ROBERT ARRIGO
Saratoga Springs,NY
Summary
Accomplished pharmaceutical professional with a proven track record of driving impactful training initiatives and spearheading innovative learning programs at Bayer. Recognized for revamping the mCRC curriculum, creating Bayer's inaugural virtual learning program. I am dedicated to enhancing the learning experience and ensuring exceptional performance among sales consultants. The collaborative approach with cross-functional teams has resulted in the successful development and implementation of initiatives such as the drip learning strategy and the introduction of a comprehensive gamification platform, significantly reducing "idle time" and improving knowledge retention. Leveraging my leadership skills, I completed Bayer's Emerging Leadership Program and was graded as "ready now" for a first-line leader opportunity. The ability to foster engaging learning environments, provide coaching, and collaborate with internal and external stakeholders has consistently driven success in training and development efforts.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Associate Director of Learning and Development
Bayer Pharmaceuticals
01.2020 - Current
- Revamped the mCRC curriculum for Stivarga new hire training, using different learning modalities to emphasize a thorough and practical understanding of metastatic colorectal cancer and its treatment landscape.
- Created Bayer's inaugural virtual learning program. This successful initiative allowed remote participation by digitizing our content and training environment, resulting in significant cost savings for the company. The training produced exceptional sales consultants ready to excel in their roles. Our program emphasizes active learner engagement, resulting in an enhanced learning experience for participants.
- Delivered impactful training sessions, both in person and virtually, for our Sales Consultants, Oncology Nurse Educators, Key Account Managers, Diagnostic Account Managers, and Marketing teams. This involved creating a safe and engaging learning environment where participants felt free to share, learn, and even make mistakes, all with the goal of being able to perform at the highest level once the training was completed.
- To address the new hire "idle time" issue at Bayer, I helped develop and implement a drip learning strategy. This efficient approach to training eliminated "idle time" throughout the 2022 and 2023 calendar years. It also significantly reduced the duration of territory vacancies and even allowed some of our new colleagues to engage with their customers within one week of their hire date.
- The first trainer at Bayer to introduce a comprehensive gamification platform for use during new hire and field-directed trainings. Gamification allowed us to significantly improve knowledge retention and create an enjoyable and engaging learning environment for all participants.
- Collaborated with external vendors to develop new learning content for our field sales colleagues and associated counterparts. I also oversaw the process of soliciting bids for large projects, evaluating project scope, and negotiating prices to ensure the most cost-effective approach in developing high-quality materials on time. During larger projects, I formed internal project teams with key stakeholders to evaluate the content and make suggestions for its improvement.
- Participated in the leadership council for both the Stivarga and Vitrakvi brands. In this role, I closely collaborated with the VP of Sales and Marketing, the Director of Marketing, and the Sales Vice Presidents to help develop messaging strategies for both brands. Through weekly touchpoints, these teams played a crucial role in shaping brand messages, addressing brand challenges, and making important strategic planning decisions for the future.
- Collaborated with a cross-functional team, which included Regulatory, Compliance, and LMS coordinators, to tackle the problem of field sales consultants not delivering a fair and balanced message during customer interactions. Together, we developed and introduced a new gamified compliance training module, aimed at helping field sales consultants grasp the significance and guidelines of sales conversations with their customers.
- Provided coaching for numerous new hires and existing field consultants, guiding them through the training process and accompanying them on field rides. Throughout my coaching interactions, I aimed to be authentic and open, fostering a positive environment during our interactions. I also adapted my coaching and communication style to ensure that feedback was given in a way that could most effectively influence behavior.
- Completed Bayer's Emerging Leadership Program and was selected as one of 12 participants in the US pharmaceutical sector for this leadership development initiative. I was graded as "ready now" by senior leadership for a first-line leader opportunity at Bayer.
- Successfully completed a temporary role as Director of Field Force Effectiveness. Over six months, I led a project with cross-functional teams to identify reporting issues for the Prostate franchise commercial teams and suggested ways to improve the reporting process for the Prostate Franchise Senior sales and marketing leadership. Additionally, I played a key role in planning and executing the 2023 Bayer Oncology's National Business meeting, collaborating with various internal and external stakeholders to ensure the event's top-notch quality.
Oncology Specialty Consultant
Bayer Pharmaceuticals
04.2018 - 01.2020
- Oncology Sales professional, solid tumors, focusing on the Bayer’s TKI franchise which includes Nexavar and Stivarga for the treatment(s) of Hepatocellular Carcinoma, metastatic colorectal cancer and gastrointestinal stromal tumors.
- Inherited an underperforming territory centered in Albany, NY and was able to quickly increase sales above threshold for both products by focusing on creating patient centered value for my customers. Utilized new patient starts to gain access to difficult accounts.
- Built trust by providing education to accounts around dosing and adverse event management and leveraged key internal stakeholders to make it easier for their patients to access and afford Bayer TKI products.
- Ranked #10 nationally for Stivarga Sales growth and #15 nationally for Nexavar Sales growth in 2019
Diabetes Territory Manager
Medtronic
08.2014 - 03.2018
- Responsible for the sale of Medtronic Insulin Pump therapy and Continuous Glucose Monitor for patients with Diabetes. Managed a territory with ~1.5M in sales. Responsible for exceeding all sales quotas.
- Lead a team of 2 inside sales associates and a diabetes educator counterpart to meet territory business objectives.
- Ranked in the top 20% of sales force, nationally, for new patient sales growth for 2017 fiscal year.
Sr. Executive Oncology Account Manager
GlaxoSmithKline Pharmaceuticals
08.2010 - 07.2014
- Managed the sale of GSK’s Hematology portfolio, Arzerra (MAB) for CLL and Promacta (TPO Agonist) for Chronic Immune Thrombocytopenia with a focus on Hematologists and Oncologists in Upstate New York.
- Created and implemented a business plan and strategic account plan in order to bring value to customers and increase sales including the utilization of key internal stakeholders and other matrix partners.
- 2013 Team Champion Award, Ranked #1 in East Sector
- 2013 Ranked 12 of 64, top 18% nationally for Hematology Sales force.
Sr. Executive, Medical Center Account Manager
GlaxoSmithKline Pharmaceuticals
03.2009 - 07.2010
- Oversee all sales and business development functions, including contracting, key account management, customer relationship development in all Suffolk County hospitals, including one academic institution, Stony Brook University.
- Responsible for the sale of two injectable anti-coagulants, Arixtra and Argatroban focusing on Orthopedics, Surgeons, Hematologists, Hospitalists and Pulmonologists. Responsible for the sales of Entereg to General Surgeons and Colon/Rectal Surgeons.
- Accountable for the development of brand loyalty among Key Opinion Leaders within Suffolk County.
- Ranked in the top 10% nationally for sales in 2010.
Executive Therapeutic Specialist
GlaxoSmithKline Pharmaceuticals
01.2007 - 02.2009
- Responsible for sales of Diabetes, Cardiovascular and Urological brands in Nassau County concentrating on Endocrinologists, Cardiologists and Urologists. Accountable for the performance of three, five person teams in the primary care setting.
- Through successful business planning and goal setting worked with district manager to lead the Huntington team to the best year ever in 2007, ranking in the top 50% of teams regionally.
- Overcame many managed care obstacles to drive the launch of Coreg CR where I was ranked among the top performers in the country for sales.
- Developed strategic plans to drive business for Avandia & Coreg CR and Avodart inside institutions in Nassau/Suffolk County.
- Mentored two new GSK employees & facilitated two workshops during regional meetings.
- Ranked in the top 24.1% of sales force nationally in 2007
- Completed Leadership Development Program
Sr. Pharmaceutical Sales Representative
GlaxoSmithKline Pharmaceuticals
08.2002 - 12.2006
- Worked on a team to drive sales of a portfolio of products where I was solely responsible for the sales of Paxil CR and Requip for Restless Leg Syndrome.
- Became a district leader by working with data to expose areas of opportunity to increase sales.
- Helped to develop SMART action plans for various portfolio products with district representatives to drive sales from 2005-2007.
- Diamond Tier Winner ranked #1 of 30 in sales force regionally for 2005 compensation year. Only Long Island Diamond Tier winner this decade, 2000-2009.
- Ranked 13 of 600 representatives in sales force nationally for 2005.
Education
Bachelor of Science - Business Administration
University At Albany
Albany05.2002
Skills
- Training Delivery/Facilitation/Presentation
- Oncology Solid Tumor & Hematologic Malignancies
- Project Management/Vendor Management
- Instructor-led Training
- Learning Analytics
- Learning Management
- Stakeholder Engagement
- Cross-functional Team Leadership
Certification
- Certified DISC Trainer
- Certified Brennan Institute Trainer
Timeline
Associate Director of Learning and Development
Bayer Pharmaceuticals
01.2020 - Current
Oncology Specialty Consultant
Bayer Pharmaceuticals
04.2018 - 01.2020
Diabetes Territory Manager
Medtronic
08.2014 - 03.2018
Sr. Executive Oncology Account Manager
GlaxoSmithKline Pharmaceuticals
08.2010 - 07.2014
Sr. Executive, Medical Center Account Manager
GlaxoSmithKline Pharmaceuticals
03.2009 - 07.2010
Executive Therapeutic Specialist
GlaxoSmithKline Pharmaceuticals
01.2007 - 02.2009
Sr. Pharmaceutical Sales Representative
GlaxoSmithKline Pharmaceuticals
08.2002 - 12.2006
Bachelor of Science - Business Administration
University At Albany