Frank Estrada, CPLP

Lexington, MA 02421 Phone: 617-930-8041 frankestrada@me.com http://www.linkedin.com/in/frankestradacplp

Experienced learning & development professional with significant expertise in workplace learning and performance and skilled in transforming training departments that have reached a plateau and need new, creative, and cost efficient training solutions that improve job performance and drive company revenue. Expertise in learning technologies, designing synchronous, asynchronous and mobile learning and with a passion for integrating social medial tools in order to deliver training that is memorable and engaging. I have the ability and the skills to be a one-person training department or I can lead a team of training professional in a start-up or a global enterprise setting.

CORE COMPETENCIES
L&D Management Performance Metrics Needs Analysis ISD Methodologies Instructional Design Facilitation Project Management ROI Methodology Curricula Development Job Competency Mapping Train the Trainer Learning Technologies Training Delivery Competency Test Design LMS Platforms Distance Learning Adult Learning Theory Talent Development

EXPERIENCE Smith & Nephew - Andover, MA Advanced Surgical Device Training

Aug 2008 Dec 2011

DIRECTOR, US Sales Training Main responsibilities included providing senior leadership to the Learning & Development team and to provide customized learning solutions in order to improve job performance and drive revenue. Scope of role included overseeing content development, implementing ADDIE processes across all training interventions, aligning the training plan with the mission and strategy of the organization and effectively managing all aspects and processes of the learning function. Demonstrated competencies included: ISD methodologies, job competency mapping, mastery of learning technologies, performance metrics & social media. Key Results Redesigned entire learning curriculum that shortened medical device rep training from two years to twelve months Enhanced delivery of technical content that resulted in better retention and less time out of the field Improved new-hire program efficiency by incorporating e-learning, self-directed learning and classroom time Designed rigorous medical device credentialing program that resulted in improved technical knowledge & skills Successfully launched Sales Development Management Team to drive new anchor sales Initiated and developed a two-day customized selling program for new medical device reps that improved delivery of key selling messages

Millennium Pharmaceuticals Cambridge, MA Training Strategy & Communication

April 2003 May 2008

DIRECTOR Sales Training Main responsibilities included oversight of the design, development and implementation of the company's sales training program and to contribute to the company's success by collaborating with marketing, sales leaders, HR and other internal & external constituents to provide employees with meaningful and relevant programs supporting their personal and professional development. Scope of role included overseeing meeting planning & the East Sales Region and managing 51 Sales Representatives and 6 Sales Managers. Demonstrated competencies included: Needs analysis, instructional design, performance management, sales force effectiveness, performance scorecards and ROI methodology.

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617-930-8041 frankestrada@me.com

Key Results Redesigned entire learning curriculum that improved content retention and improved delivery of clinical data Developed Career ladder with HR that resulted in increased employee engagement Created branded field communications approach that improved readability of training materials Coached sales managers in East Division to implement performance management tools Received Millennium Cup, based on #1 sales region in the country

Pharmacia Oncology Peapack, NJ Oncology Sales

May 2000 July 2002

Pharmacia Oncology was a division of Pharmacia Corporation that focused on delivering chemotherapeutic agents to patients with cancer worldwide. Pfizer acquired Pharmacia Oncology in 2002.
Sales Manager Florida District Main responsibilities included hiring, training and leading a team of tenured sales representatives to successfully launch chemotherapeutic agents for breast and colon cancer. Scope of role included overseeing divisional budget, meeting financial goals, key account management and providing accurate forecasts. Demonstrated competencies included: Business development, consultative selling, problem solving, closing skills and revenue growth generation. Key Results Exceed quota every quarter Successfully launched products in heavily penetrated breast cancer market Achieved #1 in sales ranking during first year and received presidents cup

Ortho Biotech Raritan, NJ Oncology Sales

May 1993 May 2000

Ortho Biotech was a subsidiary of Johnson & Johnson that focused on delivering supportive therapies to patients with anemia of cancer. Centocor merged with Ortho Biotech in 2008.
Sales Manager Los Angeles District Main responsibilities included hiring, training and leading a team of sales representatives to successfully launch anemia drug in the Western Region. Scope of role included overseeing divisional budget, meeting sales quotas, developing reps and calling on strategic customers. Demonstrated competencies included: Business development, performance management, recruiting, planning, coaching and talent development. Key Results Exceed quota every quarter Transformed underperforming team and immediately resolved long standing problems and moved team to top 5 during first year Negotiated contract with Northern California Kaiser that increased sales in region by 20%

Education
CALIFORNIA STATE - FULLERTON - Bachelor of Administration, International Business Administration

Professional Certifications
Certified Professional in Learning and Performance (CPLP) Instructional Designer Director of Training Certification Technical Trainer Instructor/Facilitator Certification

Additional Experience
Non-Commissioned Officer - United States Marine Corps Reserve Police Officer, Oxnard CA, Fully Bilingual (Spanish)