Senior Manaer, Sales Reporting and Analysis

Posted on: 2006-01-09

SHIRLEY T. HAILSTOCK 59 Hamilton Lane Plainsboro, New Jersey 08536-1125 Home: 609-275-8323 [email protected] SUMMARY Senior Manager with extensive expertise in Sales Administration and Analysis. Ability to manage projects related to sales reporting, compensation, sales force automation, and alignments for multiple sales forces. Significantly reduced personnel research time by developing integrated field force systems that addressed redundant and time-consuming questions, freeing staff for other priorities. Diverse education and background in pharmaceutical sales and marketing, supported by strong financial foundation. MBA. PROFESSIONAL EXPERIENCE SQUIBB DIAGNOSTICS/BRACCO DIAGNOSTICS, Plainsboro, NJ Senior Manager Sales Administration & Analysis (1996 – 2005) Served as Interim Director of Sales Administration supporting the field sales force, sales reporting, meetings planning and mailing. Oversaw the Information Management of the Sales Reporting and Marketing Systems and the Alignment System for six sales forces (Territory, National Accounts, ACIST, Sales Center, Reimbursement, Technical Associates). Reviewed contract discounts levels on Sales Reports prior to release. Worked with Sales Force Management on alignments, setting base and quotas, and automating the field sales group. Provided specifications regarding new reports and systems to Information Services. • Participated in the system conversion process to realign the Sales and Marketing Systems due to sale of Squibb Diagnostics to Bracco Diagnostics. • Served on numerous project teams, including GPO Information Gaps Team, New Product Launch Team, and New GPO Contract Team. • Collaborated with Information Services on verifying direct and indirect sales received through external vendors (i.e., DDD or IMS America). • Maintained an updated DDD file for determining market share, reporting to the field and within the home office. • Reduced redundant and time-consuming questions through the development of integrated system. • Trained sales force and home office on computerized user systems. • Evaluated and selected tool with electronic mailing capability, eliminating a cumbersome function and reducing annual mailing cost by $100,000. Manager Sales Reporting & Analysis (1991 – 1995) Managed a team of five, setting priorities and scheduling new projects. Worked with Price & Quotations in setting up National Account memberships to reflect diagnostics records to ensure correct discounts calculations. • Completed conversion of manual Rebate Processing Systems to an automated system. • Participated in product launch of MRI agent, Prohance. BRISTOL-MYERS SQUIBB, Lawrenceville, NJ Manager Financial Systems Reporting (1981 – 1991) Maintained several on-going systems: Worldwide Consolidation System, Performance Asset Management System. Reported status of current projects. Prioritized projects and assigned the development to three direct reports. • Designed and implemented user-friendly financial reporting systems for middle and upper management. Senior Marketing Accountant (1979 – 1981) Provided margin analysis of several Squibb product lines. Involved in the accounting and implementation of special offers (i.e., antibiotics, piggyback products), government and hospital reporting of nuclear medicine products. • Member of the Project Team for the launch of hypertension drugs Corgard and Capoten. • Involved in the Animal Health Project Team and supported the division through the sale to Solvay. • Supported sale of Insulin product line to Novo Nordisk. SHIRLEY T. HAILSTOCK Page Two JOHNSON & JOHNSON, New Brunswick, NJ Senior Cost Accountant (1975 – 1979) Evaluated and controlled cost for the Lumite Division of industrial products at Chicopee Manufacturing Company (a wholly owned subsidiary of J & J). Performed cost audits at several plant locations and participated in annual cost revision. Maintained monthly closing records & schedules. RUTGERS UNIVERSITY, New Brunswick, NJ Adjunct Professor - Evening School (1977 – 1987) Professor of accounting. Taught introduction, intermediate and advanced accounting (including mergers and acquisitions). Previous Experience Meeting’s Planning, groups from 100 to 2,000+ attendees. Published author, fiction and non-fiction, newsletters. EDUCATION MBA, Chemical Marketing, Fairleigh Dickinson University, Teaneck, NJ ABA, Accounting, Benjamin Franklin University, Washington, D.C. BS, Chemistry/Math, Howard University, Washington, D.C. TECHNICAL SKILLS PC • Proficient in Access, DB2 Tables, Excel, MS-Word, Powerpoint, Coreldraw Mainframe • QMF Language, TSO, ROSCOE LAN • Impromptu Query Tool, Business Objects Query Tool, MAPS 6.0, TM1 WEB • HTML