Summary
Overview
Work History
Education
Skills
Additional Information
Timeline
Generic

MICHAEL HURLEY

Hilliard,OH

Summary

OPERATIONS / SUPPLY CHAIN / PURCHASING EXECUTIVE STRATEGY | DESIGN | PLANNING | IMPLEMENTATION | PERFORMANCE MANAGEMENT Impactful Business Leader and Collaborative Change Agent. Proven track record of building and managing strategic partnerships, developing and executing channel strategies, and delivering cost-effective customer-centric solutions. 20 years of experience in the pharmaceutical, medical device and medical supply industry with focus in the Commercial, Trade Relations, Supply Chain, Purchasing and Distribution areas. Unique ability to create innovative solutions for highly complex problems that continually trouble companies and trading relationships.

Overview

21
21
years of professional experience

Work History

Trade and Distribution

OCULAR THERAPEUTIX
01.2020 - Current
  • Program Management
  • Responsible for strategy and management of all logistical channels, pricing, and relationships with all external trading partners

Director of Trade and Distribution

01.2020 - Current
  • Lead the collaboration with Trading Partners and internal functions to advance channel and supply chain capabilities
  • Trade Management: Established visibility, control, and performance management processes for all domestic and international Trade and Distribution activities
  • Optimize inventories, purchases, distribution, and forecasting across 7 distributors
  • Built and manage automated direct order-to-cash and distribution capabilities
  • Negotiate all DSA contracts
  • Strategic Pricing: Lead company’s product pricing, discounting, and rebate programs
  • Led large cross-functional project team of 15 to develop and launch unique discounting program across 70 sales reps nationally
  • Program drove 36% increase in YOY sales and achieved 40% improvement in commercial operations efficiency over initial 12 months
  • Supply Chain Infrastructure: Build international supply chain distribution to China, Hong Kong, and Macau
  • Developed and launched direct distribution capability delivering 63% cost savings from standard distribution model.

GE HEALTHCARE, Pharmaceutical Diagnostics
01.2014 - 01.2020
  • Trade, Distribution Strategy, Channel Management, Operations Excellence
  • Responsible for managing all trading relationships and distribution for GE’s $500 million pharmaceutical division.

Director of Distribution

01.2018 - 01.2020
  • Consulted with senior leaders at marquee customers to build innovations in product distribution
  • Constructed all operational elements for new offering deployment
  • Managed national pipeline of prospects
  • Recruited and managed team
  • Innovation: Design & Development: Led multiple teams on voice of customer research, design, and operationalization of new distribution model for hospital networks
  • Built costing, pricing, implementation tools and KPI reports
  • New Program Launch: Sales, Negotiations, Pipeline: Led development, launch, selling, and negotiations of national service offering across 27 territories, 240 sales reps and 6 Strategic IDN Directors.

Director Operations

01.2016 - 01.2018
  • Drove wing-to-wing supply chain programs to support growth and profitability across all supporting Operational functions
  • Lean/OPEX: Led global, cross-functional wing-to-wing value stream mapping initiative across a team of 30 employees
  • Generated savings of $2.5M and 20% productivity improvement
  • Technology Advancement: Successfully oversaw implementations of 11 EDI transaction sets across 17 distributors, a 46% improvement in customer order automation, and an improvement in supply chain visibility from 82% to 98%
  • Contract Negotiations: Led contract negotiations with trading partners, e-commerce, and data providers saving 19%.

Manager

Wholesale Channel
01.2014 - 01.2016
  • Managed trading relationships with wholesalers, data partners, and e-Commerce providers nationally
  • (Board member of GHX)
  • Trade: Established distribution relationships and programs
  • Negotiated agreements
  • Addressed supply chain issues
  • Planning/Forecasting: Deployed processes to enable optimal inventory deployment across USCAN, Europe and ROW.

CARDINAL HEALTH
01.2003 - 01.2014
  • Strategic Marketing: Developed offerings to enhance/expand services portfolio across $8B medical supplies business
  • Director Business Development, Conceptual Product Design and Emerging Services

Corporate Operations

FARMERS INSURANCE GROUP
01.2008 - 01.2014
  • Collaborated with all stakeholders to successfully develop and launch innovative supply chain solutions
  • Industry trade liaison
  • Concept Design and Development: Distilled complex market activity into new service concepts
  • Led concepts through innovation stage/gate process from business case through design, operationalization, and launch
  • Segmentation and Profit Optimization Strategy: Led project partnering with MIT to build the customer segmentation strategy that directed account management and growth for the $8 billion business
  • Drive New Capability Attainment: Led the company’s entry into the RFID space
  • Championed the market needs assessment, model design, operationalization, business case, and technology partner introduction
  • Business lead for M&A due diligence
  • Recruited pilot customer & manufacturer (BJC Healthcare & Cook Medical) and led pilot
  • Customer Distribution Strategy: Identified and managed pipeline of supply chain model targets with 254 reps nationally
  • Led discussions with over 90 IDN hospital systems on the optimal 3PL/partnership., Led Commercial billing and customer service for region of 9 states
  • Managed staff (20+)
  • Budget and P&L responsibility.

Manager

LAKEWEST GROUP, Management Consulting
01.2003 - 01.2008
  • Led Account Management Program for large national retail chains, mail order pharmacies IDNs
  • Managed staff of 10
  • Account Management: Built a national operational support program for managing service levels and formulary compliance for company’s largest ($50B revenues) customers
  • Service levels improved from 96% to 98% in 1 year
  • Lean/OPEX: Managed Six Sigma project teams on operations, purchasing, and inventory initiatives
  • Generated $5M in savings by improving planning, replenishment, and inventory processes for large accounts
  • Trade Compliance: Supported DSA contract compliance through establishing supply chain processes to manage
  • Provided strategy, business process and technology solutions to clients
  • Managed engagements and consulting teams on assessment, strategy, and implementation work
  • Built and deployed Collaborative Planning, Forecasting and Replenishment (CPFR) offering.

Retail Management

WAL-MART STORES, INC
  • General Management of large retail operations/locations, 200+ employees
  • Budget and P&L responsibility.

Education

Master of Business Administration, MBA -

Fisher College of Business, The Ohio State University

BSBA - Finance

The Ohio State University

Advanced Supply Chain Management -

The Ohio State University

Customer Centricity -

Columbia University Business School

Skills

  • STRATEGY OPERATIONS LEADERSHIP
  • Customer Segmentation & Growth
  • Operations and Outsourcing
  • Solution Design
  • Logistics & Channel Optimization
  • Purchasing, Inventory, S&OP
  • Management system & KPI design
  • Collaborative & cross-functional
  • Large-team lead/coach/mentor
  • Industry & Trade Relations
  • Team Leadership
  • Strategic Decision-Making

Additional Information

  • AWARDS , 2019 GHX (Global Healthcare Exchange) industry’s Most Improved Supplier (GE) for overall best practices and automation. 2017 GHX industry award for Excellence in Contract Management for synchronized data and improved contract alignment. 2017 GE “Customers Determine our Success” Award - for most exhibiting this corporate belief in US & Canada region. 2015 GE Leadership Award, Core Imaging US, and Canada; driving best-practice and operational performance. 2011-2014 Led Gartner relationship and achieved #1 ranking in “Gartner’s Healthcare Supply Chain Top 25” 3 yrs. in a row. 2010 Cardinal Health Marketer of the Year for successfully driving new 3PL capabilities launch and cultural shift.

Timeline

Trade and Distribution

OCULAR THERAPEUTIX
01.2020 - Current

Director of Trade and Distribution

01.2020 - Current

Director of Distribution

01.2018 - 01.2020

Director Operations

01.2016 - 01.2018

GE HEALTHCARE, Pharmaceutical Diagnostics
01.2014 - 01.2020

Manager

Wholesale Channel
01.2014 - 01.2016

Corporate Operations

FARMERS INSURANCE GROUP
01.2008 - 01.2014

CARDINAL HEALTH
01.2003 - 01.2014

Manager

LAKEWEST GROUP, Management Consulting
01.2003 - 01.2008

Retail Management

WAL-MART STORES, INC

Master of Business Administration, MBA -

Fisher College of Business, The Ohio State University

BSBA - Finance

The Ohio State University

Advanced Supply Chain Management -

The Ohio State University

Customer Centricity -

Columbia University Business School

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