Michael Green

Responsible for driving the sales operations plan and for achieving agreed sales and broader performance targets for the Virginia, West Virginia, Maryland, & East Tennessee markets, all vision care medical device products, to ophthalmology and optometry practices. My team consists of 10 Account Managers and responsible for managing/increasing 50 million+ in sales volume.

Roles & Responsibilities

• Develop a sales team through training and mentoring to include management of key commercial programs.
• Accountable for achieving own and teams agreed sales, efficiency, and performance targets.
• Creates and executes business plans to drive this achievement and is responsible for brands’ strategic and tactical planning in line with company strategy and standards.
• Leads and optimizes effective allocation of resources to deliver required business results. Handles area sales and expense budgets.
• Leads a hard-working team of Account Managers; hires, trains and develops them as vital; provides mentor and feedback to the team.
• Manages area sales and expense budgets.
• 8 NEW Product Launches

People Development & Team Successes

• 6 Regional Field Trainers
• 8 Presidents Club Winners
• 4 Sales & Marketing Advisory Council
• 5 Circle of Excellence Winners
• 3 Cornerstone Award Winner
• 14 Quarterly Excellence Sales Award Winners
• District Circle of Excellence (2019, 2024)
• East Region Team of the Year 2022
• District President’s Club #2 Ranking 2023
• District Cornerstone Award TBD (2025, Top 20% or higher 3 of 5 years)

Leadership & Project Development

• SalesForce CRM Development, Launch, and Training Team
• Tableau Analytics Development, Launch, and Training Team
• Collaborative Coaching Report – Created, Development, Launch, and Training Team
• Practice & Patient Experience Team Leadership Advisory Board
• Diversity & Inclusion Speaker and Leadership Panel
• LEADS ERG Leadership Team. Mentor Pillar Co-Chair, and Mentor
• MagnifyEye Program Development, Launch, and Training Team
• MyEyeStore Development, Launch, and Training Team
• Sales and Marketing Advisory Council or SMAC Team
• COVID Practice Recovery Initiative Development, Launch, and Training Team
• NAM Legal & Compliance Online Focus Group
• DM Practice Experience Manager & Marlo Advisory Team
• DM Hot Topics Team
• SE Region Quarterly Business Review Lead
• MyEyeDr. Leadership Core Team
• POA & VCNM Meetings Lead
• Professional Education and Development District Manager Lead
• Leadership Development Academy District Manager Lead
• Kornferry Competencies & Prioritization Assessment
• North America Field Management Trainer/District Manager Mentor – Vision Care Nomination
• Marketing Preceptorship – Precision7 Product Launch: Innovators Program
• ALCON Global Leader Front Line Management Steering Committee
• Business Integrated Planning Multi-Functional Team – Precision1, Precision7, TOTAL30
• Sales Excellence – Lead for Sales/Marketing/ESOP Advisory Council

• US Headquarters role created to develop, support, and execute corporate training initiatives to achieve sales targets. Assigned national and regional projects to support training needs while collaborating with cross functional division departments such as senior sales leadership, marketing, key accounts, and sales operations.

Roles, Responsibilities, Project Management, Strategic Planning

• Training Lead, Sales, Development & Advancement Program (SDA) - Lead in finalization and agreement of structure, expectations, and program
• Create and complete or improve communication, study guides, program description, structure, coaching, and assessments. Manage, create, organize, and allocate RTMs, attendees, resources, and Senior Leadership communication.
• Training Lead, Field Coaching Report Pilot Functionality – develop and coordinate pilot, functionality, and launch.
• Training Lead, RTM Regional Field Trainer Projects – Coordinate and create Vision Care projects based on 5 ‘core’ business drivers.
• Training Lead, POWER OF ONE – team of 10 RFTs
• Business Acumen/Practice Economics, Base Case and Calculator, Training Videos, Regional Field Training Region Calls, Facilitator guide. Support Global Rollout (Canada & Europe), Execution and Implementation Kit
• Training Lead, QSTREAM – Team of 3 DMs and 7 RFTs - Micro-learning ‘Gamification’ training
• Training Lead, NEW HIRE ACCELERATION – Team of 5 DMs, 9 RFTs, HR, Sales Ops, Marketing Operations, Sales Force Effectiveness, Administrators, & Talent Acquisition
• Revise DM & RFT Checklist, Tier III, Orientation Process, Tier II Business Acumen - Allocation and implementation of annual new hire training process
• Training Lead, M4U (Management 4 U) – RFT Professional Development Calls
• Great Atlantic Region Training Manager – collaborate and execute regional training needs.

Leadership Development

• Vision Care Leadership Development Center – leadership assessment workshop to determine strengths and opportunities based on situational, time, strategic, and communication management.
• Brander Broadcast Consulting, Joni Brander – writing assessments, skill building, presentation, image, video documentation, guidelines/organization.
• District Manager/Regional Training Manager/Regional Field Trainer Coaching Report – support in development with senior leadership and global management skills director in creation, pilot, and execution.
• 2015 Vision Care Lens Situation Analyses - Marketing planning and analysis.
• SMAC Team – select group of field, marketing, and leadership team to evaluate and provide feedback regarding future strategy plans, marketing materials, and execution.
• B3’s – Monthly marketing analysis, annual forecasting, variances, actuals, GFK data.
• Global Sales Management II – Advanced coaching, field coaching reports, communication delivery/style, market analysis, situational leadership scenario assessment.

• Create, develop, support, and execute corporate training initiatives to achieve sales targets. Assigned national and regional projects to support training needs while collaborating with cross functional division departments such as senior sales leadership, marketing, optical chains, and sales operations.

Roles & Responsibilities

• Promotion Corporate Office Training Manager
• Global Professional Development PERFORMANCE DRIVEN BY SCIENCE Seminar.
• Standardized and structured Regional DST/TST Program. Manage 7 RFTs regarding assignments, coaching of field rides, and region support.
• Created ‘Alcon Talks.’ Manage 7 RFTs, 8 DMs, and 64 Field reps on monthly calls and best practices.
• Team lead for iPad new hire integration project
• SDA (Sales Development & Advancement Program) –
• Manage field certification for PSA, PSR, and SPSR levels.
• Ensure selling standards are defined, communicated, and coached to improve selling skills.
• Assessed 72 field representatives.
• Southeast Region Training Manager – Collaborate and execute regional training needs.
• Train Field Representatives for Home Study. Create content, conduct, and facilitate sphere & specialty home study training.
• Train Field Representatives through Tier I & II new hire application training.
• Facilitate Global Professional Selling Workshops.
• Create and facilitate Sales Strategy Guides Sales Aid User Guides
• Coordinate with Marketing development of sales training workshops, strategy, and presentations at National and Regional POA meetings

Leadership & Project Development

• Global Sales Management I – Sales Manager’s Toolbox
• Performance Management Planning Model – Roles, responsibilities, objectives, values and behaviors, 9 box rating, & annual reviews.
• Development Plans, Basic Territory and Team Analytics
• GPC Coaching – DISC, Emotional Intelligence, ALCON Coaching Model, Managing 4 Results
• Field Visits & Reports, Performance Improvement Plans, and Corrective Action, Time Management
• Global Sales Management I – Best Talent Selection & On-Boarding
• Global Sales Management I – Coaching ‘Accountability’ in Action
• GPC Coaching – DISC, Emotional Intelligence, ALCON Coaching Model, Managing 4 Results, ‘Speed of Trust’
• SMAC Team – select group of field, marketing, and leadership team to evaluate and provide feedback regarding future strategy plans, marketing materials, strategy, and execution.
• Interim DM Central Florida District

• Exceeded financial and strategic goals for the North Alabama, Arlington, TX, and Birmingham, AL, territories by working with Optometrists and Ophthalmologists to develop strategic account management plans. Promoted Air Optix and Dailies Contact Lens Brands (Medical Devices) to Eye Care Practitioners by presenting how products resulted in superior patient outcomes, as well as by developing business strategies for growth optimization within practices.

Accomplishments

• Promoted Regional Training Manager
• Promotion Senior Professional Sales Representative (2013)
• Promotion Professional Territory Sales Manager (2010)
• Cornerstone Member - Highest Honor at Ciba/Alcon Vision Care. 3 out of 5 years. Circle of Excellence and/or President’s Club
• Two-Time Distinguished Performance (President's Club) Award Winner/President’s Club - Awarded to Top 10%; #10 in 2009, #15 in 2008.
• Circle of Excellence Award - Awarded to Top 20% twenty percent, #40, 2012.
• Quarterly Distinguished Performance Award - Awarded to the Top 10% representatives nationally for highest percent growth on a quarterly basis, multiple quarters.
• Quarterly Excellence Sales Award - Awarded to representatives for achieving quarterly double-digit growth, multiple quarters.

Leadership & Project Development

• Monthly Operations Review – Area Sales Director and Regional Sales Director selection; three Territory Sales Managers nominated per area as a development position to report field sales experiences, competitive updates, and to provide insight to enhance corporate efficiency, 2009.
• Professional Development Consultant Coordinator – Area Sales Director selection, developmental position to create, schedule, and provide a platform for speaking and practice– consulting engagements for Territory Sales Managers and Professional Development Coordinators, 2011.
• Key Account Management Development – Assigned six accounts outside of territory to co-manage with peer representatives. Generated strategy, development, and execution of program for account growth. Primary account group target, First Eye Care, in the Dallas/Fort Worth area.
• District Sales Trainer - Development role for those aspiring for a District Manager position. Responsible for training and development of new and tenured representatives, 2012-present.
• Pathways to Leadership – Leadership Development Courses with various stakeholders

• Self-employed entrepreneur and healthcare recruiter for placement of Occupational and Physical Therapists, Nursing, and Respiratory Therapists. Long-term goal transition into placement of medical device and pharmaceutical representatives.
• Reduced time-to-fill rates by proactively building a pipeline of qualified candidates for critical healthcare roles.
• Developed and maintained a robust candidate database for future job openings, reducing lead time in filling positions.

• Pharmaceutical Sales position marketing products related to disease states of Diabetes. Core focus of activity consisted of Endocrinologists, Internists, and Family Practice Physicians. Promoted injectables: Humalog, Humalog Mix 75/25, Humalog Mix 50/50, Byetta, and Cialis.
• Facilitated educational seminars for medical professionals and end-users about proper use of diabetes products to enhance safety compliance rates among clientele base.
• Used consultative sales approach to understand and meet customer needs.

• Specialty pharmaceutical sales position promoting respiratory products related to disease states: Chronic Obstructive Pulmonary Disease, Anaphylaxis, and Asthma. Targeted Pulmonologists, Allergists, Otolaryngologists, Pediatricians, and high-volume Internists.

Accomplishments

• Promotion Senior Territory Account Manager
• 2X Time President’s Club Winner Top 10% (#9 in 2004, #18 in 2005)
• Regional Product Leader Award (AccuNeb and DuoNeb), awarded to representative in region with quarterly highest achievement and growth
• 2X Time Triple Crown Award (Annual award for achieving quota for all three products)
• Pacesetter Award (Awarded to the top twenty representatives nationally both quarterly)
• 2X Area Top 10 Awards (Awarded to the top ten representatives in each area, South Area)
• Regional Product Leader Annual Award (AccuNeb, highest attainment in the South Area 2004)