Owner/Principal of DriveTrain Learning, co-founder of The Collective; 28 years B2B, 12 years T&D. With 25 years experience in the Business-to-Business space, Michael brings a wealth of knowledge and insight to his clients and team members. An expert account manager and leader across multiple industries, Michael employs an ask-assertive, customer-centric approach to every interaction with employees and clients. Michael’s healthcare career with Boehringer Mannheim, GSK and Eli Lilly encompasses roles in medical diagnostics and pharmaceuticals, including more than 20 years of experience in the managed markets arena where, as an Account Manager, he had responsibilities in developing, analyzing, negotiating and implementing rebate contracts with managed health plans and stocking contracts with trade and wholesale customers.
Michael transitioned to Training & Development at both Lilly and GSK, where his progression saw him ultimately become the Sr. Director of Training with responsibilities for payer, hospital/institution, and rare disease/specialty/vaccines teams. His training and development expertise is in the area of major account sales and includes development and facilitation of curricula in the areas of customer engagement and business acumen competencies. Michael also has significant experience in the areas of competency model development including objectives development of roles, job description and key responsibilities alignment, competency behavior development and leveling, and training and development program linkages to competency models based upon performance strengths and gaps at each competency level.
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