Todd Hearn
Winter Springs,FL
Summary
Results-focused Sales Leader with 25 years of diverse experience leading high performing teams. Strategic and tactical executive with exceptional skills to direct the big picture while keeping sight of critical details. Exemplary communicator and consensus builder with keen insights into people as well as business and finance.
Overview
31
31
years of professional experience
Work History
Field Vice President (Acting)
GSK
03.2024 - Current
- Conducted quarterly performance reviews for regional sales team members.
- Coordinated with marketing teams to create promotional materials for regional campaigns.
- Identified product or service improvements by remaining current on industry trends, market activities and competitors.
- Cultivated strong professional relationships with enterprise partners and created focused campaigns to drive business development.
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
- Supported sales team members to drive growth and development.
- Established ambitious goals for employees to promote achievement and surpass business targets.
- Used change methodologies to increase sales and led projects for increased productivity.
- Oversaw regional and local sales managers and staff.
Project Diamond Core Team/Ecosystem Transformation
GSK
10.2023 - Current
- Collaborated with team members to develop and implement strategies for meeting customer needs.
- Participated in cross-functional projects requiring collaboration between multiple departments or teams.
- Provided leadership during times of change or crisis situations, inspiring confidence in others by example.
- Offered training and support to keep team members motivated and working toward objectives.
- Proposed or approved modifications to project plans.
Regional Sales Director
GSK Vaccines
06.2011 - Current
- Lead 9-12 account managers/sales specialists combinations
- Created robust sales plans and set territory level sales objectives.
- Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
- Coordinated full sales operations within assigned region.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans.
- Trained, coached and mentored members of the regional sales team to ensure goals were met.
- Conducted regular meetings with regional sales team to review performance and provide guidance.
Director of Vaccine Contract Manager Team
GSK Vaccines
10.2009 - 06.2011
- 2009 tasked with building and developing new national contract/trade account manager team for Vaccine Business Unit. (12 total)
- Successfully created and implemented strategy for team engagement with VBU sales teams.
- Collaboratively worked with HQ trade strategy team, marketing teams, and legal team to develop team resources.
- Created new contract review process to mitigate business risks by analyzing contracts' potential impacts and avoiding unfavorable terms.
- Monitored contracts' performance to detect non-compliance with terms and organize proactive resolutions.
- Developed and implemented comprehensive strategies to improve operational processes and organizational efficiency.
- Recruited, trained, supervised, evaluated and mentored staff members.
- Monitored market conditions and competitor activities to inform business decisions.
- Cultivated and maintained relationships to promote positive work culture.
- Developed and presented new ideas and conceptualized new approaches and solutions.
Director of Sales and Operations
GSK
12.2008 - 10.2009
- Liaised with Sales VP, Marketing VP, Marketing Directors, field management teams to develop solutions and accomplish shared sales objectives.
- Liaised with Sales VP, Marketing VP, and incentive compensation team to generate reporting and analysis to support sales forecasting and planning to reach monthly, quarterly and yearly revenue goals.
- Recommended sales strategies for improvement based on regular field FVP input and competitor analysis.
- Responsible for planning and building new Contract Manager team (headcount, objectives, resources, budget, hiring, training)
- Lead cross functional team to plan and execute all National Sales Meetings and Product Launches for business unit.
- Coordinated staff and FVP sales meetings to discuss developmental strategy, best practices and process improvements.
- Implemented process improvement to shape
Regional Sales Manager
GSK
01.2007 - 12.2008
- Achieved regional sales objectives by coordinating sales team, developing successful strategies and servicing accounts to strengthen business relationships.
- Made onsite sales calls to prospective customers to help sales representatives close lucrative deals.
- Finalized sales contracts with high-value customers.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
Senior District Sales Manager
GSK
01.2003 - 12.2006
- DSM then Promoted to Sr. DSM 2005
- Maximized sales performance by cultivating performance-oriented culture with well-structured individual and team targets.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
- Worked diligently with key opinion leaders and external experts to forge lasting relationships and assist in solving unique business problems.
District Sales Manager
GSK
01.2003 - 12.2004
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
- Worked diligently with key opinion leaders and external experts to forge lasting relationships and assist in solving unique business problems.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
Area Development Manager
GSK Vaccines
03.2002 - 12.2002
- Collected data and performed customer needs analysis for FVP and area leadership team
- Recruiting/Interviewing new hires
- Training: in-house and field training
- Rotational RSD for open region (Southeast US)
Senior Account Manager
GSK Vaccines
11.1999 - 03.2002
Vaccine Sales Specialist
GSK Vaccines
12.1998 - 11.1999
Pharmaceutical Sales Representative
GSK
08.1997 - 12.1998
Senior Territory Manager/Field Sales Supervisor
Braintree Laboratories
01.1993 - 08.1997
Education
Bachelor of Science - Business Administration
University of Central Florida
Orlando, FLSkills
- Proven Sales Performance
- Developing High Performing Teams
- Diversity and Inclusion
- Peer Coaching and Development
- Strategic Selling (MCE model/SPIN)
- New Business Generation
- Developing Partnerships
- Sales Planning, Implementation, Execution
- Growth Mindset
- Matrix Engagement
- Improvement Strategies
- Interpersonal Communication Skills
- Personnel Development
Accomplishments
2023 Circle of Excellence Award (top 10%)
2022 Circle of Excellence Award (top 10%)*
2021 Circle of Excellence Award (top 10%)
2018 Circle of Excellence Award (top 10%)
2017 Leader of the Year Award
2017 Circle of Excellence Award (top 10%)
2015 Leader of the Year Award
2013 Top Team Award
2012 Leader of the Year Award
2005 Winner's Circle Ruby Award(top 30%)
2004 Winner's Circle Emerald Award(top 20%)
2003 Winners Circle Diamond Award (top 10%
2000 Winner's Circle Gold Award (top 10%)
1995 Territory Manager of the Year Award
Cross Functional Leadership and Development
- Project Diamond Core Team Member
- Ecosystem Transformation Influencer
- Shingrix/Brand FVP Partner
- First Line Leader Account Manager Coaching Playbook Developer
- NGSW Development Team/Coaching Champion
- Peer Coaching VBU Program
- Performance Management Project
Timeline
Field Vice President (Acting)
GSK
03.2024 - Current
Project Diamond Core Team/Ecosystem Transformation
GSK
10.2023 - Current
Regional Sales Director
GSK Vaccines
06.2011 - Current
Director of Vaccine Contract Manager Team
GSK Vaccines
10.2009 - 06.2011
Director of Sales and Operations
GSK
12.2008 - 10.2009
Regional Sales Manager
GSK
01.2007 - 12.2008
Senior District Sales Manager
GSK
01.2003 - 12.2006
District Sales Manager
GSK
01.2003 - 12.2004
Area Development Manager
GSK Vaccines
03.2002 - 12.2002
Senior Account Manager
GSK Vaccines
11.1999 - 03.2002
Vaccine Sales Specialist
GSK Vaccines
12.1998 - 11.1999
Pharmaceutical Sales Representative
GSK
08.1997 - 12.1998
Senior Territory Manager/Field Sales Supervisor
Braintree Laboratories
01.1993 - 08.1997
Bachelor of Science - Business Administration
University of Central Florida
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