dwight williams

Led sales team of 14 Primary Care Representatives within AbbVie’s Cardiovascular and Metabolic franchise. Built a highly motivated and empowered sales team by creating a culture focused on the “3Ps” Leadership Principles; People, Passion and Performance. Led sales team to 104% quota attainment for SYNTHROID, #1 for CRESTOR market share growth and 3rd of 25 sales districts regionally.

Developed and executed HUMIRA Healthcare Providers marketing initiatives for the US Rheumatology franchise. Collaborated on the development and execution of annual franchise strategic and tactical plans, multi-media plans, budget management and brand promotions for franchise. Worked in a team-based environment to assess market dynamics, competitive activity and product lifecycle to refine strategies and implement tactics to maximize sales, market share and profitability for HUMIRA. Functional responsibilities included; Advocacy Partnerships, Competitive Intelligence, HUMIRA Sample Program, Advisory Boards, Digital, Banner, Journal and Non-Personal Promotion Advertising, Key Opinion Leader Development and Treat-to-Target Brand initiatives.

Led sales team of 12 Ophthalmology Specialty Representatives across a 5-State area (IL, IN, IA, WI and MI) promoting Dry Eye and Surgical products with annual sales of $17MM. Recruited, hired and developed sales team to effectively and consistently meet or exceed performance goals. Promoted 4 of 12 representatives over a 2 year period.

Led team of 4 sales trainers in the development of promotional guidelines for Primary Care Sales Organization, and provided cross-training to national sales force on Anti-Infective, Metabolic and Cardiovascular products. Trained Product-and-General Managers at Abbott International BIAXIN Marketing Summit in Paris, France. Developed BIAXIN XL competitive response training at national sales meeting for Zithromax and Levaquin new FDA-approved indications.

Responsible for the promotion of BIAXIN XL, PREVACID, OMNICEF and SYNTHROID to Primary Care physicians within the Metro Chicago sales geography generating sales of $1.2MM annually. Achieved consecutive All-Star Awards, ranked top 5% nationally, in 2001 and 2002. Achieved #1 market share and market share growth regionally for Prevacid at 53% and 1.16% respectively.

Conceived, created and launched TRILIPIX “Visualize the Vial” marketing campaign for Dyslipidemia franchise, including sales force pull-through of new brand campaign driving upwards of $1.2Bn in annual sales. Visualize the Vial campaign became the cornerstone of TRILIPIX lifecycle management strategy, sales force promotional message and field execution. Responsible for directing $5 million marketing budget and tactical brand plans to support $1.2Bn in annual sales. Ensured sales force execution aligned with marketing strategies and tactics through collaboration with Sales Directors and the development of effective communication media. Key functional responsibilities included; Sales Force Communication, Promotional Materials management, Clinical Reprint and Textbook programs, Non-Personal Promotions, KOL Recruitment and Development, SMAC Panels and Sample Voucher program.

Instrumental in the development of HUMIRA managed care strategy by working with marketing partners in the Payer, Policy, Specialty Pharmacy and Health System channels. Contribute to the managed care component of AbbVie financial process (Plan, LRP, S&OP) with plan level rebate and mix modeling. Implement business tactics and allocate resources within optimal target segments, including Key Account Management, for ANDROGEL, CREON, VIEKIRA and HUMIRA. Through market and customer insights, develop and refine commercial strategies within the Payer, Health System, Specialty Pharmacy and Employer channels. Collaborate with Marketing Analytics and Business Insights, Pricing, HEOR, Medical Affairs, Legal, Franchise Brand Teams, Regional Managers and other cross-functional partners to develop integrated strategies. Conduct field travel with Managed Care Account Managers to implement tactics, evaluate market trends, assess strategic alignment within each channel and drive market share and net sales goal attainment.

Activities and Societies: Beta Gamma Sigma