Michael A. Eugene
San Francisco
Summary
Accomplished and dynamic professional with experience across various disciplines, including the pharmaceutical, recruiting, and technology industries. Skilled in sales, recruiting, training, and business development. Solution-oriented leader dedicated to people leadership and development. Uses strategic and collaborative decision-making skills and to positively impact company culture and overall success.
Overview
12
12
years of professional experience
Work History
Director of Commercial Excellence
ACTO Technologies
07.2023 - Current
- Recruited by Founder/CEO for newly designed role responsible for: Developing and executing business development strategy to target a new market; Establishing a community of commercial learning thought leaders within the biotech industry; Training internal ACTO teams (sales, marketing, customer success) on the commercial pharmaceutical landscape
Executive Recruiter
Spencer Stuart International
07.2021 - 07.2023
- Recruited C-suite and senior level executives across the healthcare industry, including biopharma, biotechnology, medical technology, and healthcare services
- Led and managed the end-to-end search process, including: Created search strategy through client interviews and market research; Developed position specifications; Identified, approached, interviewed, and qualified prospective candidates; Presented candidate slate to client; Prepared search progress reports, executive summary reports for candidates, reference checks, and compensation benchmark analyses
District Sales Manager
AstraZeneca Pharmaceuticals
07.2019 - 07.2021
- Led high-performing Primary Care team of 10 sales representatives across Northern California and Nevada
- Coached and developed team in selling skills, business planning, and clinical product knowledge to drive sales performance; consistently achieved above 100% to goal quarter over quarter, ranked top 5% of nation in 2020
- Led and collaborated on several special projects at regional, area, and national levels to drive sales improvement initiatives and close performance gaps, particularly related to clinical acumen and selling skills
National Sales Trainer
AstraZeneca Pharmaceuticals
12.2017 - 07.2019
- Served as FARXIGA Brand Team Liaison, strategically partnering as an extension of the FARXIGA marketing team -collaborated on several initiatives, including: Market research; Tactical development of field pieces and utilization; Development of marketing strategy; Development of digital marketing materials; National Sales Meeting planning; Launch preparation for 3 indications
- Collaborated cross-functionally with commercial stakeholders, including sales, marketing, market access, and analytics to develop clinical, selling, and coaching training programs that supported performance objectives of the Cardiovascular & Metabolic Diseases (CVMD) division
- Evaluated and improved the effectiveness of training curricula by establishing and managing third-party vendor and agency partnerships
- Created strategic, innovative solutions to address a broad range of performance gaps across the sales organization
Pharmaceutical Sales Specialist
AstraZeneca Pharmaceuticals
05.2015 - 11.2017
- Developed comprehensive clinical understanding of pharmaceutical industry trends and healthcare delivery systems across SGLT2-inhibitor, GLP1-receptor agonist, and DPP4-inhibitor therapeutic classes
- Managed relationships with 120+ healthcare providers across high volume U.S territory
- Consistently achieved above 100% to goal quarter over quarter
Performance Analyst
GEICO, Government Employees Insurance
08.2014 - 05.2015
- Worked alongside management team to drive performance of sales representatives by identifying behaviors causing poor performance and developing and executing a strategy to improve results
Management Development Program
GEICO, Government Employees Insurance
08.2013 - 08.2014
- Completed rotations within the Company's largest regional division as part of a fast-track to management program; rotations included: sales, recruiting, training, and coaching employees to meet and exceed performance goals
Director of Student Workers
Mercer University, Office of Admissions
05.2012 - 05.2013
- Supervised student team of 70; planned and facilitated student team meetings; trained new team members; and scheduled staff to cover all Admissions events
Director of Special Events
Mercer University, Office of Admissions
05.2011 - 05.2012
- Organized, planned, scheduled, and facilitated events for prospective students
- Met weekly with Leadership Team to discuss, plan, and manage admissions team events
Education
Bachelor of Arts - Communication Studies and Spanish
Mercer University
Macon, GASkills
- People Leadership
- Talent Development
- Strategic Thinking
- Verbal & Written Communication
- Consultative Sales
- Project Management
- Business Development
- Operations Management
Timeline
Director of Commercial Excellence
ACTO Technologies
07.2023 - Current
Executive Recruiter
Spencer Stuart International
07.2021 - 07.2023
District Sales Manager
AstraZeneca Pharmaceuticals
07.2019 - 07.2021
National Sales Trainer
AstraZeneca Pharmaceuticals
12.2017 - 07.2019
Pharmaceutical Sales Specialist
AstraZeneca Pharmaceuticals
05.2015 - 11.2017
Performance Analyst
GEICO, Government Employees Insurance
08.2014 - 05.2015
Management Development Program
GEICO, Government Employees Insurance
08.2013 - 08.2014
Director of Student Workers
Mercer University, Office of Admissions
05.2012 - 05.2013
Director of Special Events
Mercer University, Office of Admissions
05.2011 - 05.2012
Bachelor of Arts - Communication Studies and Spanish
Mercer University
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