| | | 20,000+ Fresh Resumes Monthly | |
|
|
| |
Click here or scroll down to respond to this candidateCandidate's Name
4 Genova DriveWest Berlin, NJ Street Address
Mobile: PHONE NUMBER AVAILABLEEmail; EMAIL AVAILABLEPosition Desired: Senior Business DevelopmentPROFESSIONAL SUMMARY Well known and successful business development professional with more than 30 years of relevant experience selling process equipment design and fabrication, consulting and capital project delivery solutions and services to clients for their global projects in the life science, oil & gas, and petrochemical sectors. Established and maintained a signiBcant network and database of key senior level decision makers for the above solutions and services in these sectors. Consistently achieved goals and targets for sales revenue, proBt margin, closure hit rates, new and repeat client business, and expense budget. Proven track record of identifying and creating proBtable business opportunities, qualifying authentic prospects, and leveraging strong relationships with clients and partners. Demonstrated expertise in leadership and development with other internal team members and stakeholders. Maintained and leveraged membership in relevant professional societies for access to, and networking with, key decision makers in the life science, oil & gas, and chemical sectors (ISPE, AIChE, CURT and ECC)SKILLS Business Development & Marketing Strategic and Tactical Planning & Execution Market & Competitive Knowledge Sales Closure Hit Rates >40% Achieving Individual and Team Goals and Objectives Team Leadership Account Management Relationship Development & Management Negotiation & Contracting Forecasting & Budgeting CRM Software (Salesforce) Selling Equipment; Project Advisory, Execution and Delivery; and Consulting ServicesWORK EXPERIENCEDIRECTOR OF SALES AND BUSINESS DEVELOPMENTModular Clean Room Suppliers (PharmaduleMorimatsu & KeyPlants US)-Plainsboro, NJ &New Hope, PA March 2023-Present Performed in the role of Sales & Director of Business Development under non- extendable employment contract as an independent contractor to grow the business in the USA and Americas. Focused on selling turnkey services for the supply of process equipment and clean room modules for clients and their global projects in the life science sector. Contributed to the USA business development team in meeting KPIs for: as sold sales revenue (>$25 million), proBt margin (>25-30%), client meetings (>10 per month online and/or in person), new clients and contacts, Approved Vendor Listing (>10), written summary reports (once weekly, once monthly, once annually),etc. Accomplishments included providing business development support services for the sale of over $31 million for process equipment and clean room modules for three (3) projects in the USA.a) Support services included the vendor pre-qualiBcation effort and providing strategy to win input for the proposal and award of seven (7) large-scale fermenter systems for a cultivated meat bioprocess project. Revenue for the fermenters was $9.85 million.b) Support services included contributing to the proposal for site installation support and commissioning/qualiBcation for clean room modules delivered for a new upstream and downstream biopharma manufacturing facility. Revenue for the modules was $10.8 million.c) Provided vendor pre-qualiBcation support and proposal strategy to win input for modules sold and to be delivered for a greenBeld project for a new biopharma manufacturing facility project. Site prep work is ongoing in anticipation of delivery later this year. Revenue for the modules is $10.5 million.d) Led the business development activities including pre-proposal and proposal submittal for projects for ten (10) new clients with a total revenue of $24.3 million. Proposals were for turnkey design services and fabrication of process equipment ($15.4 million) and clean room modules ($8.9 million). We were shortlisted on all proposals and decisions were pending at the end of my agreement contract. Achieved bonus for making new client Approved Vendor List.e) Led the business development activities with regards to prospecting with new clients for their deBned projects with a total estimated revenue of $64.8 million for modules and/or process equipment. Meetings were held and presentations made with key decision makers with each client to introduce my company, present our value proposition, and qualify to bid in advance of RFPs.f) Led the business development activities for the award of studies to compare cost and schedule for modular versus stick-built project execution for speciBc projects with new and existing ConBdential clients (major pharma and CDMO) Represented the company at client meetings, trade shows, professional society conferences and exhibits. Maintained membership with professional societies (ISPE and AIChE). Leveraged access to member directories to acquire key contact information with fellow members for follow-up. Maintained subscriptions with key online and hard copy sources for life science project opportunities, contacts, etc. (i.e. IIR, Endpoints News, PharmiWeb Editor, Contract Pharma, AIChE SmartBrief, ISPE SmartBrief, etc.) VICE PRESIDENT & DIRECTOR BUSINESS DEVELOPMENT Meridian Services Group & SGS-Maine Pointe-Greensboro GA & Boston March 2019 to September 2022 Sold project advisory, supply chain, procurement, and operations improvement consulting services, as well as staff augmentation, and construction claims management services to improve the execution and delivery, performance, and outcome of projects in the oil & gas, chemical and petrochemical sectors. Sold technical and legal Subject Matter Expert (SME) services for the successful negotiation and settlement of a construction claim and lawsuit on behalf of an oil tank supplier for an oil terminal expansion project. The settlement amount is conBdential. Provided services of a a team of three (3) technical and legal SMEs and consultants to augment the team of the legal Brm representing the supplier in the above lawsuit during mediation and pre-arbitration stages, culminating in a negotiated settlement prior to the arbitral hearing. Revenue for our teams services was $412,000. In addition, we received an additional performance incentivized bonus at the time of settlement. Our bonus as well as the negotiated settlement amount are conBdential. Was shortlisted for proposed TurnARound (TAR) Planning services for a major petrochemical company at each of their nine (9) domestic manufacturing sites. Proposed revenue was $547,500 per TAR or $4,927,500 for TARs across all sites. The opportunity was put on hold with the decision delayed due to COVID. Developed projected revenue of more than $3 million for services for twelve (12) new clients and their project opportunities in the oil & gas and petrochemical sectors. Proposals were submitted and shortlisted. This opportunity likewise was also put on hold with decisions delayed due to COVID. Spearheaded the business development effort and achieved new market entry for oil & gas chemical/petrochemical sectors, in keeping with company strategic initiatives. Leveraged and transitioned success stories, lessons learned, and Best Practices to improve project execution across these sectors. Developed and managed annual budget for business development. Developed speciBc marketing collateral, deliverables (i.e. Statements of QualiBcations (SOQs)), and presentations for the oil & gas and petrochemical sectors Attended and represented the company at market speciBc conferences, seminars and exhibits for networking with key decision makers. Executed and managed agreements and new business relationships with partners. Achieved new market entry in the oil & gas and petrochemical sectors in keeping with company strategic initiativesPRINCIPAL/VICE PRESIDENT BUSINESS DEVELOPMENT HKA Global/Hill International Philadelphia June 2011 to October 2018 Achieved consulting service sales objectives and targets with new and existing clients in the oil & gas, chemical and life science markets. Consistently achieved Exceeds Requirements and Expectations on annual performance reviews Consulting solutions and services sold included; Project advisory and consulting; risk assessment/mitigation/management; Industry Best Practices gap analysis and gap closure to improve project performance; project playbook assessment; project maturity analysis; Independent Readiness Reviews (IRRs); Cold eyes reviews of Project Delivery Processes (PDPs); 3rd party project cost estimate and/or schedule reviews; project organization effectiveness and competency assessment; RFQ/RFI and RFP package development and review; construction management support and construction claims/dispute management and resolution, CQV services for life science projects, etc. Developed, implemented, and managed business development and marketing business plans and annual budgets for the Americas Executed agreements and managed relationships and new business with partners Produced fresh marketing collateral focused on speciBc services and markets (oil& gas, chemical, and life science) Managed the overall business development role and strategic imitates for the sale of project consulting services in the Americas for these market sectors and coordinated same globally for all regions. Cultivated and maintained strong business relationships with key clients and decision makers Maintained membership and leveraged networking opportunities with clients in professional societies such as ECC, CURT, AIChE, and ISPE. DIRECTOR BUSINESS DEVELOPMENT PathZnder LLC- Cherry Hill, NJ February 2009 to June 2011 Managed the overall marketing, business development and regional sales activities and budget, selling project management consulting, training, and staff augmentation services and resources to improve the performance and outcome of projects for clients in the life science sector in the Americas. Consulting services sold were the same as that for HKA Global/ Hill International above, including training and staff augmentation. Established and managed annual budgets and strategic business plans for sales and marketing Penetrated new markets and exceeded goals for sales with new, assigned and existing clients Added an increment of 20% to overall sales revenue with new accounts. Increased the pipeline for revenue with prospects by 30% Represented the company at pre-bid meetings with clients, key conferences, exhibits and professional society (ISPE) meetings, etc. Improved sales closure hit rate to over 40% and the quality of sales and marketing deliverables.DIRECTOR AND VICE PRESIDENT BUSINESS DEVELOPMENT Various EPC Contractors Jacobs, Fluor, etc. Various Locations February 1988 to October 2008 Exceeded personal goals for annual sale revenue ($15 million) and proBt margin($1 million), and exceeded those overall, for the business development team I managed, as VP Business Development while underrunning the annual cost of sales budget, for project execution and delivery services primarily in the life science sector, as well as the complementary chemical and oil & gas markets. Sold bundled and unbundled EPC/CQV services for life science projects and EPC/CM services for chemical/oil & gas projects, and staff augmentation services for the successful execution and delivery of projects. Exceeded goal of 15% proBt margin on sales revenue. Exceeded annual goals and objectives for sales revenue, proBt margin, and new client business (8-12 per year). Achieved and maintained sales closure hit rates of more than 40%. Doubled annual sales revenue and Contribution to Overhead and ProBt (COP) for newly awarded work versus backlog. Increased business with new and existing clients and added substantial revenue and margin with new clients and alliance partners. Directed and managed business development, proposal and marketing services group and resources with staff of up to 12 in number as VP BD. Led successful sales activities in coordination with support of internal stakeholders including management, marketing, proposals, operations, engineering, and legal during pre-proposal, proposal, and post proposal stages, including but not limited to sales calling, proposal; and qualiBcation development and submittal, strategy-to-win sessions, presentations, contract review and negotiation, incentivized performance-based sales closings, etc. Developed, implemented, and managed business development/sales, marketing and advertising plans and budgets. Regularly attended and participated in client meetings (pre-bid, etc.), professional society meetings, conferences, seminars and exhibits for networking with new and existing clients (ISPE, AIChE, ECC, CURT, etc.) Evaluated and participated in the decision to open new ofBces and establish JV partnering arrangements and relationships with global partners, consistent with strategic growth plans. Developed market centric collateral and deliverables (i.e Statement of QualiBcations (SOQs), cut sheets, presentations, etc.) EDUCATION MBA, Southern Illinois University, Edwardsville, IL BS Chemical Engineering, Northeastern University, BostonM a n a g e r R e g u l a t o r y A f f a i r s |
