Summary
Overview
Work History
Education
Certification
Timeline
Generic

Richard Kosturko

Shelton,CT

Summary

Highly successful sales and commercial leader with significant experience in assisting managers at all levels become highly effective leaders.

Overview

35
35
years of professional experience
9
9
Certifications

Work History

Global Commercial Capabilities Lead

Viatris, Inc
04.2021 - Current
  • Manage and develop training content to support current and future Viatris Field Force needs and requirements
  • Led successful development and deployment of Global Sales Force Effectiveness program: Field Force Selling Model, Sales Coaching, Brand Effectiveness, and Talent Selection
  • Developed Global Capabilities for Sales Force roles
  • Serve as subject matter expert in development and design of Field Force training content
  • Measure impact and effectiveness of training content, systems, and support to local training teams
  • Collaborate with multidisciplinary functions (Compliance, Legal, Marketing, Medical) to ensure global training aligns and supports Viatris Commercial priorities and policies.

North American Lead-Global Commercial Operation, Upjohn Division

Viatris, Inc
10.2019 - 04.2021
  • Managed Operation Team supporting Upjohn Division Commercial Operations for US, Canada, and Puerto Rico
  • Lead Upjohn Commercial Team through separation from Pfizer, Inc and integration to new organization, Viatris Inc (11/2020)
  • Provided operational support for Digital Marketing, Meetings and Event Services, Field Force Effectiveness, Training, and Promotional Operations.

Director of Training, Management Training & Continuous Development

04.2008 - 10.2019
  • Facilitated training and development of new and tenured Pfizer Sales leaders in North American Region, resulting in greater team engagement, colleague development, and sales performance
  • Developed and Launched a:Coach digital coaching Platform to all US and LATAM Sales Divisions
  • Selected as People and Culture Network Lead for North America sales force, resulting in increased sales force engagement
  • Assisted all Pfizer Business with sales management development programs for new and tenured sales managers
  • Provide coaching, mentoring, and strategic planning to Pfizer Sales Leaders
  • Consultant to international sales and training leadership teams: Pfizer China, Latin America, and Japan
  • Developed blended learning Leadership Development curriculum for North American Region.

Director, Field Force Effectiveness, PIH Emerging Markets

02.2017 - 06.2018
  • Assisted PIH Regional and Country Leads in Emerging Asia, LATAM, and AfME develop Sales Leaders Capabilities to Deliver Results, Develop People, and Shape the Future of PIH EM
  • Led launch of digital coaching platform in AfME and Emerging Asia to all Sales Leaders
  • Led training and developmental initiatives in collaboration AfME, LATAM, and Emerging Asia Regions
  • Developed and delivered Leadership Meetings in Asia and AfME focusing on the creation of a Coaching Culture for sales leaders
  • Developed Access Workshops in LATAM in collaboration with LATAM Access Team.

District Sales Manager, Pain Cluster

04.2007 - 04.2008
  • #2 District Manager in NY Metro Region
  • Quota Achievers Award 2007
  • Achieved 1st Semester Retention Bonus Award for leading team focus and execution
  • Selected to Lyrica Advisory Board to provide insights and strategies for brand performance.

District Sales Manager, Urology-Respiratory Cluster

09.2005 - 04.2007
  • District Manager of the Year, Urology Respiratory Cluster, 2006
  • Vice President’s Management Cabinet Award, 2006
  • District of the Year, Urology Respiratory Cluster, 2006
  • Quota Achievers Award, 2006
  • National Chantix Launch Top performer for achieving #5 ranking in UR Cluster
  • Selected Congressional District Captain to meet with local and national political representatives
  • Selected to Viagra Advisory Board to provide insights and strategies for brand performance.

District Sales Manager, Cardiovascular Cluster

08.2002 - 09.2005
  • Responsible for the hiring, supervision and leadership of territory business representatives
  • Responsibilities also included the development and execution of all therapeutic marketing strategies, and ensuring compliance of company policies and guidelines
  • Vice President’s Management Cabinet Award, 2005
  • Region of the Year Award, 2005
  • Quota Achiever Award, 2003, 2005
  • Developed and Promoted 3 PHRs to Specialty and IHR positions
  • PD3 Peer-Leadership Award Winner, 2004, 2005
  • INROADS Mentor and Liaison.

Team Manager, Cluster X-Pfizer Initial Training Department

12.2000 - 08.2002
  • Responsible for hiring, managing, and developing Representative Training Managers, coordinating Initial Training responsibilities, developing product and skill curriculum, and facilitating training sessions
  • Leader-trained, Facilitation and Presentation Skills, DiSC, Situational Leadership
  • Developed and Promoted 4 Training Managers to District Manager positions
  • Oversaw training of Cardiovascular representative training team that trained over 1000 new representatives
  • Pfizer selected top Learning Organization by 'Training' magazine.

Training Manager, Parke-Davis Division, Pfizer Initial Training Department

09.2000 - 12.2000
  • Responsible for facilitating training sessions, developing product presentations, coaching new sales representatives on product knowledge and selling skills, conducting quarterly field rides, attending and presenting workshops at POA meetings.

Territory Sales Manager, PD2 Division

01.1999 - 09.2000
  • Promoting Lipitor, Rezulin, and Femhrt to physicians in the Bridgeport, Connecticut territory
  • Additional responsibilities include community hospital coverage and pharmacy calls
  • Parke-Davis Winners Circle, 1999
  • Trimester 1 2000, Celexa Growth Contest
  • Lipitor Top Sales Award –55%+ Market Share Achievement, February 2000
  • Lipitor Market Share Growth Award, May 1999
  • Selected Area Trainer.

Territory Manager, PD1 Division

12.1997 - 12.1998
  • Responsible for promoting Lipitor, Accupril, Omnicef, and Rezulin in the Stamford, Connecticut territory
  • Additional responsibilities include community and teaching hospital coverage.

Pharmaceutical Sales Representative

Muro Pharmaceutical, Inc.
03.1989 - 12.1997
  • Responsible for promoting Muro Pharmaceutical’s line of allergy and respiratory medications to allergists, pulmonologists, and primary care physicians in the Connecticut territory.

Education

Bachelor of Science - Biology

Salve Regina University
Newport, RI

Certification

Situational Leadership

Timeline

Global Commercial Capabilities Lead

Viatris, Inc
04.2021 - Current

North American Lead-Global Commercial Operation, Upjohn Division

Viatris, Inc
10.2019 - 04.2021

Director, Field Force Effectiveness, PIH Emerging Markets

02.2017 - 06.2018

Director of Training, Management Training & Continuous Development

04.2008 - 10.2019

District Sales Manager, Pain Cluster

04.2007 - 04.2008

District Sales Manager, Urology-Respiratory Cluster

09.2005 - 04.2007

District Sales Manager, Cardiovascular Cluster

08.2002 - 09.2005

Team Manager, Cluster X-Pfizer Initial Training Department

12.2000 - 08.2002

Training Manager, Parke-Davis Division, Pfizer Initial Training Department

09.2000 - 12.2000

Territory Sales Manager, PD2 Division

01.1999 - 09.2000

Territory Manager, PD1 Division

12.1997 - 12.1998

Pharmaceutical Sales Representative

Muro Pharmaceutical, Inc.
03.1989 - 12.1997

Bachelor of Science - Biology

Salve Regina University

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Richard Kosturko