The Key to Strategic Influence and Selling Success
Improve Sales Effectiveness by Helping Customers Buy
23 years working in, and 5 years consulting for Pharma, Kev’s passion has always been helping organizations to transform how they engage with their customers and accounts. With a background in a range of Customer, Leadership, Brand and Capability Building roles at Local and Global levels, Kev brings broad expertise not only in fantastic customer strategies, but also how to build, deliver and embed programs across multiple countries, languages and cultures.
Common throughout all those experiences was finding opportunities to help teams and individuals be more successful in what they do. This means developing a strong sense of purpose and capabilities that move teams beyond focus on own products and company, to mean more to the healthcare systems with which they engage.
Having partnered over many years with Delta Point from the client side, Kev was delighted to become part of the team in mid-2024.
Kristin has a growth mindset and embraces new ideas, technology, and projects with enthusiasm. She began her pharmaceutical career in marketing at AmerisourceBergen where she was head of Health Systems marketing.
At Teva Pharmaceuticals, she launched more than 40 generic medicines and led payer marketing efforts for the 2018 launch of AJOVY®. In 2019, she achieved her goal of becoming a learning and development professional.
Kristin joins us from Sun Pharmaceuticals where she led training for their Long-Term Care, Biologics, and Field Reimbursement Management teams. She was an active participant in the Emerging Leaders program and managed the Area Field Trainer program.
She is a certified instructor for Crucial Conversations, Insights Discovery, and DDI’s leadership development program. Kristin has a BA in Literature from Merrimack College and is obtaining her Masters in Theology at St. Charles Borromeo Seminary.
23 years working in, and 5 years consulting for Pharma, Kev’s passion has always been helping organizations to transform how they engage with their customers and accounts. With a background in a range of Customer, Leadership, Brand and Capability Building roles at Local and Global levels, Kev brings broad expertise not only in fantastic customer strategies, but also how to build, deliver and embed programs across multiple countries, languages and cultures.
Common throughout all those experiences was finding opportunities to help teams and individuals be more successful in what they do. This means developing a strong sense of purpose and capabilities that move teams beyond focus on own products and company, to mean more to the healthcare systems with which they engage.
Having partnered over many years with Delta Point from the client side, Kev was delighted to become part of the team in mid-2024.
Kristen’s enthusiasm for helping others succeed in their roles is matched by her own desire to learn and grow. During her tenure as a biopharmaceutical sales representative and field trainer, Kristen was best known for exploring creative and compliant solutions to advance sales opportunities. While at Amgen she was instrumental in the development and execution of a national workshop on mastering virtual interactions during the pandemic.
Kristen’s industry experience includes multiple successful product launches and 2 President’s Club wins. Prior to transitioning to a career in pharmaceutical sales, Kristen utilized her training as a Registered Dietitian to design and deliver nutrition education programs to college students, teachers, and health care professionals.
Kristen received a BS and MS in Allied Health from the University of Connecticut. She is a certified trainer in emotional intelligence and neuro-communication.
Robin brings over 20 years of successful sales experience as a top performer with a passion for helping her customers. Her most recent experience is working with sales leaders to build the skills, knowledge and capabilities of their sales team to elevate their performance and success. She takes great pride in working with teams to uncover gaps or areas of improvement while creating a tailored training solution that will create a lasting and meaningful impact on their overall production.
Randi has worked as a Project Manager and Senior Client Services Manager in marketing and advertising in multiple industries, including more than 13 years in pharmaceutical publication planning.
Her agency experience with Complete Healthcare Communications and related publication planning agencies, and Harte Hanks, Inc has provided her with the right blend of in-house team management and strong client relationship skills. Her ability to partner with her colleagues to build trust in her abilities has made her a strong team leader.
Randi joined Delta Point in 2022. Randi earned her BS in Education from the University of Maryland. She enjoys playing golf in her free time, so head south to meet her!
Kim transitioned to the global pharmaceutical industry with Schering-Plough/Merck in 2000 as a Senior District Manager and was promoted to Regional Sales Director in 2005. Kim joined AbbVie in 2014 where she won numerous national awards including the AbbVie President’s Award, the Innovation Award, numerous Summit and Pinnacle Awards and District Manager of the Year, twice.
At Delta Point, Kim brings her passion and experience in professional sales and leadership development to our valued clients. She takes great pride in working collaboratively to provide professional consulting services and develop tailored programs that help clients realize the vision of their commercial organizations and create meaningful and lasting impact.
Kim was awarded a full-ride scholarship to play basketball in college and earned her BS in Business Management and Ethics from Mid-America Christian University.
Tony joins Delta Point with more than 20 years with GlaxoSmithKline in a variety of roles. He started in pharmaceutical & vaccine sales, and building on these experiences moved into recruiting, training, marketing, and leadership roles. Tony consistently outperformed benchmarks earning 8 Winner Circle Awards in several therapeutic areas.
Tony then spent close to 4 years as a vendor partnering with some of the world’s largest life sciences companies to help sales & marketing teams educate their customers / healthcare providers of all levels and different specialties physically, electronically, and virtually. These solutions helped educate them on some of the skills and knowledge relevant to practicing in an ever changing and challenging environment. In addition, he partnered to engage consumers / patients through websites, social media & print campaigns to educate them on the basics of several disease states and steps to prevention.
Tony earned his BA and MBA at DeSales University in Center Valley, PA
Jean Marie began her career in instructional design with a small custom firm in Park City, Utah. In her ensuing work as a consultant, she worked across industry sectors with an emphasis on life sciences/financial services and the areas of sales and leadership development.
Her experience spans a range of solutions, from curriculum architecture design and change management planning to development of individual learning assets, such as fast-paced, competitive workshops, pull-through activities, coaching guides, and mobile product knowledge games.
Jean Marie’s expertise in working with global organizations is enhanced by time spent living in Sweden, Italy, Austria, Belgium, and the Caribbean. These experiences have also nurtured a lifelong interest in culture and language.
Jean Marie joined Delta Point in 2021. She earned a Bachelor of Arts in Organizational Communication and a Master of Arts in Speech Communication and Rhetoric from the University of Utah.
Kevin has spent the last 20 plus years in the Life Sciences, working for companies like Novartis, J&J and Endo International. For the last seven years, Kevin has been on the agency side, helping sales teams build the skills, knowledge and capabilities to accelerate performance.
Outside of work, you’ll find Kevin spending time with his wife and three kids, coaching one of his three flag football teams, or playing with his new puppy – HOPE.
Connect with Michael FabianoLinkedinMike brings almost 25 years of pharmaceutical experience and sales excellence to the team. After pursuing a graduate degree in Clinical Psychology while working as a Certified Pharmacy Technician in Philadelphia, Mike made a transition to pharmaceutical sales, beginning his career at Janssen Pharmaceutica in 1996.
Mike’s experience includes multiple sales roles, specialty sales, hospital sales, field trainer, sales training manager and sales leadership, during which he also won 3 Presidents Club wins. During his sales training manager role, he was responsible for national training for a 500-person CNS sales force, and was also responsible for launch and training of multiple respiratory products.
He has a passion for training and developing others and enjoys meeting individuals where they are and helping them to grow in their roles.
Mike is a Langevin Certified Master Trainer and has his Bachelor of Science from La Salle University.
She joined CIBA-Geigy as Production Manager and transitioned to Novartis Pharmaceuticals in 1997, holding the positions of Senior Manager, Marketing Communications, and Associate Director of Customer Marketing.
While at Novartis, Linda earned several Business Excellence awards for her focus on project management and streamlining processes.
She joined Delta Point in 2011 and continues to manage multiple client projects, driving the daily activities of project timelines to a successful end.
Linda earned her BS in Marketing and Advertising from Rider University.
Kendell 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.
In addition to managing large accounts, Kendell focuses on uncovering business opportunities and identifying the best ways to meet our client’s core needs.
Kendell attended Kutztown University of Pennsylvania.
In 2003, Joe worked for Pfizer as a sales rep and then joined AstraZeneca as a primary care sales representative. Joe was then promoted to a sales trainer, as well as selected by upper management as the lead trainer for multiple product launches. Joe transitioned to District Manager responsible for the development of his team and delivery on the business. Joe’s district had great success, including achieving the Presidents Club in 2011. Joe led a coaching circle initiative for which he helped develop other sales leaders in the organization.
Joe left the sales side of the business and moved to the brand team and led the tactical implementation of a new HCP campaign, including timelines, creation of promotional materials, and the training of both internal stakeholders and field-based professionals.
Joe earned his BS in Finance at La Salle University. He received his MBA from Hofstra University.
Due to his work in the nonprofit sector, Dr. Cohen was honored as the 2005 Health Care 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.
Mark has been working with Delta Point, Inc since 2007.
In 2007, she moved from big-corporate to small-consulting, where she led the development and implementation of a Sales Training Project Management Office for AstraZeneca. Fran also created, deployed, and managed a Learning Business Process Organization for Merck Vaccines Manufacturing group.
Fran joined Delta Point in 2017 and helps the team manage operations and improve the way we do the magic that we do.
Fran has certifications in Project Management (PMP), Program Management (PgMP), and Business Process Analysis (BPA). She earned a Six Sigma Black Belt while working at Unisys Corp and served on the board of the Philadelphia Chapter of the Association for Talent Development (ATD) as VP Finance.
Fran has a BS in Finance and an MBA with a focus on Operations, both from Penn State.
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 3 years. During her tenure at GSK, Desiree launched multiple products in various therapeutic areas, and was instrumental in developing and launching new sales programs for the field sales force.
At Delta Point, she has continued to meet and exceed client expectations with robust consulting and content tailored to their needs.
Desiree has a BA from the University of Southern California and an MBA with concentration in Leadership and Managing Organizational Change from Pepperdine University.
While at AstraZeneca, Matt led the development and execution of the training curriculum and deployment for the 2000-plus member sales/sales leadership team. He also earned recognition for shaping regional brand strategies, creating alignment, and optimizing resources in support of the cross-company collaboration and successful launch of 3 brands.
Matt specializes in helping clients identify and capitalize on opportunities to optimize brand and sales performance. His experience allows him to understand the brand’s position within the evolving marketplace and how to apply specific, cross-functional actions leading to positive changes in performance trajectory.
Matt earned his BS in Organizational Development from LeMoyne College in Syracuse, NY.
Jerry has been featured on MSNBC and the ABC Radio Network, as well as on 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 3 best-selling business books: The Relationship Edge, The Relationship Edge in Business, and Stop Acting Like a Seller and Start Thinking Like a Buyer.
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