The Delta Point Team

Delta Point is comprised of recognized experts in the biopharmaceutical arena.  Our consultants and leaders have a minimum of 12 years of progressive responsibility within the industry.  Their expertise expands across the commercial continuum, including sales, sales management, sales leadership, training, leadership and development, marketing and commercial operations.  We apply this range of experience, cross-therapeutic knowledge and industry-wide perspective to ensure our clients succeed.

Delta Point Leadership Team

Jerry has more than 30 years of experience in speaking and consulting on the issues of sales and marketing.  His expertise has led to numerous awards and recognition, including the title of one of the 50 best salespeople of all time, and one of the top 10 sales experts in the world, according to salesgurus.net.  Jerry has been featured on MSNBC and the ABC Radio Network, as well as the TheStreet.com, WSJ.com, Fortune, Sales and Marketing Management Magazine, Investor’s Business Daily, Managed Care Pharmacy Practice, Fast Company, Selling Power and “Selling Power Live.”  He shares his passion for selling and building business relationships in his three best-selling business books: “The Relationship Edge,” “The Relationship Edge in Business” and “Stop Acting Like a Seller and Start Thinking Like a Buyer.”

Jerry began his career as a sales representative and quickly rose to vice president and general manager at Hoechst-Roussel Pharmaceuticals, earning accolades like “Salesman of the Year” (twice!) and “District Manager of the Year” three times.  He has earned recognition for his expertise in business relationship development, strategic sales messaging and selling approaches.  His experience and success has led to a position as Executive-in-Residence at the Amos Tuck School of Business at Dartmouth College and an invitation to the White House to share his views on healthcare reform.  He is passionate about staying informed on the latest research and ideas from thought leaders, which often reinforce his beliefs and primary tenet of thinking like the customer.  Clients continually provide testimonials of his enduring effect on their commercial organization, evidenced by enhanced selling effectiveness, improved coaching by sales managers and brand excellence in the marketplace.

Cathy has more than 20 years of pharmaceutical and biotechnology industry experience, with tenures at large, mid-size and start-up companies.  Cathy began her healthcare career in marketing at a start-up biotechnology company where she led the launch of an oncology product.  She then spent 12 years at Roche Laboratories in various sales and account management roles, including business unit manager, division sales manager, regional account manager, national account manager and regional sales director. Cathy then spent several years leading the hepatology specialty sales force as a national sales director.  While at Roche, she earned numerous awards, successfully launched eight products, and gained experience in promoting retail, hospital and specialty products.

Cathy joined Wyeth in 2007 when she was recruited to lead the vaccine specialty sales team for several years as vice president of sales.  After the Pfizer acquisition of Wyeth, she was asked to lead Pfizer’s marketing team in the launch of Prevnar 13.  Under her leadership, Prevnar 13 became the #1 product in its first year of sales in pharmaceutical history, with over $2 billion in U.S. revenue.  In this role, she was responsible for the product’s positioning and brand identity; pricing strategy; phased launch plan; management of the development of the healthcare provider, consumer, and payer campaigns; chairing the internal Promotion Review Committee; collaborating with government and professional associations; product lifecycle management; management of the commercial supply/demand/packaging; and building alignment with internal partners.

Cathy earned her B.A. from Temple University and an MBA from St. Joseph’s University.

Dean has more than 25 years of pharmaceutical sales and marketing experience.  Dean began his career at Bristol-Myers Squibb, where he held several positions of increasing responsibility in field sales, sales leadership and marketing.  He was a senior brand director for BuSpar® for generalized anxiety disorder), and he led the strategic direction and support tactics for sales, patient and healthcare professional-focused strategic objectives.  He then served as the national sales director at Eisai, Inc., where he was responsible for building and launching all facets of the company’s sales force and support functions.  This included sales training and sales operations in preparation for the U.S. launch of their flagship product, Aricept® for Alzheimer’s, which became a $3.0 billion blockbuster drug.

Prior to joining Delta Point in January 2014, Dean served as senior vice president of sales at Takeda Pharmaceuticals., where he was responsible for all aspects of the 2,500-member U.S. sales force, including the sales force structure, incentive compensation, sales training and sales operations.  During his tenure, Dean was instrumental in leading the growth in U.S. sales from a baseline of $400 million to over $3.5 billion in five years.

Dean earned his B.S. in business management from Indiana University and an MBA from the Kellogg School of Management at Northwestern University.

Matt has enjoyed a proven track record of driving sales growth and profitability as demonstrated by his extensive sales and training leadership experience across multiple therapeutic areas.  Matt joined AstraZeneca as a sales specialist in 1994, and he excelled in leading teams to identify, leverage and optimize sales opportunities with both new and established accounts and products.  Matt’s ability to lead his sales district from the bottom 10 percent to the top 20 percent nationally led to his involvement in the design, development and implementation of professional sales training at AstraZeneca.  During the last three years of his seventeen year career at AstraZeneca, Matt was responsible for leading the development and execution of the training curriculum for the 2,000-plus member sales/sales leadership team in the cardiovascular and metabolic business unit.  He also earned recognition for shaping regional brand strategies, creating alignment and optimizing resources based on his cross-company training development in preparation for the successful launch of three brands.  Since coming to Delta Point in June 2011, Matt continues to deliver for Delta Point’s existing client base, while simultaneously securing new clients that can benefit from their customized offerings.  Matt and his team continue to grow their business and look forward to working on new projects in the coming years.

Matt earned his B.S. in organization development from Le Moyne College.

Throughout her seventeen years in the pharmaceutical and biotechnology industry, Debra has gained deep and diverse experience in marketing, sales leadership and sales training.  She began her career as a sales representative with Ortho-Biotech.  After joining Takeda Pharmaceuticals, she took on roles of increasing responsibility, ranging from sales trainer to regional sales director.  Most recently, Debra worked in marketing for Novo Nordisk in the commercialization of two pre-launch products.  She has a proven track record of success, leading the development of brand positioning, messaging platforms, strategic plans and creative campaigns for five product launches.  She spearheaded the professional tactical plan for a $3 billion product portfolio and effectively managed a $142 million budget.  While in sales and sales leadership roles, Debra successfully launched six products in multiple therapeutic areas.  She was recognized for her ability to effectively coach and develop others as evident by her high rate of direct report promotions and her selected role as a mentor to other leaders.  With twelve national leadership and sales awards and numerous regional awards, Debra has earned recognition for her many contributions.

Debra earned her B.A. at Rutgers University with a double major in Psychology and Sociology.

Dan has more than 23 years of experience in the life sciences industry, working in start-up organizations, mid-size specialty firms, and traditional big pharmaceutical companies, primarily in sales and sales leadership.  Dan started his sales career as a representative for Amfax America, and then joined the pharmaceutical business at Astra USA.  He also worked for Sankyo Pharma, Nitromed and Shire.  During his career, he quickly progressed from sales representative to district sales manager to regional director, gaining experience in training, marketing, sales operations and leadership development.  His dedication to a positive reinforcement management style led to numerous awards and recognition, including “Business Executive of the Year” and multiple President’s Club awards.  Dan’s success in product launches and his ability to drive sales results are complimented by his successful leadership development and mentoring skills.

In his first year at Delta Point, Dan received the first ever Delta Point Leadership award.  During his time at Delta Point, Dan has actively engaged with several key organizations in the pharmaceutical and biotechnology space.  He has played a strong role in marketing message projects, product launches, leadership development, coaching model development and training, sales model development and training, market research and many other customer initiatives.  Additionally, he has developed a comprehensive active listening course for clients.  Dan is an active member of the International Listening Society.  He also helped create a unique selling program called “Meaningful Dialogue More Often.”

Dan earned his bachelor’s degree in general studies from Indiana University.

Nicole is a sales, training and leadership development professional with an extensive record of success in sales performance, sales leadership, sales training and leadership development, product launches, device launches and business planning.  She began her biopharmaceutical career as a sales representative for Pharmacia/Pfizer.  She then joined Meda Pharmaceuticals where she held sales, field-based training, corporate training and district sales manager roles.  EMD Serono recruited Michelle as senior sales training manager and she ultimately became the director of the sales training and leadership development department prior to joining Delta Point in 2015.  During her time at EMD Serono, Nicole successfully launched one product and four devices.   She was also appointed as the associate chief coaching officer to the commercial team.

Nicole is DISC certified and has a certification in executive coaching from Babson College.  She received a B.S. in management from Bryant University.

Mark provides the unique insight of a physician’s perspective as well as his medical knowledge and expertise as a practicing obstetrics and gynecology physician.  He is a fellow in the American College of Obstetricians and Gynecologists.  With a passion for helping to improve healthcare for children and adults with special needs, Dr. Cohen also serves on the board of directors and executive committee of the United Cerebral Palsy of Greater Birmingham.  Due to his work in the non-profit sector, Dr. Cohen was honored as the 2005 Healthcare Hero in the outreach category by the Birmingham Business Journal.  In 2007, Mark was honored by the Alabama Pediatric Dentistry Association for his work in providing dental care to children and adults with special needs.

Joan started working for Delta Point in 2005 as a Project Director. She is currently our Senior Director of Customer Excellence, leveraging her talents of writing and research with her passion for Delta Point philosophies and tenets.  Her contributions are truly built on her diversity of experiences: certified teacher of secondary school and community colleges, a contributing writer for a business magazine, systems programmer, software marketing representative and trainer.  .  Joan joined the pharmaceutical industry in 1992, achieving recognition as a sales representative, which led to more awards as a manager and later as the head of promotional policy and the electronic funding system for Aventis Pharmaceuticals.

Joan earned a liberal arts degree (B.A.) from Gettysburg College and M.B.A. from California Polytechnic State University.

Frank has more than 30 years of experience in sales and sales management.  He began his career as a sales representative, where his success earned him the recognition of being named “Salesman of the Year” twice.  After his promotion to sales manager, Frank continued to earn accolades as he shifted his attention to teaching others how to sell.  While working at Hoechst-Roussel Dermatology and at Scandipharm, Frank was recognized as “Sales Manager of the Year.”  Frank’s progression in sales management led to his promotion as head of national sales, a position he held at three different BioPharma organizations: Scandipharm, Ivax, and Centrix.  He thrives on sharing his passion for helping sales people connect with their customers and increasing their sales effectiveness.

Frank earned his B.S. from Samford University.

Nancy joined Delta Point with twenty years of sales, training and management experience.  She launched her career in the pharmaceutical industry as a professional sales representative with Sanofi Pharmaceuticals.  She then joined Takeda Pharmaceuticals, where she took on roles of increasing responsibility, including sales trainer and senior district sales manager.  Most recently, Nancy was a district manager with Abbott Nutrition.  Throughout her career, Nancy has earned multiple national and regional achievement awards for sales success, and she has been recognized by each organization as a leader who is team-focused and results-oriented.  The majority of Nancy’s pharmaceutical career has been spent in sales management and people development.  As a successful leader, she consistently builds top performing teams, and was hand-picked to serve as a peer mentor for six district sales managers.  Over the span of her pharmaceutical career, Nancy has gained invaluable experience and has successfully launched more than nineteen products in numerous disease states and therapeutic areas.  In addition, she has extensive experience successfully negotiating hospital contracts, partnering with hospital supply chain management and working with managed care organizations, resulting in consistent year over year sales growth.

Nancy earned her B.S. in business with a concentration in marketing at the University of Pittsburgh.

Linda has worked in the advertising and pharmaceutical industry for more than 20 years.  She began her career at CommonHealth where she served as director of traffic coordination and vice president of client support services.  She joined Novartis Pharmaceuticals in 1997 and held the positions of senior manager, marketing communications and associate director of customer marketing.  While at Novartis, Linda earned business excellence awards for her focus on project management and streamlining processes.

Kendell has worked in the advertising and pharmaceutical industry for more than 15 years.  She began her career at CommonHealth/Noesis, where she served as senior account executive director, primarily working with the Novartis Cardiovascular account.  She joined Novartis Pharmaceuticals in 2001 as a marketing communications manager within the cardiovascular franchise, and progressed into the position of associate director of sales/marketing operations for the infectious disease and transplant business unit, supporting the transplant and infectious disease units as well as new product marketing and sales teams.

Rich has more than 22 years in the pharmaceutical market with an extensive sales, marketing and training background in both national and international accounts.  He began his career as a hospital specialist at Roche Laboratories where he was nationally recognized with a “Superior Achievement Award.”  Rich then moved into a national role in the training department, launching Coreg and running the cardiovascular specialty training for Roche.  He also trained the entire Roche portfolio of products existing in and outside the hospital.  Promoted to business unit manager, Rich worked for the Roche Northeast director on product strategies within the Northeast region, driving business within specific northeastern hospitals and institutions as well as the retail team.

After being a hospital manager with InVentiv on the Bayer Avelox project, he joined Reliant Pharmaceuticals as a New York City district sales manager, being quickly promoted to the roles of training manager, Omacor product manager and director of training and development. Rich was nationally recognized with every position he held at Reliant Pharmaceuticals.  As training director, Rich launched the first initial and advanced hospital sales training for the company and coordinated the training of over 1,300 GlaxoSmithKline sales people when Reliant was acquired.  Rich has extensive experience in facilitation and presentation skills, and he has coached sales individuals and teams from directors of sales and sales managers to hospital specialists and primary care teams.  Rich has launched over eight products successfully into the market – hospital and retail – including the first ever prescription omega-3.  He has also developed and implemented training for launches of new products, sales force effectiveness, messaging, building relationships and building initial and advanced training programs for existing and as well as expansion sales teams.

Rich is a graduate of Lafayette College, resides in Paramus, New Jersey with his wife Michelle and three children where he is active as Chairman of the Paramus Scholarship Fund (over $2 million in scholarships) and other community service organizations.

John is an award-winning learning and technology strategist with more than 15 years’ experience in various leadership roles across the pharmaceutical, financial services, technology and telecommunication industries.  Prior to joining Delta Point, John was the director of global sales training strategy at AstraZeneca Pharmaceuticals where he led the integration of the sales training function across 17 global markets.

Desiree joins Delta Point with a track record of success in sales and sales management, training, marketing and business improvement. Desiree began her 15 year career as a pharmaceutical sales representative with GlaxoSmithKline, and earned multiple sales awards promoting a diverse product portfolio.  She was promoted to sales management and ultimately to brand manager in the respiratory division, where she was responsible for innovative professional tactical planning, leading to successful brand growth. Desiree was selected for a national pilot project that led to the development of the business improvement department within the GSK US pharmaceutical business, and was a leader and subject matter expert in the role of business improvement specialist for three years. During her tenure at GSK, Desiree launched four products in multiple therapeutic areas, and was instrumental in developing and launching new sales programs for the field sales force.  Desiree has a passion for leadership development, and has coached leaders throughout the organization as a certified Jobs Plus Coach.

Desiree has a B.A. from the University of Southern California and an MBA from Pepperdine University.