MICHAEL VACCOLA
Nazareth,PA
Summary
Learning and development professional with 25 years of experience driving business performance in both training and commercial roles, building effective workforces, and high-performing leaders. Builds leadership, sales, and marketing capability of large global organizations as a talented trainer, coach, and mentor with particular expertise in creating and facilitating programs that develop first-line and second-line leaders. Leads and supports projects that optimize learning and development offering, including implementation of new training platforms, and design and deployment of blended learning models. Fosters high-performing teams, with experience as both direct line manager and matrix manager of project teams. Develops strong working relationships across functions to facilitate business goals and objectives.
Overview
25
25
years of professional experience
Work History
DEPUTY DIRECTOR, MARKETING & SALES TRAINING & DEVELOPMENT
SANOFI PASTEUR INC
SWIFTWATER, PA
08.2015 - Current
- Leads design and delivery of best-in-class, business-aligned training and development for Marketing and Sales, empowering 400 employees in Adult and Pediatric business units (350 sales reps; 50 managers) to enhance skills, boost performance, and achieve ambitious revenue growth objectives
- Responsible for Commercial Training Budget
- Appointed Lead for Adult Business Unit, partnering leadership team to create programs that upgrade line manager capability
- Project managed Coaching: Leading with Resilience for Divisional Managers and Flu Brand training
- Rolled out Universal Dashboard and Business Planning framework, providing leadership teams with better visibility of ABU performance
- Provided effective Pediatric Brand support; created training plan and content for Hexavalent Defense, design and delivery of pre-POA / POA activities for Pediatrics and Menactra, and content and structure of Menactra POA II 2019
- Headed Commercial Leadership Readiness Program (CLRP), a rigorous new development program that trains future leaders, and resulted in promotion for 40% of attendees
- Coordinated Plan of Action (POA) events, organizing all pre-POA and POA national meetings
- Led redesign of POAs to move from product tracks to Pediatric and Adult tracks, aligning better with customer requirements
- Directed full field virtual rollout of Strategic Dialogue as Commercial Training lead (Jun 2020), embedding a new sales methodology across 400-person organization
- Oversaw content development and managed all logistics
- Co-led iLearn integration, implementing new online training platform
- Managed assessment, formatting, and testing of content prior to go-live, and designed all changes communications and messaging
- Created and delivered content for Senior Vaccine Sales Leadership Workshop, turbocharging leadership capability of 60 people managers
- Worked with leadership to design program that meaningfully upskilled individuals
ONLINE LEARNING STRATEGY PRECEPTORSHIP
SANOFI PASTEUR INC
05.2021 - 12.2022
- Defined strategy and scope for Online Learning for Specialty Care, working within a global, matrix organization of Sanofi Institute, Specialty Care Learning and subject-matter experts
- Designed, developed and deployed blended learning model for Specialty Care, transitioning 80% of training online; defined online learning strategy, prioritized program content, formulated curricula and identified vendor
GLOBAL FIELD EXCELLENCE ROTATION
SANOFI PASTEUR INC
09.2019 - 04.2020
- Created globally consolidated website source of all training provision across Sanofi Pasteur, ensuring alignment with global training standards and governance, and enabling easy access for all trainers and participants
- Built Sanofi Pasteur Sales Academy website, allowing country-level consolidation, indexing, and access of training curriculum
- Created global curriculum in aligned with training standards, and learning and development governance
- Coordinated with Senior Global Leaders and training leads to support country-level implementation of objectives and deliverables
DIVISION SALES MANAGER - NORTHEAST PA
SANOFI PASTEUR INC
, PA
07.2012 - 08.2015
- Managed professional and personal development of 11 Vaccine Sales (outside sales) professionals
- Coached and developed sales team to exceed goals; awarded 100% Club for all metrics, including sales and Marketing Sales Objectives (MSOs), for all eligible trimesters
- Appointed New Jersey Core Team Leader (2015), providing oversight and leadership across a large territory
BIOLOGICAL SALES AND RESOURCES MANAGER
SANOFI PASTEUR INC
, PA
01.2012 - 08.2012
- Oversaw team of 15 Vaccine Sales (inside sales) professionals
- Partnered Sales and Product Marketing leaders to successfully achieve ambitious sales and revenue targets, whilst leading department through supply challenges for multiple products
- Hired and trained multiple BSAs who were promoted to full time VSs, empowering high potential individuals to achieve performance objectives and development goals
- Developed and rolled out BSA mentoring program, creating a structured procedure that equipped teams of mentors to guide and support new and less experienced employees
MANAGER, MARKETING & SALES TRAINING AND DEVELOPMENT
SANOFI PASTEUR INC
01.2010 - 01.2012
- Led training and development programs for marketing and sales staff
- Developed, coached, and trained >90 sales representatives through VS Training and advanced training programs
- Facilitated Behavior Styles training, a pioneering program that grew consultative sales skills in VS population
- Created and executed Menactra message in War Games, Pre-POA and POA, innovating sales training methods
MANAGER, TECHNOLOGY TRAINING
SANOFI PASTEUR INC
02.2006 - 01.2010
- Led technology training for marketing and sales (350 Biological Product Sales; >40 Divisional Sales Managers)
- Led delivery of major training programs, including FOCUS 2010 upgrade, Decile Optimization project, Pentacel Rotation for POA II 2008, VaxMax Rotation for POA I 2008, and Adacel Rotation for POA II 2007
- CCC Award Winner for work on ROI integration into FOCUS (2006)
VACCINE SALES
SANOFI PASTEUR INC
ALLENTOWN, PA
04.2008 - 11.2008
- Achieved consistently strong results for Vaccine Sales (Pentacel and Adacel)
- Converted top accounts, including number 1, 2, 14, 15, 22, 55 and 66 public accounts in Pennsylvania to Pentacel
- Won largest pediatric office in Allentown to Pentacel, and a top three hospital to Adacel
BIOLOGICAL PRODUCT SALES ASSOCIATE
SANOFI PASTEUR INC
SCRANTON, PA
12.2004 - 02.2006
- Exceeded all private sales quotas and ranked in top 20% of BPSs in 2005
- Drove successful launch of Menactra; ranked 42nd nationally and achieved 183% of quota in 2005
- Secured multiple accolades; won Northeast Alliance Award for trimester 2 (2005), finished 2nd in Northeast in Complete Call Content, 3rd in Northeast for First Step Promotion, and 2nd tier in Northeast Region in Call to Arms
BIOLOGICAL PRODUCTS ASSOCIATE
SANOFI PASTEUR INC
01.2002 - 01.2004
CUSTOMER ACCOUNT REPRESENTATIVE
SANOFI PASTEUR INC
01.2000 - 01.2002
Education
Bachelor of Science - Business Administration
Bloomsburg University
Bloomsburg, PASkills
- Microsoft Word
- Microsoft Excel
- Microsoft PowerPoint
- Microsoft Outlook
- FOCUS 2010
- Merlin
- VaccineShoppecom
Timeline
ONLINE LEARNING STRATEGY PRECEPTORSHIP
SANOFI PASTEUR INC
05.2021 - 12.2022
GLOBAL FIELD EXCELLENCE ROTATION
SANOFI PASTEUR INC
09.2019 - 04.2020
DEPUTY DIRECTOR, MARKETING & SALES TRAINING & DEVELOPMENT
SANOFI PASTEUR INC
08.2015 - Current
DIVISION SALES MANAGER - NORTHEAST PA
SANOFI PASTEUR INC
07.2012 - 08.2015
BIOLOGICAL SALES AND RESOURCES MANAGER
SANOFI PASTEUR INC
01.2012 - 08.2012
MANAGER, MARKETING & SALES TRAINING AND DEVELOPMENT
SANOFI PASTEUR INC
01.2010 - 01.2012
VACCINE SALES
SANOFI PASTEUR INC
04.2008 - 11.2008
MANAGER, TECHNOLOGY TRAINING
SANOFI PASTEUR INC
02.2006 - 01.2010
BIOLOGICAL PRODUCT SALES ASSOCIATE
SANOFI PASTEUR INC
12.2004 - 02.2006
BIOLOGICAL PRODUCTS ASSOCIATE
SANOFI PASTEUR INC
01.2002 - 01.2004
CUSTOMER ACCOUNT REPRESENTATIVE
SANOFI PASTEUR INC
01.2000 - 01.2002
Bachelor of Science - Business Administration
Bloomsburg University
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