Michelle Gray

2008-2011:

Nutrition Representative (sales) for Danone's Aptamil brand.

This involved communicating the latest scientific evidence and innovations across the Aptamil range to relevant healthcare professionals across Ireland. I developed strong professional relationships with healthcare professionals and identified key opinion leaders in the field to work alongside for various projects and campaigns to drive market growth and market share. This role developed my communication skills through delivering presentation on a daily basis to both small and large audiences of healthcare professionals. Event planning and management were also skills I developed and refined during my time in sales through hosting educational conferences across the country for healthcare professionals.

2011-2013:

Medical Affairs Manager across Danone Early Life Nutrition's paediatric brands.

In this role I conducted in depth research into Paediatric nutrition topics, critically evaluated research papers, and disseminated scientific evidence in a simplistic way to the sales team. I worked cross-functionally with Danone's Global nutrition team as well as our local marketing and strategy teams to develop materials and campaigns that were aligned with the company's overall business objectives. Adhering to local policy and guidelines within our communications was my responsibility to oversee, which sometimes involved liaising with Irish authorities on different topics. I provided medical insights into new product launches and had the opportunity to lead product launches from start to finish whilst working cross functionally with marketing, strategy, and the sales team.

2013-2017

Project Lead & Dietitian for Danone's non-commercial campaign, First 1000 Days.

I worked cross functionally within Danone to pilot this campaign which would later be adopted by other Danone regions. Together with marketing, we commissioned public insights research, analysed findings and used this research to inform an educational campaign strategy which involved tv, radio, and digital advertising. I directed stakeholder mapping and delegated key company representatives for stakeholder engagement. I oversaw the successful development of a First 1000 Days recipe book, created by partnering with Irish dietitians along with our celebrity chef ambassador. I provided regular TV and radio interviews and took part in live cookery demonstrations alongside our chef, communicating key nutrition messages in an engaging and simplistic way for consumers. I wrote press releases for use in media campaigns and provided internal communications and education. I used findings from regular public insights research to measure against KPIs, and together with marketing directed future strategic messaging initiatives to strengthen public awareness.

2017-2020

Sales and Medical Affairs Manager (hybrid role)

Using my previous experience in both sales and medical affairs, I successfully grew Danone's market share in the allergy category. I built excellent professional relationships with key healthcare professionals in community and acute settings that contributed to continued growth in Danone's allergy portfolio sales. Scientific presentations were part of my daily role and I was able to demonstrate my expertise in allergy through competently answering complex allergy questions from healthcare professionals. I used my post grad education in Immunology and Allergy to create evidence-based product materials alongside the marketing team and design agency. I developed a thorough understanding of healthcare professional needs and preferences, attending national and international allergy conferences regularly as well as organising CPD accredited allergy educational events for healthcare professionals. I monitored market competition and created sales forecasts alongside marketing.

June 2020-June 2021

Senior Medical Affairs Manager - Allergy, Faltering Growth, Preterm, Mets & Keto. (Maternity Cover)

During this time, I applied my experience in sales and medical affairs to grow new categories within the Danone business.

I provided medical insights into brand launches of new products through nutrition knowledge and awareness of current guidelines as well as identifying new business opportunities and prospecting for new customers. I prepared and submitted applications for new product reimbursements and successfully overcame complex challenges to product launches from local authorities.

I provided regular training to the sales team and was involved in the hiring of new staff on my team. This role gave me my first experience of managing a team and developing my leadership and coaching skills.

I organised multiple CPD accredited seminars to share latest product / research insights with healthcare professionals. I performed performance appraisals, working with my team to devise plans towards professional growth, I regularly coached my team to optimise productivity. I worked alongside marketing and strategy on brand planning and established and monitored my department budget, making every effort to maximise efficiency. During the pandemic / Brexit transport issues, I worked daily with supply chain to monitor stock levels and made key decisions about stock control and prioritisation. I analysed monthly sales figures with marketing and strategy to determine campaign effectiveness and new strategies to maximise market share.

June 2021- Present Day

Medical Affairs Manager - Allergy, Faltering Growth and Preterm

I continue to work as described in my Senior Medical Affairs Manager role except for managing a team. To continue to develop this area, I have completed both a Leadership Course and a Coaching Course and have coached members of the Danone team upon request. I continue to seek new opportunities to drive the growth our medical nutrition business in an increasingly challenging environment. I continue to strengthen my relationships with KOLs via organising and attending educational seminars, organising roundtable discussions to disseminate our product research, and collaborating on projects where appropriate with KOLs. I tend to complex patient nutrition queries via the careline on a regular basis and do so with professionalism and empathy.

I successfully lead on new product launches from a medical perspective, one of these products in particular has now overtaken our main competitor in terms of market share which is a business first in this specific product category.

I research, produce, and present national music shows independently on Saturdays and Sundays. I have brainstormed ideas with the Programme Director and Music Director from the station and successfully implemented them on air with good listener engagement. I create seamless, informed, and relevant transitions between songs and devise creative ways to deliver sponsored segments. Listenership engagement is a key component of my show and in less than 12 months I have increased listenership by 13%.