RICHARD B. KLEIN
(908) 237-1694
email:
rklein@pittencrieff-glen.com
Strategic
Planning and Business Development Executive
Business
Executive with extensive experience in business growth, international business
development, finance and strategic planning.
Proven track record of success with full P&L responsibility and
strong leadership skills in diversified functions and responsibilities.
Challenging motivator who is a strategic thinker and visionary, balanced
by a pragmatic appreciation for the rapidly changing business environment.
Highly self-motivated leader who is results-oriented with proven strong
skills in leading a business through turn-around and rapid expansion.
Diverse background in the health care industry including medical
publishing, pharmaceuticals, vision correction and eye-care.
PROFESSIONAL
EXPERIENCE
CIBA-GEIGY
CORPORATION
1967-1978/1981-1996
Pharmaceuticals Division, Summit,
NJ
Executive
Director Medical Education & Publications
1993-1996
Full
P&L responsibility for SBU within the US Pharmaceuticals business with seven
figure sales including new product development, production, customer service,
marketing, and editing functions.
Developed and marketed medical publications for sales to health care
professionals, students and Ciba affiliates on a global basis.
Managed 45 employees.
·
Established a new strategic plan and vision for the organization that
focused on business growth and expansion through internal development and
strategic collaborations.
Sales growth of 75% and profit turnaround from a $2.0 million loss to a
six-figure profit achieved in less than four years.
Built the international business from no sales in 1995 to just under $1.0
million, establishing a global presence in the Far East, Europe, Asia, and Latin
America. .
·
Negotiated and executed a collaboration with a software developer which
resulted in the successful launch of five CD-ROM based products for medical and
allied health students and professionals, one of which has become the fastest
selling medical CD-ROM based product at medical retail.
·
Improved gross margin by over 50% by changing promotion strategy focus
toward higher margin products, changing suppliers and terms, and out-sourcing
selected services to provide cost savings and improved customer service.
·
Led two major merger integration teams, Site Selection and General
Administration.
The proposals of both teams were approved as submitted and as the result
the US headquarters location for the new “Novartis” pharmaceutical business
was decided, and all administrative functions successfully defined and
integrated.
Director
Strategic Planning & Business Development
1991-1993
Identify,
negotiate and close business development opportunities for the global
pharmaceutical business including acquisitions, research collaborations, and
co-marketing ventures.
Contribute to or lead strategic planning initiatives on a local or
international level.
·
Negotiated and executed a research collaboration with two institutes of
the Chinese Academy of Sciences located in Beijing and Shanghai that expanded
the company’s compound screening and assay capacity utilization.
Provided business and financial input as part of a team initiative that
resulted in a co-promotion arrangement that expanded the market for a major
product by 20%.
·
Participated in the development and preparation of a global strategic
plan for the worldwide pharmaceutical company and was a lead representative of
the US pharmaceutical company business interests in the development of a global
strategic plan for the transdermal line (over $500 million in worldwide sales)
of the company’s products.
·
Developed the business components and justification for a $160 million
state-of-the-art major pharmaceutical manufacturing facility which resulted in
the consolidation of US manufacturing in one site and a 20% increase in gross
margin, improved productivity, and significantly increased yields.
Ciba
Vision, Atlanta, Georgia
Executive
Director, Finance
1986-1991
Provided
full accounting and finance support and services to the Division by overseeing
all accounting, payroll, planning, and credit/accounts receivable functions for
this $200+ million growth business.
Management of 60 employees in all areas of accounting, finance and
planning.
·
Led several acquisition analyses including the acquisition of a worldwide
contact lens care company with sales of over $50 million, the purchase of a lens
care solutions manufacturing facility in Canada, and the acquisition of an Rx
eye-care high technology firm for the new prescription business unit of the
company.
·
Acted as financial officer of both the contact lens and lens care product
management teams.
Set strategic and tactical plans and monitored the everyday operations of
the two businesses with combined sales of $200 million.
·
As a member of the launch team for the Division’s entry to the
disposable lens market place, provided the strategy for launch of this vitally
important new product which was the third entry in the market and rapidly
achieved 20% market share.
·
Led a multiple function team that was responsible for improving customer
service. Within
one year the results of an independent industry customer survey indicated that
Ciba Vision moved from number five to number one.
Pharmaceuticals
Division, Summit, New Jersey
Director,
Analysis, Planning & Budgeting
1985-1986
US
responsibility for all sales, expense and capital budgets in addition to
developing and implementing new financial systems for the $1+ billion division.
Responsible for financial analyses of operations, capital evaluations
($100 million per year capital budget) and long range planning.
Financial liaison with the Division’s SBUs and headquarters in
Switzerland.
Other
Positions Held
Various
positions of increasing responsibility in Accounting, Finance and Planning with
Ciba.
College
of Saint Elizabeth, Convent Station,
NJ
Instructor
of Business
1980-1981
Instructor
of Accounting, Human Behavior in Organizations, Salary & Wage Administration
at the undergraduate level.
Vincent
A. Timoni Associates, Clark, NJ
Commercial
Real Estate and Investment Advisor
1979-1981
Act
as a sales agent for the sales or lease of commercial properties.
Act as investment counselor to several clients.
EDUCATION
MBA,
Seton Hall University, South Orange, NJ, 1972
BS
in Business Administration, Seton Hall University, South Orange, NJ, 1966
COMMUNITY
AFFILIATIONS
Board
of Directors-Interfaith Council for the Homeless of Union County
