You are on page 1of 3

Michael A.

Lilburn, GA 30047
Mike Leone is a strong visionary leader who builds highly effective teams. He instills a unique
mindset of continual business evaluation, with the purpose of exceeding corporate goals. Mike is a
results-focused executive: sales teams have consistently exceeded expectations.

Professional Summary
New Ventures / Expansion Experience
Strategic HealthCare Resources, Lilburn, GA
Founder and President
Lead and drive strategic growth initiatives within pharmaceutical and medical device firms. Develop targeted
business plans focused on leadership and development initiatives, strategic growth and tactical steps required for
goal execution. Client list includes Advocos, Amgen, Anesiva, Aptalis/Axcan, Altana/Savage, King,
Novartis Oncology, Phenomix, Vaxco, Infusion Pharma, uPPstream and DevlinHair. Selected achievements:
Directed and trained a field sales force and inside sales force, supporting my clients need for sales force
development, structure and growth.
Secured State Medicaid formulary access for a GI/anti-infective product in over 30 states, creating $2M in
first-year incremental revenue.
Developed pharmacoeconomic strategy for the Veterans Administration (VA), including data sourcing
and pricing strategies.
Originated and delivered detailed, disease state specific, sales training in acute-care diabetes, enabling the
sales force to effectively promote the product and generate sales.
Led focused Leadership Training for Medical Science Liaisons, enabling the MSL team to effectively
support the Sales organization while increasing their own personal development.
Developed training materials for major pharmaceutical companies launch and re-launch efforts.
Reviewed and analyzed product knowledge and field sales assessments and conducted in-field visits, to
determine the training needs of an Oncology sales force and recommend future improvement programs.
Black Mountain Consulting Group
Black Mountain Consulting Group is a collaborative of more than 45 pharmaceutical industry experts, each with
more than 10 years of success in their well-defined area of expertise. BMCG has extensive experience with
start-up, small & medium-sized pharma and biotech companies, and differentiates itself from other consulting
companies by not only offering strategic guidance, but also by rolling up their sleeves and performing the
tasks directed by the client. Examples of projects include:
Coordinating and executing projects across a wide variety of clinical and business areas, including Sales
and Leadership Development, Marketing, Market Research, Business Development, Managed Markets,
Federal Government contracting, Contract Sales, and 3rd Party Logistics (3PL).
Reviewing and analyzing corporate information to assess viability of potential corporate purchases in the
pain, womens health, and CNS markets. Data warehouse materials included FDA submissions,
manufacturing capabilities, marketing strategies, competitive products and strategies, additional product
offerings, projected time lines for approvals and launch, and potential territory alignment for launch.

Michael A. Leone
Takeda Pharmaceuticals North America, Inc., Chicago, IL 20042005
Mid-Atlantic Regional Sales Director
Directed and managed all regional sales initiatives for a 110-person, five-state, professional sales team.
Grew market share for a type-II diabetes product from 25% to 60% in 10 months, moving region from 9th
to 1st. Successfully coordinated the efforts of a cross-functional team including Legal, Managed Care,
MSLs, Marketing, Operations and Sales.
Worked with Sales Analysis team to develop new dashboards for sales leadership and sales force,
improving the sales forces ability to interpret their data and then respond accordingly.
Created a nationally adopted District Manager mentor program, accelerating the development pathway for
new managers.
Conceived and led a Sales Leadership Council, enabling straight-line feedback from Field Sales to Senior
Eyetech Pharmaceuticals, New York, NY 20032004
National Sales Director
Built and led this top-flight ophthalmology specialty sales organization, selected vendors, hired sales
management team, created sales team infrastructure and developed operating budgets. Cultivated and developed
pre-launch/launch plans and implementation strategies, in cooperation with Marketing, Sales Analysis, Human
Resources, Finance and Legal departments.
Built all Sales Force sizing, territory identification, budgeting and alignment processes.
Developed key relationships within major institutions, enabling a more rapid and productive product
Served as a key member of Commercial Subcommittee, providing input to the Board of Directors on all
strategic issues related to the sales force.
First Horizon Pharmaceutical Corporation, Alpharetta, GA 20002002
Vice President of Sales (20012002); National Sales Director (20002001)
Directed sales force management and operations for a multi-specialty, primary care and hospital sales force.
Designed & implemented strategic corporate direction, management training, and productivity initiatives.
Managed national pharmaceutical sales force, created organizational structure, standardized business plan
formats, and developed incentive compensation programs.
Boosted revenue $90M in three years.
Expanded sales force from 120 to 250 sales and leadership professionals, including creating a
cardiovascular specialty sales force.
Directed contract sales force efforts for product co-promotion.
Created a Sales Leadership Council, improving team communication, leadership and morale.
Conceived and implemented a national Talent Identification Plan, accelerating our personnel and
management development capabilities.
Worked closely with all departments, including Marketing, Managed Care, Medical, Finance, Operations,
Legal and Human Resources.

Page 2 of 3

Michael A. Leone
Traditional Pharmaceutical Experience
Bristol-Myers Squibb Company, Princeton, NJ
Southeast Regional Director, Cardiovascular Specialty Sales (1998-1999)
Redeveloped job functions and supported national territory creation and alignments. Collaborated on
development of national productivity measurements, quota methodology, and incentive compensation plans.

Managed operations budget of $1.5M and marketing budget up to $3.5M.

Expanded sales force 50%, increasing revenue by $5M in first year.
Led the nation in almost all cardiovascular market share/share growth categories.
In conjunction with Marketing, Market Research and Sales Analysis, led the development of national
hospital formulary strategies for all cardiovascular and metabolics products.

National Director, Federal & Institutional Sales (1996-1997)

Charged with expanding the Federal Sales Department, rebuilding a cohesive hospital sales team, and
redesigning strategies for hospital sales forces. Staffed, trained, and led community hospital sales force through
contract partnership for selling Azactam in community hospitals.
Supervised 25 Hospital District Managers, 250 Hospital Representatives, 9 Federal Key Account
Managers and an internal support team.
Increased federal sales 100% ($60M) in two years.
Generated additional $20M as leader of national DoD Pravachol program.
Developed national sales & marketing messages and incentive compensation programs, in conjunction
with corresponding departments.
Launched Plavix, a blockbuster cardiovascular, and Maxipime, the first fourth-generation injectable
cephalosporin antibiotic, into the national major hospital market,.
Worked closely with Institutional Marketing, Managed Care, Legal, Medical, and Sales Analysis to
develop and implement strategies, and respond to market trends.

National Account Director (GPOs and healthcare systems), Hospital Regional Sales Director, Hospital District
Manager, Full-Line District Manager, Home Office Sales Training Associate, Hospital Representative, FullLine Representative (1977-1995)

Education and Industry Training

University of South Florida, Tampa, Florida
Bachelors Degree, Biology (undergraduate research: Genetic Variability)
Executive Course Work: Darden (University of Virginia), Wharton (University of Pennsylvania), and Kellogg
(Northwestern University) Business Schools

Page 3 of 3