Honors and Distinctions
• In 4 months opened and closed Novartis Consumer Health, Sanofi Pasture, and NIH (amongst others)
valued at $1.5M ~ Exova
• Top Sales Representative (2010) - Highest Gross Profit Award (2010) - Exceeded Quota Award (2010) ~ Mays Life Sciences
• Independent Rep of the Year (2008, 2009) ~ Means Medical Services
• Highest Gross Profit (2006, 2007) - Largest Revenue Growth (2006) ~ Doe & Ingalls
Business Experience Summary: Chemical ~ Medical ~ Laboratory
C- Suite Presentations Bid Proposals Vendor Negotiations Technical Training
Contract Negotiations Product Management Product Sourcing Product Development
Relationship Building Territory Planning Business Plans Marketing
Professional Experience
Sales Executive: Exova-Mississauga, Canada ( 2013) Territory – NC to MA
Responsible for bring Exova’s analytical testing service to the North East pharmaceutical, nutraceutical, API, CMO and medical device industries. Developed marketing campaigns and literature used in the field by all sales reps.
• Services included Extractable / Leachables, Forced Degradation, Stability Studies, Compendial Work,
Head Space Analysis, Physical Characterization, Trace and Heavy Metals, Raw Material and Release
Testing, Residual Solvents, and Container Testing.
• Conceived and executed a winning business plan, targeted key decision makers in strategic accounts,
quickly built good rapport to gain leverage, identify opportunities, and win business.
Business Development Manager: Hudson Surface Technology – Ft. Lee, NJ (2012 – 2013) Territory - USA
Responsible for the American business development and sales of a foreign manufacture of proteomic processing equipment including Rapid Enzyme Digestion and MALDI -TOF MS
• SWOT analysis and pre-marketing evaluation to determine value proposition
• Identify potential prospects predominantly within medical proteomics while identifying ancillary
markets and applications
• Conduct exercises such as mass marketing and conference identification and participation to further
propagate sales and branding
• Standard sales responsibilities covering North America
Product Manager ~ Medical Device: Mays Life Sciences - Indianapolis, IN (2009 - 2011) Territory –East Coast USA
Responsible for the product management and overall business strategy of medical pump and other consumables used in research labs and hospitals. Influence sales team without authority to grow business. Responsibilities include:
• Evaluate competition and market conditions, establish compelling sales and marketing
strategies, establish pricing strategies
• Educate surgeons, doctors, nurses, and executive level management on product and business
benefits
• Hiring and training of sales reps, defining territories and goals, provide technical and business
support
• Liaison to manufacturers including activity reporting, forecasting, market intelligence, and new
areas for product opportunities
• In-service training to medical professionals in Pre Op, Post Op, ER, OR, Block Room
• Identify and organize trade shows, conferences, and industry meetings
• Calling on executive level decision makers, purchasing, healthcare professionals, and
supporting staff
• Identifying business opportunities, negotiating contractual services, as well as responding to
RFQ, competitive bids and solicitations
• Work with Group Purchasing Organizations (GPO), Original Equipment Manufacturers (OEM)
and distribution channels to establish best practices in servicing the customer
• Building and maintaining professional corporate relationships to promote business partnerships
and sales
Business Manager/ Independent Rep: Means Medical Services (2008 – per diem)
Business development from conceptualization to market launch, including business plans, strategies, and marketing for consumable and capital equipment distribution services utilized in research and medical laboratories, pharmacies, and acute and ambulatory health care facility.
• Vendor negotiations and relationship management
• Business plan development, implantation, an...
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