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Douglas Queen - Resume
CanCARE
2000 - present Independent
Business Consultant, July 2000 - present CanCARE
is a medical device consultancy agency. Our primary business focus is the design
& marketing of biomedical devices, primarily for healthcare applications.
The consultancy advice provided to biomedical companies is mainly in the areas
of product development and marketing strategy.
ConvaTec (Bristol Myers Squibb Company)
1987 - 1999 ConvaTec
is one of Bristol Myers Squibb's medical device companies. Our primary business
focus is on Ostomy and Wound Care. ConvaTec achieves worldwide sales of $725 million
with 4000 employees. Around a third of this turnover comes from the USA, the total
sales being $220 million making it our single largest market. The Wound &
Skin Care division delivers sales of $90 million in the USA essentially from two
major product lines. ConvaTec,
Skillman, New Jersey, USA
1998 - 1999 Group Product
Director Wound & Skin Care, July 98 - Dec 99
Responsibilities included: developing a comprehensive strategic
marketing plan including market analysis & strategy identification; leading
communications and product marketing staff; developing brand identity, image and
industry positioning; forecasting and budgeting; directing all phases of project
planning and execution of marketing plan, including new product introduction;
new business opportunity assessment, in-licensing and acquisition targeting. Leading
the marketing team to enable them to achieve company objectives (2 Group Product
Managers, a Market Education Manager and a Outcomes Manager).
Responsibilities also included the management of external
consultant relationships, advertising agency and publication agency. Co-ordination
of cross marketing programs with strategic partners In
general the main element of work was market analysis & brand/strategy development,
implementation, budgeting (responsible for a $4.5 million DPE budget) and all
aspects of man management including recruitment. Achievements
Include: · Communication
& Tactical Marketing - Developing & implementing a customer orientated,
flexible communication/educational program primarily to drive contract compliance.
A secondary benefit was this also served as a unique educational platform that
was totally differentiated in the marketplace (estimated $2 million dollars in
sales in first year). · Strategic
Marketing - Design & implementation of complete product & company marketing
platform "Back to Basics". Key accomplishment was the construction,
design and implementation of 25 new pieces of promotional literature within a
5-week time frame. A vital part of this approach was the training of our District
Managers such that they could train and coach the sales representatives. This
was a new training approach for the company. ·
Brand Development & Positioning - Launch of two new technology platforms into
the USA. Both very different ventures for ConvaTec. One being low end the other
high end. Created a novel marketing platform to position these new technologies
with the existing portfolio. ·
Represented North America on the company Global Strategy Team who were responsible
for the strategic plan and direction. ·
Brand Development & Positioning - Responsible for the revitalisation of our
skin care line ($27 million portfolio) and for the rationalisation of our wound
care line. · Communication
& Strategic Marketing - Instigated a program evaluating a completely new business
model for the USA. This model is outcomes based and will be a major paradigm shift
for both ConvaTec & the USA market - details are confidential at this time.
ConvaTec Europe HQ, Ickenham, UK
1995 - 1998 European Marketing
Director Wound & Skin Care, July 95 - July 98
Responsibilities included: developing a comprehensive pan-European
strategic marketing plan including market analysis & strategy identification;
consulting with pan-European communications and product marketing staff; developing
global brand identity, image and industry positioning; forecasting and budgeting;
directing all phases of project planning and execution of marketing plan, including
new product introduction; new business opportunity assessment, in-licensing and
acquisition targeting. Leading a European marketing team to enable them to achieve
company objectives (2 European Marketing Managers). Responsibilities
also included the management of external consultant relationships, advertising
agency and publication agency. Co-ordination of cross marketing programs with
strategic partners on a pan-European basis. In
general the main element of work was strategy development, implementation, budgeting
(responsible for a $2 million budget) and all aspects of man management including
recruitment. Achievements Include:
· Orchestrating the most successful pan European launch
where for the first time all five major European markets used the same key messages
and positioning. Sales of Aquacel were in excess of $5 million in the first year
and now contribute $25 million in sales. ·
Establishing a new corporate identify for the European organisation
· The creation and implementation of a novel pan-European
marketing platform based on customer needs which covered existing and future products
· Driving in-country market research to confirm core
positioning and selling tactics with the objective of gaining country management
buy-in to core strategies ·
The creation, establishment and roll-out of a pan-European educational brand
· Directed 4 additional new product developments from
concept to launch, through Marketing Managers, with responsibility for post launch
tracking at a European level. These products account for an additional $20 million
in sales · Managed within
a multicultural environment supporting France, Germany, Italy, Spain and the UK,
along with other European countries ·
Served on the Board of Directors for the UK company (1995-1998)
ConvaTec Wound Healing Research Institute, Deeside, UK
1986-1995 Product
Development Director, July 92 - June 95 Wound
Research & Technical Development Manager, June 90 - July 92
Area Head Technical Development, March 89 - June 90
Technical Development Scientist, Dec 87 - March 89
Postdoctoral Research Fellow (Brighton University), Nov
86 - Dec 87 Responsibilities
in these varied positions sequentially increased as a programmed career development.
The included: development strategic planning, budgeting and implementation; new
produce creation and development; new business opportunity technical assessment;
in-licensing and acquisition technical support, clinical trials. The supervision
of 25 staff and the management of all external consultant relationships. In general
the main element of work was strategy development, implementation, budgeting (responsible
for a $3 million budget), site management and man management.
Achievements include: ·
The design, development and launch of several new products and technologies which
now contribute around $50 million world wide ·
The management of the building of a new $10 million research & development
facility · The creation of
a significant consultative relationship portfolio with global opinion leaders
both scientific and clinical ·
Creation, design and development of a pilot plant capable of manufacturing clinical
trials supplies to prevent interruption to production plant
· Application for and receipt of the Queen's Award
for Technological Achievement for our major brand ·
Significant liaison with marketing and business development on a global basis.
Education: BSc
(Hons) Biochemistry (University of Strathclyde, Glasgow, UK);
PhD in Biomedical Engineering (University of Strathclyde,
Glasgow, UK); MBA (Manchester Business
School, University of Manchester, UK)
References: Mr
W O'Dell, Vice President Marketing, West Pharmaceutical Services, 101 Gordon Drive,
Lionville, PA, USA, 19341 Professor
Keith Harding, Wound Healing Research Unit, Cardiff Medicentre, Heath Park, Cardiff,
UK Dr M J Lydon, Vice President
Innovation, ConvaTec WHRI, First Avenue, Deeside Industrial Park, Deeside, Clwyd,
UK, CH5 2NU Mr S. Gillis, President
& CEO, Westaim Biomedical Inc., One Hampton Road, Suite 302, Exeter, New Hampshire,
USA, 03833 | 
