 team in Region for SGLT2 performance in 1S
- January 2021-Recognized on the Region Leaderboard for PPO (104% - 4th in Region) and share change Performance for Diabetes
- January and February 2020 - Recognized on the Region Leaderboard for PPO and share change Performance for Diabetes (7/90) and Insomnia (13/90)
- Recognized on February 2019 Region Leaderboard for Diabetes performance
- 2020-Mentor for new hire in Bethlehem territory
- 2019 and 2020 Selected as Business Planning Point
- 1Q 2019 top 10% in the region for TRx share and share change for Insomnia (3/40)
- 2017 ranked 89/532 (Nationally) in Insomnia performance (top 20%) at 106% to plan, 28/90 in Region and 2/11 in District
- 2017 106% to plan for Asthma, tied for #1 in Region
- 2017 Selected Respiratory Point in and led District to above plan performance (106%)
- 2014-Present Selected Operations Liaison by Senior Leadership, Computer Champion prior
- 2012-2014 Selected as Lead Executive Representative for Business Analysis by the Executive Team
- 2010 Selected as SAP/COMET trainer for District in 2010
- 2009 Received Regional Leadership Award
- Managed in a new working environment (Covid-19) by conducting 53 remote lunches and several remote interactions year to date
- Flawless track record with administrative tasks and expenses
- Continually training District/Region Representatives on GATOR analysis, budget management and customer segmentation
- Routine above plan performance and expertise in these therapeutic areas: Diabetes, Cholesterol, Heart Failure, Respiratory, Antibiotics, Osteoporosis, Neurology, Hypertension, and Insomnia disease states calling on Specialists, Primary Care and Retail Pharmacies
- Product launch experience in Heart Failure, Diabetes, Insomnia, Respiratory and Chronic Cough
- Identify key custome segments and channels to apply the insights to effectively allocate marketing resources and drive execution of the sales and marketing plans
- Grow relationships with all key stakeholders in accounts (nurses, office managers, pharmacists) - covering majority of same territory for over 17 years
- Develop both short and long-term account plans in conjunction with cross functional teams and led account team's execution to deliver above plan performance
- Develop territory plans and integrate them to drive business results using an assess, diagnose, action, monitor methodology
- Proactively identify potential strategic customers and developed highly effective and efficient territory management plans that are tailored to customer needs
- Selected for sampling ROI Kaizen event that led to increased strategic sampling
- Developed Region tool to analyze samples to NRx conversion
- Selected for Budget Planning tool Kaizen event that led to increased efficiency and accuracy in Representative reporting
- Developed and Implemented Regional Training Plan for Effective Franchise Management
- Developed Regional FAQ guide for Business Planning and Execution
- Selected as Certified Representative Trainer and Class Counselor for new hires and incumbent training needs
- Guide others on how to collaborate with customers through solid relationship management skills and leverage customer insights to provide comprehensive solutions to previously unmet and evolving healthcare needs and use appropriate prioritization resources
- Manage Customer accounts on a daily basis to build trust and demonstrate value to deliver high-quality engagements/interactions that deliver products/solutions with the common goal of improving health outcomes
- Work collaboratively with customers to attain patient outcome goals
- Led Business Analysis/GATOR workshops at District Meetings
- Collaborated with Account Executives to enhance relationship with Account (FPC)
Integrated Business Planner (Special Assignment)
Merck & Company (Chronic Care)
10.2017 - 05.2019
- Selected as Planner Special Assignment (PSA) by the Director of Commercial Operations (DCO) Mid-Atlantic Region (only 1 in Region)
- Only PSA in country asked to extend role into 2019 for the 18 month maximum.
- Brought back into the role for the last 5 months of 2019 because of outstanding performance
- Assisted Incumbent IBP with National Performance decks for VP of Sales Global Human Health
- Recognized by DCO for my leadership and commitment to the Region in the following areas: Taking initiative, subject matter expertise, strong Business Acumen/analytical skill sets and incredible responsiveness
- Conducted 3 business reviews with the VP of Chronic Care Sales, Payor teams, Executive Directors of Marketing and the Executive Team during my tenure
- Provided sub-Region level analysis utilizing approved tools and reports
- Analyzed a broad set of data to provide business performance insight and resource allocation recommendations to region leadership (DCO and CTLs) in support of Region/business priorities
- Presented local level analyses, and decision support to the DCO and Executive team, at the direction of the DCO according to that market’s business planning needs
- Provided strategic planning support within the purview of the leaders to facilitate resource optimization and trade-off decisions across all customers and customer segments as well as managed care plans
- Managed the complexity of gaining sponsorship and collaborating around shared business, region or sub-region goals
- Collaborated with region leadership, especially brand points, managed care point, and the Business Planning Point CTLs, as well as the other PSAs, and the National Business Planning team and other HQ support teams, as needed, to ensure an integrated approach & output across brands and customer types.
- Tracked, analyzed, and reported on drivers of product performance, (KPIs), Rx volume/share, PPO/sales performance on both a product and franchise level.
- Identified and integrated successes across the region, working to standardize and simplify processes wherever possible.
- Proactively furnished Region and sub-region level business and portfolio performance assessments, including, but not limited to, data retrieval, data analysis (both quantitative and qualitative) to identify trends & outliers, presentation development and delivery of recommendations to leadership regarding areas of risk or opportunity
- Made meaningful recommendations and analytical support based on DCO Priorities
- Advised DCO, CTLs and peers with regard to Business Analysis
- Served as Lead for select Field Based tools and trained Executive Team members on analytical resources (GATOR, FSR, Veeva, SalesForce, Office365)
- Facilitated PSA peer calls in 2019 to assist other PSAs across the Nation
- Expertise in GATOR, Veeva and Office 365
- Ensured compliance with standards around all reports and data reporting
- Earned several Inspire Awards during PSA tenure for contributions to the Region
Branch Manager
Wells Fargo Financial
09.1995 - 06.2004
- Increased Branch outstanding receivable growth from 4 million in 1999 to over 16 million in 2004
- 2002/2003 Earned Distinguished performance, the company’s highest rating
- 2003 Attained record profit and sales growth
- 2000-2003 Recognized for contributions to the region in overall management (Business Development)
- 2003 Received the Best Balanced Branch Award 2 months
- 2002 Nominated for Star Performer
- 2000 Awarded Best Balanced Branch in district
Education
Bachelor of Science - Finance And International Business
The Pennsylvania State University
State College, PA 01.1991 - 08.1995
The University of Limburg
Maastricht, The Netherlands 08.1994 - 12.1994
Certificate in Business Analytics -
The Pennsylvania State University
State College, PA 12.2021 - Current
MBA -
The Pennsylvania State University
State College, PA 12.2021 - Current
Skills
Business Analysis
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Certificate in Business Analytics -
The Pennsylvania State University
12.2021 - Current
MBA -
The Pennsylvania State University
12.2021 - Current
Integrated Business Planner (Special Assignment)
Merck & Company (Chronic Care)
10.2017 - 05.2019
Executive Customer Representative
Merck & Company (Chronic Care)
06.2004 - Current
Branch Manager
Wells Fargo Financial
09.1995 - 06.2004
The University of Limburg
08.1994 - 12.1994
Bachelor of Science - Finance And International Business
The Pennsylvania State University
01.1991 - 08.1995
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