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SENIOR LIFE SCIENCE / MEDICAL DEVICE SALES PROFESSIONAL
Southeast USA
EMAIL AVAILABLE
PH: PHONE NUMBER AVAILABLE
Street Address years of Life Science / Medical Disposables / OEM Medical Devices / Pharma / Biotech and Medical Packaging sales
representative with experience launching new technology and startup companies. I have been the #1 rep and top
producer in every position held. Consistent over-achiever with highly developed sales skills and in-depth knowledge of the
following markets: Medical Devices and Disposables / Molecular Diagnostics, Clinical Diagnostics, Applied Science and
Research Life Science arenas. Historical sales success and expertise selling to OEMs/ Distributors and End-User
markets, along with a proven track record of successful market penetration in the Pharmaceutical, Biotech / Molecular
Biology / Higher Education Life Sciences and CLIA - Regulatory disciplines.
Authorized to work in the US for any employer / Willing to relocate anywhere.
Work Experience
Igeneticsrx
ILLUMINA LLC - Atlanta, Georgia
Charlotte, North Carolina
Mid Atlantic Regional Sales Manager / National Accounts Manager Promotion / January 2011 to Present.
Started as East Coast Regional Sales Manager / National Accounts Manager Promotion.
Broke $10M corporate milestone goal with record month, various quarters, and year over year sales.
Achieved >125% existing customer upgrade success for improved version of microbial identification technology
Net increase of 182% for instrument, reagents, and consumables in first five years of management
Broke 6M Pharma / Biotech / Drug Discovery Packaging Sales. Which was a new industry for Igeneticsrx.
300% increase in Biotech, Pharma, Drug Discovery & Medical Device Thermoformed, Flexographic and Form Fill
& Seal packaging sales.
Improved overall sales efficiency and month to month forecast accuracy by upgrading CRM, reporting systems
and better training of staff
Developed Key Account Management program leading to multi-system placements across several global
accounts
Expanded company's global presence by identifying and negotiating new distribution contracts in the USA, Middle
East, Europe, and Asia
Sold cellular and molecular biology instruments and related consumables into research, biotechnology, and
clinical diagnostic laboratories.
Technologies include: Next Gen Sequencing, Reagents, qPCR, probe array technology, sequencing, Next Gen
sequencing, PCR, liquid handling robotics, RNAi, ELISA, Flow Cytometry, sample preparation, Proteomics, Cell
Culture, FRET, and sample filtration.
Molecular biology laboratory services sales.
Great customer relationship, selling and account development skills.
Extensive experience managing and closing complex, high value sales opportunities.
Extensive experience at maneuvering through complex organizations to identify & close new business.
Extensive rolodex of pharma, biotech, molecular & clinical diagnostic contacts
Experience working in both large, matrix & start-up companies.
Extensive work w/ Marketing, Business Development, market research, forecasting for product launches &
positioning.
Develop, implement & drive successful regional sales & marketing plans.
Consistent, successful experience of capital equipment and technical sales in multiple markets
Proven ability to identify, contact, develop strategic relationships & sell key decision makers (multiple industries).
Extensive experience selling to CLIA labs (all Ref Labs)
In-depth knowledge of Clinical / Molecular Diagnostic customer needs & Group Purchasing Orgs (GPO's)
Thermo Fisher Scientific Atlanta, Georgia.
East Coast Regional Sales Manager / Promoted to National Account Manager, January 2006 to December 2010
Responsibilities: Initially hired as Regional Sales Manager Southeast Territory: NC, SC, VA, TN, AL, FL, GA, and MS.
Promotion to East Coast Regional Manager. 2007.
Promotion to National Account Manager. 2008.
#1 rep in the NGS, Toxicology, Clinical, Reference and Reagent Space: 2006,2007, 2008, 2009 and 2010.
Presidents Club and Award trip winner 2007-2010.
Sales of capital equipment, Infection control, diagnostic kits and consumables to corporate IDN S, GPO s, Hospital labs,
Reference labs, Forensic, Pain, Clinical, Environmental Molecular, Cellular, Pathology and Pharmaceutical Drug
Discovery Labs which included the following product lines: Next Gen Sequencing, Flexible Packaging, Reagents,
Chromatography GC-MS equipment, columns and consumables, next-generation immunodiagnostic tests, drugs of abuse
testing, therapeutic drug monitoring, calibration and linearity verification. Also responsible for sales of Infection Control
apparel along with MAS quality control products for serum / urine chemistries, immunoassay, cardiac and whole blood,
immunology/protein, and toxicology products.
Also sold: Clinical Chemistry Analyzers, Next Gen Analyzers and Reagents, Blood based Analyzers, POC, Clinical and
Toxicology LC-MS, GC-MS Solutions, Diagnostic Kits, Calibrators, Electrolytes, Specific Proteins and Laboratory
Automation. Microtomy Consumables Accessories and Supplies, Diagnostic Reagents, PCR, Rapid Tests, RNA Isolation,
RNA purification kits In Situ Hybridization supplies, Maxim Biotech DNA and RNA Detection Probes and Kits for specific
detection of microRNAs. Infection Control Kits and Apparel, Infectious Disease, HIV Kits, Hepatitis Markers, Auto Immune
Markers, Cardiac Markers, Latex Test Kits, Oncology, Biochemistry, Microbiology, Bacteriological, and Cardiovascular
Disease products.
Number 1 ranking out of 400 reps 2006, 2007, 2008, 2009 & 2010 and awarded the top National Account
Executive 2010.
Interacts daily with key customers to identify needs and limitations of existing experimental solutions.
Defines product strategy and identifies product value propositions, features, positioning, and pricing plans to meet
stated revenue, profitability, and market share objectives.
Ability to contribute to and interpret financial models in order to evaluate new product opportunities.
Maintains an in-depth knowledge of market and customer trends; collecting, market and competitive data to
identify future customer needs and to develop competitive sales strategies and sales tools to ensure market
penetration and market share gain.
Contributes to the annual strategic planning process to ensure that the product roadmap is clearly defined, and
revenue potential maximized.
Strategic Customers: Quest Diagnostics, Nor-chem, Cardinal Health, McKesson, Medline, Ameritox, Medtox,
LabCorp, Aegis and ATN.
GPO and Prominent Hospitals: Premier, Novation, MedAssets, Amerinet, Healthtrust and other smaller regional
groups. Emory, UNC, Duke, MUSC, CMCC, Novant, University of Florida, UAB, Vanderbilt, UT, North Side
Hospital, Jackson Memorial, Florida Hospital, Tampa General, Baptist Hospital along with many others.
Venture Medical Inc Atlanta Georgia.
Account Executive Promoted to Global Sales Manager. January 2005 to September 2006.
Sold Disposable Medical Devices, Medical Packaging: Thermoformed, Flexographic, and capital equipment to all Medical
Disciplines within the Hospital and Medical Device Space. Presidents Club: 2005-2006.
Product Lines: Guidewires, TR Introducers, Hemostasis Introducers, Bipolar Pacing Catheters, Intravascular
Catheters, Intravascular Imaging Catheters, Intracardiac Echocardiography (ICE) Catheters
Trained both doctor and staff on proper utilization. Called on surgeons, nurses, purchasing office staff, Infection
Control, and Operating room management in a 7-state territory.
Target clients include: Cardiologists, Ortho, Gynecologists, Cardiothoracic Surgeons, Hospitalists, Internal
Medicine, Infection Control Directors, Nephrologists, ER Physicians, and Nurses.
Other tasks include billing and reimbursement to hospitals, outpatient centers, and physician offices.
Awarded #1 Sales Rep out of 10 reps in 2005.
Awarded "Out of the blocks Award" in 2005 for quick launch of territory.
Consistently exceeded monthly sales quota.
Successfully launched new start-up company and new technology in a new territory including US and Global.
Trained surgeons table side in the O.R. and office on new procedure and surgical technique.
YKK (International Medical Division) Los Angeles, California.
National Account Manager (Medical Division). Promoted to Global Account Manager (Medical Division)
January 2003 to December 2004. 2 years National and Global Account Manager for Medical Division.
Product lines include: Medical Non-woven fastening devices. Sales of fabricated customized medical niche
products.
GPO Accounts: Premiere Health, Columbia HCA, Novation, Health South.
Increased sales from 19 million to over 26 million within 2 years.
Corporate Accounts: Johnson -n- Johnson, Cardinal Health, 3M Healthcare,
Bard, Maxim Medical, Baxter, Abbott, G.E. Medical Systems, Endo care, Ethicon Endo Surgery, Medline, Alcon,
Molnlycke, Professional Hospital Supply, Bausch and Lamb, Devon, Sklar Instrument, SRI Surgical Express,
DeRoyal, Stryker, Medtronic, Physician Industries, Cardio-Pak, and Lingamen.
Received rewards for outstanding performance and top salesman of the year.
Ecolab / Triad Medical Division Atlanta, Georgia
National Sales Director. Promoted to Global Account Manager 1997. January 1996 to December 2002.
Successfully increased sales dollars from 1.5 million to over 13 million in just 6 years. Ranked in top 2%.
Prestigious G.P.O. Accounts: Premiere, Novation, Columbia HCA, HealthSouth
Design and Sales of Custom Operating Room Surgical Kits and
Specialty devices with special emphasis on the following product lines: Radiology, Cardiology, Urology,
Neurology, OB Gyn, Ortho, Wound Care, and Infection Control.
Prestigious Corporate Accounts: Cardinal Health, JnJ, Bard, Maxxim Medical, Baxter, Abbott, Molynycke, Bard
Australia, Professional Hospital Supply, Hogi Japan, DeRoyal Industries etc.
Prestigious Hospital Accounts: Cedars Sinai Hospital, Mayo Clinic, UCSF Medical Center, Emory University
Hospital System, U.F. Medical Center, UNC Hospital System, Duke University Hospital System, M.D., Anderson
Cancer Center, Baylor University Health System, UCLA Medical Center, Marietta Surgery Center, Northside
Hospital (Atlanta), ST. Joseph's Hospital (Atlanta) Bowman Gray Healthcare Clinic, Sanger Clinic, Carolinas
Medical Center, Presbyterian Hospital, Tampa General.
Education
BSBA w/ Life Science Minor
Western Carolina University - Cullowhee, NC
Minor in Music
University of Southern California - Los Angeles, CA
Bachelor's in Electrical Engineering
MIT Los Angeles - Los Angeles, CA
Awards
Presidents Club: All Above Companies.
Certifications / Licenses
Spin Sales - February 2001 / Consultative Sales - June 2006 to Present
Dale Carnegie Institute Sales Certification - March 1998 to Present
Salesforce Trainer - June 2008 to Present / Counselor Sales Certification - October 2007 to Present
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