Hampstead Heath, London, England NW6 4JH
C: +44 020 5555 1111
Charles.Winfield@myemail.com
CHARLES WINFIELD
DRIVING VALUE BY PILOTING TOP AND BOTTOM-LINE GROWTH
PRESIDENT/GENERAL MANAGER
G
ENERAL
M
ANAGEMENT
: G
LOBAL
O
PERATI ONS
, S
ALES
& M
ARKETI NG
Pragmatic thinking, developing evidence-based business plans backed by swift action in operationalizing, commercializing, and transforming
business units into profitable company assets. Deep knowledge of the European and American healthcare markets, delivering immediate results:
Annual Revenue Increases (%)
Aesthetics
10 Year Strategic Value
2010 to 2011
+950%
+172%
2011 to 2012
+96%
+167%
2012 to 2013
+178%
+175%
2013 to 2014
+116%
+143%
2014 to 2015
+45%
---

General Management: Charged with removing startup barriers, re-organizations, and turnarounds by establishing disciplined
departments built on best practices in operations, processes, and capabilities, improving margins and cash flow through masterful 10figure P&L ($3.8B) execution and financial planning.

Sales & Marketing: Consistent record of success capitalizing on opportunities for greater ROI/ROS. Created new and expanded
existing global markets (40%↑), delivering on product and geographic segment opportunities through high-level sales, marketing,
portfolio, and solutions strategies.

Team Building: Transformed organizations of 2,900 employees as a driver of positive culture via talent development and by reenergizing a focus on measurable goals that cascaded throughout the entire organization. Regarded as a strong leader who builds and
unites winning, persistent, highly disciplined, and top-performing teams.

Global Span: Geographies: North America, Australia, New Zealand, and Europe; Sectors: Pharmaceutical, Biotechnology, Life
Sciences, and Healthcare; Languages: English, French, Dutch, Portuguese, Spanish, and German.
HIGH-IMPACT PERFORMANCE AND LEADERSHIP CAREER
Drug Company | 09/2010 to Present ▪ London, UK
Global, technology-driven, multi-specialty health care company providing therapeutic advances in ophthalmic pharmaceuticals, dermatology,
neuroscience, urology, and cosmetics. 20,000 global employees. #1 globally in ophthalmology, total revenue from products in UK above £50M.
President of Affinity Drug United Kingdom
2nd
Captured #1 pharma market position for Drug,
largest market and key driver of overall company growth. Forecasted long-range capabilities
through innovative concepts, showing quick triple-digit results within 2 years while controlling cost.
On its second attempt, challenged corporate consensus on market viability and delivered a successful and sustainable 10-year global market
expansion plan in a very competitive and saturated market by re-envisioning the FUTURE, not just immediate results, but long-range success
beyond commercialization, with a full-scope business startup plan under Drug’s umbrella. Executed £50M P&L accountability, leveraging widerange experience across general management, sales in mature and new markets, operations, and staff evolution to establish and tighten controls
across: 1. Quality Products … 2. World-Class Teams … 3. Disciplined and Scalable Operations … 4. Greater Agility through Financial
Health … 5. Commercialization focused, top-tier R&D department … 6. Human Resources as an asset in aggressive growth.

Business Startup. Fueled business development opportunities from ground-up through high-profile networking and relationship
building, including with government authorities. Leveraged alliances to negotiate and navigate a highly regulated industry.

Market Development. Positioned Affinity Drug as a market leader through portfolio expansion, generating above industry average,
double-digit market share growth: 1st year: 10%, 2nd: 30%, 3rd: 40%, 4th: 50%.

World-Class Product Launches. Engineered product development program (business case, investment, market-driven cost models
risk, P&L, R&D, quality), releasing 5 new and highly profitable products to market. Determine feasibility and profitability with laser-focus
accuracy.

Financial Strategy. Designed budget and executed 7-figure P&L accountability across Administration, Sales & Marketing, Operations
and Research & Development departments, driving clear focus on spend and control.

Continues Growth. Performed acquisition due diligence, identifying targets, signing a £150M+ 5-year agreement that will cement
Drug’s continuous growth capabilities for the next decade.

Grade A Team Building. Partnered with HR as a key strategist in designing a learning & development strategy for 350-member
workforce, inclusive of building a top-talent pool and succession planning to address workforce maturation.

Handpicked leadership team focused on bottom-line, superiority, and customer advocacy. Emphasized accountability and a sense of
urgency without jeopardizing quality.
Culture Change. Implemented a winning culture built on diversity and performance through goal setting; leveraged KPI-driven monitoring and
plus research-based sales and marketing (analysis, forecasting, profit, and ROI driven).

Annual Revenue Increases (%)
Breast Reconstruction & Facial Aesthetics
10 Year Strategic Value
2010 to 2011
+950%
+172%
2011 to 2012
+96%
+167%
2012 to 2013
+178%
+175%
2013 to 2014
+116%
+143%
2014 to 2015
+45%
---
CHARLES WINFIELD | Page 2
Pioneer Pharmaceuticals, Inc. | 2008 to 2011 ▪ Belgium
Global pharmaceutical company with 80,000 employees. Focused on developing innovative products for treatment of chronic and acute diseases.
Product portfolio spans therapeutic areas such as cardiovascular, diabetes, allergy/immunology, respiratory/pulmonary, ophthalmology,
oncology, and women’s health.
Vice President of Sales, Brussels
Championed major transformation of a 4,500-employee organization into world-class, value-focused product evangelist, kindling revenue growth of
100% and market share of 15% in metabolic disease by end of tenure.
Embraced the challenge of heading reformation and removing barriers in market share growth by eradicating history of multiple failed attempts in product
launches within the pharmaceutical industry. Charged with commercial strategy, capability expansion, talent development, strategic planning, and
execution. Re-engineered staff training through modern engagement techniques, introducing discipline in product development with focus on value and
quality throughput; integrated controls, performance incentives, customer serviceability with focus on user experience. Prepared company for long-range
growth potential through succession planning programs that harnessed employee knowledge for next-generation workforce.
 Employee Development & Transformation. Succeeded at reviving team confidence, energizing and unifying talent which resulted in a reverse
decline of sales and yielding improvement from 3% the first year to 11% by end of tenure:
- Evolved sales teams, thrusting from bottom 20% to top 10%. Revolutionized culture, evidenced by consistent high-ranking survey
results for the last 3 years (including by corporate clients).


Drug: Ranked 5th in 2007 and 1st in 2010  Drug: Ranked 3rd in 2007 and 1st in 2010
Drug: Ranked 1st in 2010  Drug: Ranked 3rd in 2008 and 1st in 2010
Established dedicated, customer-focused teams, gaining clarity through use of KPI dashboards and systems sales cycle approach,
leveraging technology and data to analyzing segmentation, customer behavior and needs.
- Developed brand-aligned regional plans which fortified corporate identity and provided differentiation from competitors. Instilled a
‘company first’ mentality, developing front-line managers into mini CEOs who excel at driving performance through coaching and
clearly defined behavior and quality measurements.
- Adopted a more scientific approach to garnering customer feedback, by developing capability to map KOL networks through MR
survey tools. Leveraged data, re-tooling sales approach and product launches to customer specifications that led to industry-best
survey ratings of 20-40%.
Market-Dominant Product Deployment. Piloted the launched of several ‘game-changing’ product introductions, which became best-ever
product launches in the company’s history and best in the global market. Designed go-to-market strategies, capturing #1 position in their
respective markets:
 CARDIOVASCULAR: #1 market share in OAD market within 18 months.
 OPTHALMOLOGY: #1 market share in FDC market place within 6 months.
 CANCER: Best Cancer Drug in the world.
Commercial Integration. Piloted the strategic 6-month integration of the Brussels sales organization while helming the release of 3 new
products, quickly realizing synergy without slowing down sales. In fact, became the fastest integration to quickly deliver ROI through
enhancement of organization’s capability and positive influence on engagement scores.
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New Pharmaceuticals | 2003 to 2008 ▪ Lisbon, Portugal (HQ)
Technology and Service provider focusing on Pharmaceutical Sales, Marketing, Clinical and Compliance Solution and Services:
€1B revenue, 5,000 employees and global reach.
General Manager, Portugal (2007 to 2008) ● Vice President of Sales & Marketing, Europe (2006 to 2007)
Director of Global Accounts Operations, France (2003 to 2005)
Grew market share 47% and profit goal 120% by optimized capability, driving high-precision efficiency across sales & marketing, optimizing ROI
potential through tactical (scientific) roadmaps that deliver on strategy.
Recruited internally to reinvigorate revenue growth, introducing discipline through KPI-driven performance monitoring and goal setting. Built a consulting
practice with core-competency sales and marketing effectiveness that became a service provider of choice. Enabled company to garner higher ROI
through quantitative analysis, cross-country sharing, and best-in-class practices standardized regionally. Orchestrated reformation projects in sales force
capabilities development, change management, process development, and implementation. Rose through ranks, delivering consistently in each position.
Defined strategy and executed sales activities while driving continuous performance improvement in revenue, customer service, and account
management.
 As General Manager, Portugal: Expanded profitability capability; held €33M P&L accountability, planning strategically across business
development, marketing, business consulting, R&D, and execution of cost reduction measures, re-establishing positive financials.
- Led a 350-person taskforce, inspiring them to deliver innovative solutions to customers through first-rate serviceability, ignited by a
shift to strategic account selling, as partners and product experts, which delivered 103% in sales goal achievement.
- Created lasting momentum behind new sales culture (customer and company first) that has continued to deliver after tenure.
Standardized product strategy and solutions strategy for entire European sales.
CHARLES WINFIELD | Page 3
Introduced best practices in operations, surpassing excellence standards and garnering a 7% gross margin growth across all CRM
operations.
As Vice President of Sales and Marketing, Europe: Strengthened P&L for revenue generation and profit growth in France, Belgium, and
Germany across regional business development, marketing, R&D, Help Desk services, and IT consulting.
- Headed a 400-member team in capturing 105% YOY sales growth through customer-focused and consultative strategies.
- Employed algorithm-based strategies to target and penetrate specific countries. Achieved a 20% business growth (work orders) within
one year.
As Director of Global Account Operations, France: Spearheaded explosive business growth of 20%, during a down market time in the pharma
industry through innovative business re-modeling, greater discipline, and hands-on leadership.
- Engineered a creative, 3-year strategic plan refocusing marketing around company’s service capabilities. Presented quantitative
opportunities with supporting metrics to executive suite team, gaining consensus and funding.
- Captured €1M in revenue, 50% above margin, through the rollout of a new Interactive Marketing Services.
- Delivered 120% revenue acceleration for two consecutive years, expanding profit by double digits in 2003, 2004, and 2005, despite a
volatile market.
- Cemented company’s ability to capitalize on narrow market potential by tightening focus on sales growth through systematic and
evidence-based approaches. Leveraged tools and processes that fortified brand in the public eye and that allowed for deeper portfolio
analyses, optimizing ROI YOY.
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Science and Chemical, Inc. | 1996 to 2003 ▪ Boston, MA (HQ) Australia, New Zealand
(NYSE: Z123). Leading scientific software informatics platform and services company targeting Life Sciences and Chemical industry.
Company Scope: $120M sales, 900 employees, 23 branch offices.
Senior Director of Eastern Regional, Sales (2003 to 2003) ● President and Representative Director Boston (2000 to 2002) ● General Manager
of U.S. Division (1998-2000) ● National Sales Manager, Sydney, Australia (1997 to 1998) ● Account Manager, New Zealand (1996 to 1997)
Transformed sales organization into the #1 revenue-generators in the U.S., delivering 40% profit and 35% revenue growth within a 2-year period.
Earned reputation as a ‘fixer and builder’ who creates explosive sales growth.
Recruited for a comprehensive knowledge of the healthcare market and products with mandate to invigorate flat sales growth across New Zealand,
Australia, and U.S. markets. Identified and capitalized on market potential, establishing offshore sales offices and taking charge of marketing, sales
strategy, communications, staff training, distribution, relationship building, new product launches, account management, and competitive market
analysis. Earned several promotions throughout tenure to helm positions in need of a reboot.
Explosive Global Business Growth
 Energized regional and territory sales through strategic leadership, technical aptitude, and
precise execution with direct contributions in market, industry, and account penetration, resulting
United States: 27% Revenue Growth
in tremendous sales growth across New Zealand, Australia, and United States.
New Zealand: 200% Sales
 Led, trained, and motivated senior, cross-functional teams of up to 45 staff members, inclusive of
Acceleration
Account Managers, Territory Account Managers, Product Specialists, while overseeing
Australia: 700% Sales Yield
distributors and multiple branch offices that consistently delivered against operating budget.
Australia: 350% Revenue Increase
 Strategically managed a $15M total business revenue encompassing sales, marketing, channel
development, scientific reporting, accounting, finance, HR improvement, and divisional P&L.
 Sparked new account and sales growth, delivering 101% account acquisition quota, bringing major Fortune-ranked firms under portfolio that
totaled more than $20M in contracts, including: Pioneer Drugs, New Drugs, and Pharmaceutical City.
 Expanded capability for long-term revenue growth through strategic networking and cultivation of business relationships, leading to strategic
alliance with the General Manger. Negotiated and netted low-industry rate, securing an 18% YOY revenue acceleration.
 Introduced a new distribution model, transitioning to direct sales and service model which revived flat sales, drove a 40% margin increase,
powered explosive profit yield and better command of customer-facing channels, and cultivated company’s brand value as an ideal partner,
solidifying differentiation through scientific innovation.
Molecular Genetics & Immunology Research | 1994 to 1996 ▪ Burlington, VT
Graduate Level Research at University of Vermont
Strong scientific foundation in molecular biology and bioinformatics, conducting strategic research essential in optimizing protocols for signal transduction
research. Career backdrop energized an enduring career focused on driving life-changing medical products to market.
EDUCATION
Bachelor of Science in Microbiology and Molecular Genetics, University of Vermont – Burlington, VT