
Andrew Radcliff
Verified Expert in Sales
Sales Expert
Kansas City, KS, United States
Toptal member since June 26, 2025
Andrew is a seasoned sales strategist with more than 16 years of experience in medical sales, business development, and military leadership. He has led high-performing teams at Johnson & Johnson and Xeris Biopharma, launched competitive therapeutics, and driven multimillion-dollar growth. Known for strategic execution, CRM optimization, and territory expansion, Andrew brings clarity, confidence, and results to every engagement.
Expertise
- Apprenticeships & Training Programs
- Asset Management
- B2B
- Growth
- Operational Risk Management
- Strategy
- Strategy Development
- Supply Chain
Work Experience
Chief Warrant Officer 3
Army
- Spearheaded cross-functional teams of more than 50 personnel in aviation operations, logistics, and fleet management across domestic and international assignments.
- Oversaw multimillion-dollar equipment and supply chains, ensuring mission readiness and accountability for high-value assets in fast-paced environments.
- Planned and executed complex aviation missions, including transport, logistics coordination, and operational support under time-sensitive conditions.
- Directed mobilization and readiness operations, preparing reserve units for rapid deployment and supporting large-scale training exercises.
- Collaborated with joint military branches and civilian agencies, enhancing coordination and resource-sharing across interagency operations.
- Recognized for leadership under pressure, with a strong track record of building resilient, high-performance teams in austere conditions.
- Mentored junior and non-commissioned officers (NCOs), fostering leadership development, mission ownership, and operational excellence across ranks.
Mood Sales Representative
Johnson & Johnson
- Launched new products and indication expansions, ensuring compliant messaging and rapid market uptake.
- Orchestrated market development efforts for mood disorder therapies, driving uptake through strategic messaging and tailored outreach campaigns.
- Collaborated cross-functionally with market access teams, medical science liaisons (MSLs), and brand teams to align territory-level strategy with national objectives.
- Recognized by leadership for persistence, adaptability, and consistent execution in growth and turnaround territories.
- Exceeded sales targets in a highly competitive pharmaceutical territory, contributing to regional revenue growth and national rankings.
- Delivered top-tier speaker programs and peer-to-peer events to increase prescriber confidence and product understanding across key therapeutic areas.
- Improved CRM utilization in Veeva to enhance call planning, provider segmentation, and follow-up efficiency, leading to higher call-to-conversion rates.
District Fleet Manager
WM
- Developed a regional employee retention program for a three-county waste and logistics company by leveraging competitive pay data, mentorship initiatives, and job training pipelines.
- Established internship and apprenticeship programs through partnerships with community colleges and local governments to strengthen staffing pipelines.
- Launched work-release employment initiatives for nonviolent offenders to offset workforce shortages while maintaining budget compliance.
- Built a competitive pay scale model using regional cost-of-living data, improving retention and reducing turnover.
- Oversaw multifaceted operations and budgets in military aviation, logistics, and transportation, often in high-stakes environments.
Project History
Air Force Digital Knowledge and Document Management Modernization
Ensured interoperability by making the system compatible with Air Force-wide platforms. Enabled secure mobile access to support deployed units operating in austere environments, ensuring uninterrupted connectivity and information availability.
I consolidated physical and fragmented digital libraries into a centralized repository, creating a unified system that housed critical materials such as flight manuals, maintenance guides, standard operating procedures (SOPs), safety protocols, and, where appropriate, classified documents. To ensure secure access, the system was integrated with a common access card (CAC) and personal identity verification (PIV) authentication. Access was role-based, tailored to the needs of pilots, maintainers, logistics personnel, and command staff. The project adhered strictly to Department of Defense Information Assurance (DoD IA) and cybersecurity standards, ensuring compliance while supporting operational readiness and information security.
To enhance search and retrieval capabilities, I implemented advanced metadata tagging, enabling users to quickly locate documents by keyword, aircraft type, mission profile, or classification level. The system also incorporated AI-based content indexing, allowing rapid updates and precise version tracking. Robust version control and audit trail features were added to monitor document revisions, distribution activity, and end-user access history.
Three-county Waste Operations Workforce Recovery and Retention Program
Reduced workforce shortages by 35% within six months and improved employee retention by over 40%. I reintegrated more than 20 work-release participants with zero incidents. The scalable staffing model I created was later adopted by adjacent regions.
Chronic staffing shortages, high employee turnover, and challenges in attracting qualified talent across a three-county waste management region created operational strain and led to inconsistent service delivery. I developed a multi-pronged workforce stabilization strategy, including a work-release program for nonviolent offenders, a market-aligned pay scale model based on regional housing and wage data, internship pipelines through local trade schools, and mentorship and retention programs for frontline workers and supervisors.
CNS Portfolio Growth and Provider Engagement
Exceeded sales targets in a highly competitive market. Increased brand preference among key prescribers and strengthened Johnson & Johnson's reputation with psychiatric and primary care stakeholders across the territory.
Operating in a saturated psychiatric pharmaceutical market, Johnson & Johnson faced intense competition promoting mood disorder therapies. Many providers were hesitant to switch from established treatment regimens, and access barriers limited direct engagement with key decision-makers. I implemented a targeted, education-first approach to provider engagement. Using Veeva CRM, I segmented high-potential prescribers and delivered data-backed clinical presentations. I also coordinated speaker programs to foster peer-to-peer influence. By prioritizing trust-building and consistent follow-up, I shifted provider behavior over time.
Education
Master's Degree in Business Administration (MBA)
Southern New Hampshire University - Kansas, USA
Bachelor's Degree in Organizational Management
Ashford University - San Diego, USA
Certifications
Commercial Helicopter Fixed Wing Pilot with Instrument Endorsement
FAA
Skills
Competencies
B2B
Other
Microsoft Teams, B2B, Logistics, Fleet Management, Leadership Development, Strategy, Team Leadership, Mentorship, Growth, Strategy Development, Mission Execution, Officer & NCO Mentorship Conflict Resolution & Morale Building, Communication, Aviation Systems, Maintenance Oversight, Asset Management, Resource Sustainment, Operational Risk Management, Multi-unit Scheduling, Apprenticeships & Training Programs, Cost Control, Aviation, Supply Chain, Budget Management, Sales, Cold Calling, Outbound Sales, Resource Allocation, Multi-unit Coordination, Mission Planning, Equipment Readiness, Veeva, Tableau, P&L Management, Pay Scale Analysis, Microsoft Excel, Expansion Strategy, Convoy Logistics, Microsoft Power BI, Base Operations, Slack, Organizational Change Management (OCM), Talent Attraction & Retention, Business to Business (B2B), Business Development
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