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ERIN L

OPERATIONS & BUSINESS DEVELOPMENT EXECUTIVE in Washington, DC Area

Occupation:

Chief Operations Officer

Location:

Silver Spring, MD

Education Level:

Law Degree

Will Relocate:

YES

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Diverse accomplishments in leading business development, marketing, operations and performance improvement for a division of $9.7B IQVIA, a large non-profit and a well-respected law firm. Led an underperforming clinical research startup through turnaround to a $20M buyout/acquisition. Strengths in driving efficiency, controlling costs, managing finance & legal matters and building profits. Can contribute by: ρ Directing successful business development initiatives ρ Building strong relationships with key accounts and vendors ρ Leading projects/programs from design to successful conclusion ρ Recruiting, developing and mentoring top performing teams

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COMPANY POSITION HELD DATES WORKED

IQVIA COO 6/2017 - 3/2019
Cote Orpahn COO 7/2013 - 6/2017
Washington Teachers Union Chief of Staff 12/2010 - 7/2013
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SCHOOL MAJOR YEAR DEGREE

Syracuse University College of Law Law Law Degree
Syracuse University Public Relations, Marketing, Psychology Bachelor Degree
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TYPE TITLE URL DESCRIPTION

Website Wall Street Journal media url Newspaper I read daily.
Website BioSpace media url Website I check weekly for industry updates.
Website BioPharma Inights media url Industry Information - great for discovering new client opportunities.

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Highlights:

Increased revenues during challenging takeover and integration period. Sales during post-acquisition period often nosedive at target companies. Mounted an all-out sales effort at IQVIA to avoid missing early sales metrics, personally managing several major accounts. Increased revenues 32% in the first 90 days after change of control. Increased client satisfaction with better employee retention. Client satisfaction at IQVIA had fallen to 78%. Analyzed survey data and concluded that employee turnover was at the core of many customer issues. Developed new HR policies and improved employee communications, leading to 92% customer satisfaction rate. Led a struggling clinical research startup to substantial growth. Startup clinical research provider, Cote Orphan, was facing major challenges. Reorganized operations, installed new cost controls and mounted an aggressive and successful sales effort. Within four years, successfully sold company to IQVIA RDS, Inc. for $20M. Increased EBITDA by 26%. Industry averages for consulting firm profit ratios is about 40% and Cote Orphan needed to improve. Made a number of changes in financial reporting, controls, travel expenses and other areas to better position the company for potential acquisition. Increased EBITDA from 28 percent to 54 percent over the next two years. Cut sales cycle time from RFP-to-close by 75%. Cote Orphan clients averaged eight weeks to review proposal and sign contracts. Sped-up process with new, easy-to-understand contracts and improved customer support during review period. RFP-to-close timetable fell from an average of more than two months down to 14 days. Improved sales closing rate on qualified leads by 13%. Sales team closed an average of 33% of qualified leads and seemed stuck there. Made a number of changes to the sales process and installed new customer relations policies to facilitate decision-making. Within a year, achieved a record 46% close rate and never looked back. Built dues paying membership from 40% to 65% for Washington Teacher’s Union (WTU). Organization was close to losing its charter due to membership issues. Developed new programs and revamped legacy programming to attract more full paying members. Energetic outreach at WTU increased full membership rates to record levels. Restructured grievance arbitration process to save $2.2M. WTU was using two different law firms for legal services, each costing more than $750K annually with an overall poor win rate for the union. Negotiated a fixed-fee legal service agreement that produced huge win rate gains on grievance arbitrations and saved $600K per year.

Companies I like:

PPD, Covance, Perexel, Delloite, PWC, E&Y., Interested in biotech consulting firms, biotech firms, business consulting firms, and venture capital firms, in particular.

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COO, Orphan Drug Unit, IQVIA RDS, Inc., June 2017-March 2019. Led successful post-acquisition integration of Cote Orphan into $9.7B global corporation while serving as Interim Regulatory Director. Many contributions in business development, finance, account management and improving client satisfaction. COO, Cote Orphan LLC, July 2013-June 2017. Turned around startup, achieving record sales and profit and attracting corporate buyer. Improved operating efficiency, directed accounting & finance, managed human capital and played key role in business development. Company was acquired by IQVIA in 2017. Chief of Staff, Washington Teachers’ Union, Dec 2010-July 2013. Managed litigation, arbitration and grievance matters, serving as 2nd chair to Chief Negotiator for collective bargaining unit representing 4,000 public school teachers. Managed a staff of 30, restructured operations and managed construction of new, $4.2M headquarters. Employed as Business Development Coordinator, Venable LLP, July 2010-Dec 2010. Developed proposals for new business and managed new business pipeline. Played key role increasing marketing ROI and several major contract wins. Started career at Buc & Beardsely, a law firm specializing in FDA/healthcare matters.
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