Jerry Acuff, Chief Executive Officer
Jerry is the CEO of DELTA POINT in Scottsdale, Arizona. DELTA POINT works with sales and marketing leaders to implement innovative ways to sell and market in today’s crowded marketplace. Their client list includes Abbott Laboratories, AstraZeneca, Takeda, Endo Pharmaceuticals, Novartis Oncology, Roche, and Roche Canada.
Jerry was Vice President and General Manager of Hoechst-Roussel Pharmaceuticals prior to its merger with Marion Merrell Dow. In his twenty-year career at Hoechst, Jerry was Salesman of the Year twice and District Manager of the Year three times.
Jerry has been featured on MSNBC and also in Sales and Marketing Management Magazine, Wall Street Journal On-Line, Investors Business Daily, Managed Care Pharmacy Practice, Fast Company, Selling Power and, Selling Power Live. He has been to the White House to share his views on healthcare reform and twice was an Executive in Residence at The Amos Tuck School of Business at Dartmouth College. He is currently on the advisory Board for the Marketing Department at Northern Illinois University and is on the Board of Governors for the Athletic Foundation at the Virginia Military Institute, his alma mater.
For over 20 years, he has spoken and consulted extensively on the issues of sales and marketing excellence in the pharmaceutical industry. Jerry is the author of 3 books: The Relationship Edge, The Relationship Edge in Business and Stop Acting Like a Seller and Start Thinking Like a Buyer all published John Wiley and Sons. His first book is used by 11 Universities in their Marketing Curriculum.
Jesus Leal, Vice President
Jesus brings to DELTA POINT over 20 years of experience in the Pharmaceutical industry in both sales and marketing. Most recently, he was the Vice President of the Transplantation and Immunology Business Unit for Novartis Pharmaceuticals. As President of IVAX Labs, Jesus was responsible for developing a unique strategy that allowed Albuterol HFA inhaler to gain a by 60% market share within 6 months of launch. Prior to IVAX Labs, he was the Vice President & General Manger of the Anti-Viral Franchise for Abbott Labs.
As Vice President Interferon for Roche Labs, Jesus was responsible for the successful launch of Pegasys & Co-Pegus for the treatment of hepatitis C in the United States.
As the National Sales Director Oncology/Dermatology for Roche, he worked with the marketing department to increase sales of Accutane, a mature brand, by $100M two years back to back (1998 & 1999). Jesus Launched Xeloda for metastatic breast cancer, again exceeding launch goals by $5M ($40M versus $35M).
Jesus' career in Pharma is impressive for both its breadth and depth. He began his career as a sales representative, but rose quickly to become a Regional Sales Trainer, District Manager, Regional Sales Director, and Director of Sales Operations. Jesus has a BS in Pharmacy from Rutgers University in Piscataway, NJ and a MBA from Nova University in Fort Lauderdale, FL.
Mike Weber, Vice President
Mike’s experience in the Pharmaceutical industry began 24 years ago as a sales representative in Queens, NY at Bristol Laboratories. Since then, he has been held a number of positions and has received a number of awards within the Pharmaceutical marketplace. Mike spent almost 18 years at Bayer Pharmaceuticals in positions including Hospital sales representative, District Sales Manager, Marketing Manager, Senior Manager Sales Operations, Director Division Operations for North America, Regional Sales Director, and VP of Sales. During his time, Mike worked on a number of cross functional Marketing, Training, and Sales Management related initiatives, and at one point reported directly into the President of Bayer Pharma.
In 2005, after Bayer Pharma downsized and eliminated its Primary Care sales forces, Mike moved to Pennsylvania to become National Sales Director for Endo Pharmaceuticals in Chadds Ford PA. In 2006, Mike and his colleagues at Endo finished as national runner up to the Sales Power Sales Force of the Year Award.
Much of Mike’s focus and expertise has been on improving sales force effectiveness, including specific focus on in-call effectiveness to improve sales impact and outcome. Mike’s expertise in sales has also been demonstrated by his success in building high performing and accountable sales cultures throughout his career. In 2006, Mike and his colleagues at Endo finished as national runner up to the Sales Power Sales Force of the Year Award.
Mike’s pharmaceutical experience includes knowledge and promotion within the Pain, Anti-infective, Cardiovascular, Biological, Diabetes, Antifungal, Cholesterol lowering/Statins, Erectile Dysfunction and Incontinence markets. Mike received a BA from University of Notre Dame focused on Pre-Med and Behavioral Psychology. He currently lives in Pennsylvania with his wife and 3 children. He is also known within the industry for his hobbies including the Art of Magic.
Mark P. Cohen, MD, FACOG – Medical Director
Mark graduated from the University of Alabama with a B.S and attended the University of Alabama School of Medicine. Following graduation from medical school, Mark completed a 4 year residency in Obstetrics and Gynecology at the University of Alabama Hospitals and Clinics. After 2 years in private practice Mark became a Fellow in the American College of Obstetricians and Gynecologists and continues to be an active member. Upon retirement from private practice, Mark, while serving on the Board of Directors and Executive Committee of United Cerebral Palsy of Greater Birmingham, saw the need for improved healthcare for children and adults with special needs. With the support of UCPGB and several grants Mark was able to set up a Health and Wellness Center in UCPGB’s new adult facility, LINCPoint. Because of his work in the non-profit sector Mark 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.
In 2007 Mark joined DELTA POINT, Inc. as the Medical Director and has participated on projects for Endo, AstraZeneca and Roche. Mark’s responsibility at DPI is to provide the Program Directors with the unique insight on how a physician evaluates a new drug for a specific disease state. Another responsibility is to be certain that the Program Director and all of the DPI staff working on a specific project have a thorough knowledge of the disease process so that their recommendations and training support gives the Pharmaceutical Sales Professionals the greatest opportunity for success in front of the physician.
Mark and his wife Lynne live in Birmingham, Alabama and have 2 sons Justin (wife Carla) and Jonathan (wife Cecily) and a grandson Nathan.
Joan Altemose, Project Director
Joan graduated with a BA from Gettysburg College in Pennsylvania and a MBA from California Polytechnic State University in San Luis Obispo, earning teaching certificates from both institutions. She began her career in sales with Control Data Corporation as a Systems Marketing Representative. After becoming a Project Administrator there, she joined Application Consulting Group as a Project Manager. In a career direction change, Joan became a freelance writer for a local business magazine before joining the Pharmaceutical industry in 1992 when she joined Marion Merrill Dow as a sales associate. Staying at the same organization through a series of mergers, Joan grew in experience in sales, training and management. In 2000, she joined sales operations of the newly formed Aventis Pharmaceuticals to create the Promotional Policy department. Joan was instrumental in creating the electronic funding system for processing sales associates’ promotional spending (the Sales Tracking Analysis and Reporting system) in addition to designing training for sales associates for both the policies and the STAR system. Joan left Sanofi-Aventis and joined DELTA POINT, Inc in April, 2005. On a personal note, Joan and her husband, Bret, live in Jacksonville, FL and are the proud parents of Karen and Craig.
Amy Johnston, Project Director
Amy graduated with a BA and MA from the College of William and Mary in Virginia. She taught high school English until joining Bristol-Myers Squibb in 1993 where she held a variety of roles in sales and marketing including sales representative, trainer, District Manager, National Sales Operations Manager and Marketing Product Manager over the course of fifteen years with the company. Amy left BMS in 2007 to join DELTA POINT and lives in York, Pennsylvania with her husband and daughter, Bryn.
Nancy MacLeod, Project Director
Prior to joining DELTA POINT, Inc. in 2005 as Project Director, Nancy worked in the pharmaceutical industry with Johnson & Johnson for twelve years where she held several positions, including Sales Representative, District Trainer, Hospital Sales Representative, Product Specialist, Joint Venture Liaison, and Manager of Sales Administration and Sales Training. During her time with Johnson and Johnson, Nancy was the recipient of several distinguished sales awards, including the Eastern Region Award, two Teal Diamond Awards, and President’s Cup. Previous to her career in the healthcare industry, Nancy was a teacher. Nancy holds a Bachelor of Science degree from West Chester University in West Chester, PA. She is an active member of the Healthcare Businesswomen’s Association and a volunteer for the American Cancer Society’s premier event, Making Strides Against Breast Cancer®. Nancy resides in the Philadelphia, PA area.
Daniel J McNamara, Project Director
Daniel J McNamara comes to DELTA POINT with 10 years pharmaceutical and biologic sales, training, and management experience. Dan has spent the bulk of his pharmaceutical career in specialty sales, marketing products to Neurologists, Pain Specialists, Dermatologists and Rheumatologists.
His sales career began at AT&T where he managed and serviced National Accounts. After a successful 3 years, Dan moved into pharmaceuticals with Athena Neuroscience/Elan Biopharmaceuticals. During that time, he also worked for 2 years as a field trainer for the Northeast District. At that time, Dan was recruited to launch the first ever biologic approved for psoriasis for Biogen Idec.
While at Biogen Idec he was promoted to run the Immunology Training Department where he worked on sales training, marketing projects, reimbursement and career development. In his leadership role, Dan was responsible for developing and directing the Mid-Atlantic District marketing Amevive to Dermatologists.
More recently, and just prior to joining DELTA POINT, Dan led the New England District for Bristol Myers Squibb (BMS) to launch the company’s first biologic used to treat Rheumatoid Arthritis.
Dan is married to Kelly and together they have 2 daughters Ryann and Riley, and 2 sons Brady and Brendan. They reside in Medway, Massachusetts where in the limited spare time that he has, he enjoys spending time at soccer/t-ball/basketball and dance classes with his kids.
Nancy Pratt, Project Director
Nancy graduated with a BA in Biochemistry from Canisius College in Buffalo, NY. She started her pharmaceutical career with Boehringer Ingelheim in 1990. Over the course of her fifteen years at BI, she held a variety of roles in sales and marketing including sales representative, hospital sales representative, sales trainer, District Manager and Senior Product Manager. In 1994 Nancy took a sabbatical from BI and spent three years living in Japan and teaching English Conversation. She is currently completing an MA in Adult Learning and Leadership from Columbia Teacher’s College. Nancy left BI in 2007 to join DELTA POINT and lives in Norwalk, Connecticut.
Glen Trumbull, Project Director
Glen graduated with a BA and MBA from Dowling College in New York. He started in the pharmaceutical industry in 1996 with Parke-Davis. In 1998 Glen joined Roche Labs where he spent 10 years. During that time with Roche Labs, Glen was a Virology Specialist, Product & Markets Trainer, District Sales Manager and Market Development Manager. In February 2008 Glen joined DELTA POINT as a Project Director. On a personal note Glen resides in Center Valley, PA with his wife Doreen and two wonderful children Lauren and Justin.
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| Partner: Jerry Acuff |
| Jerry is a principal and founder of DELTA POINT in Scottsdale, Arizona. For over 15 years, he has spoken and consulted extensively on the issues of sales excellence... |
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