Richard J. Villani
Nazareth
Summary
Results-driven leader with a proven ability to build and mobilize high-performance teams. Experienced in developing and executing strategies for driving positive business outcomes and enhancing customer engagement. Skilled and effective communicator, adept at motivating teams and fostering a positive culture.
Overview
15
15
years of professional experience
Work History
Associate Director, Operations & Demand Management
SANOFI
05.2024 - Current
- Responsible for shipping & delivery campaigns representing >$4B for US vaccines portfolio
- Supported the development & execution of the Sanofi modernization roadmap
- Lead strategic planning and execution for Delivery & Operations
- Collaborate on the development and implementation of contingency plans to address changes in the environment, such as supply chain disruptions, competitive threats, and product launches
- NexUS Executive Committee co-Chair; built infrastructure and champion cross-functional communication, fueling business continuity & action planning
Regional Sales Director, Adult Business Unit
SANOFI
07.2023 - 04.2024
- Led West Sales Region, composed of 4 District Managers and 50 Vaccine Specialists
- Responsible for sales & contracting execution in 36 US states to support $1.7B US Influenza sales goal for Sanofi Adult vaccines business unit
- Implemented Regional business plans, integrating cross-functional colleagues from Account Management and cross-BU teams, to optimize sales targeting & execution across 36 states
- Led cohesive efforts for Adult Business Unit sales dashboard enhancements resulting in more harmonized & effective business planning efforts for VSs and DSMs, driving a successful 2024 Influence prebook campaign across independent sales segment
Sales Force Project Management Office (PMO)
SANOFI
05.2020 - 07.2023
- Led the planning and execution of strategic meeting & alignment forums across Sales and Commercial Operations leadership
- Responsible for POA planning process & established governance structure, driving leadership alignment of key objectives and successful execution of National POA meetings for Commercial Operations
- Established and lead the Core Team and Steering Committee to drive the Adult and Specialty Sales Expansion in H2 2022
- Established and co-Chair the Field Engagement Planning Committee
- Leading role in the enhancement and deployment of numerous awards and recognition programs; Career Ladder Step Promotional process, Hall-of-Honor, Executive Impact Program, and Above & Beyond program
- Served as a conduit between Pasteur and Pentacel Business Unit leadership, to support the handoff strategy and ways of working guidance, driving a successful launch of the Pentacel Business Unit in 2021.
Deputy Director, PPH Marketing, US
SANOFI
07.2017 - 05.2020
- Pediatric Franchise lead, responsible for PPH portfolio (Pentacel, Quadracel, ActHib, Daptacel, iPol vaccines), representing ~527 Million USD in revenue
- Lead field engagement strategy, medical education strategy, brand and tactical planning processed for PPH franchise
- Led the Vero-Pentacel formulation product launch in H2 2020
- Led short- & long-term business forecasting for the PPH Franchise across all sales channels
- PPH Franchise lead for lifecycle management processes and initiatives
- Awarded Peak of Excellence in 2018, recognized for cross functional leadership amongst peers
Deputy Director, M&S Training and Development
SANOFI
04.2017 - 07.2017
- Leading role in content evolution and training enhancement process for New Division Sales Manager (DSM) 1 and New DSM 2 training classes
- Leading role in development & deployment of GROW Coaching Model field sales pilot
- Supported the curriculum enhancement and coordinated the launch of 2017 Centers for Coaching Excellence (CCE) for the Division Sales Management team
- POA lead responsibilities, inclusive of influencing key strategies, market research processes (2017 War games), and activity compilation for the Adacel and Pediatric product franchises
Professional Division Sales Manager (DSM) – San Diego, CA
SANOFI
03.2015 - 07.2017
- Lead strategic implementation of San Diego Division, w/team of 9 Vaccine Specialists in West Region
- Responsible for sales & contract pull through in ~800 targeted accounts (independent clinics, hospitals, HSs, FQHCs) worth ~$25M annually across pediatric & adult portfolio
- Completed 2016 as (San Diego Division) #1 West Regional Ranking and #5 National Ranking
- Recipient of the 2016 Peak of Excellence Award, among the West Region Leadership team.
- Lead Southern CA Core Team, in collaborative execution of identified sales and people development objectives, enhancing the value & strength of the So. California sales geography
- Support the Sanofi Pasteur Leadership Development (LDP) process, enhancing talent development and leadership curriculum
Manager, Marketing & Sales Training & Development
SANOFI
08.2013 - 03.2015
- Led all facets of new hire training, including product knowledge curriculum and Vaccine Sales Training course 1,2,3 (VST) for Vaccines Specialists and Key Account Managers
- Served as lead trainer for conjugated meningococcal vaccine (MCV4) and influenza (Flu) franchises
- Responsible to lead and align M&S leadership to all facets of planning for Plan-of-Action (POA) meeting cycles
- Developed and led deployment of pricing and contract platform trainings for sales team, in partnership with leadership and legal stakeholders
- Successfully completed the Leadership Development Program (LDP – January 2015), further developing essential skills necessary to excel within a sales management role
- Recipient of the 2014 Peak of Excellence Award within the Marketing & Sales Training Dept.
Marketing & Sales Associates Program
Sanofi US
06.2010 - 08.2013
- Product Manager, Fluzone Product Marketing (June 2012 – Aug. 2013)
- Training Manager, Marketing & Sales Training and Development (Jan 2012 – June 2012)
- Vaccine Specialist (VS) (Jan 2011 – Jan 2012)
- Biological Products Associate (BPA), Biological Sales & Resources (June 2010 – Jan 2011)
Education
B.S. - Biology
Kutztown University
06.2010
Skills
- Managing Complexity
- Leadership Influence
- Building High Performing Teams
- Coaching & Development
- Sales Leadership & Talent Management
- Business Plan Development
- Sales Excellence & Tactical Execution
- Data Interpretation & Trend Identification
Accomplishments
Peak of Excellence Award, 2014 - M&S Training
Peak of Excellence Award, 2016 - Sales Leadership
Peak of Excellence Award, 2018 - Product Marketing
Leadership Development Program Graduate, 2014
Timeline
Associate Director, Operations & Demand Management
SANOFI
05.2024 - Current
Regional Sales Director, Adult Business Unit
SANOFI
07.2023 - 04.2024
Sales Force Project Management Office (PMO)
SANOFI
05.2020 - 07.2023
Deputy Director, PPH Marketing, US
SANOFI
07.2017 - 05.2020
Deputy Director, M&S Training and Development
SANOFI
04.2017 - 07.2017
Professional Division Sales Manager (DSM) – San Diego, CA
SANOFI
03.2015 - 07.2017
Manager, Marketing & Sales Training & Development
SANOFI
08.2013 - 03.2015
Marketing & Sales Associates Program
Sanofi US
06.2010 - 08.2013
B.S. - Biology
Kutztown University
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