Regional Sales Manager Biotech

 

PROFESSIONAL EXPERIENCE

 

Company A         –                                                         Regional  Sales Manager, North America                         2015  –  Current

Small biotech instrumentation company.Started North American sales efforts from scratch.  Established policies in quoting, services/warranties, marketchannels, product pricing.Developed: sales tools, partner sales channels, hire manufacturing reps/rep contracts, strategic team product development.Initiated CRM database, trained new hires.

 

Company B    –                                                                    Regional Sales  Manager                                               2006 -2015                                   Specialist for microplate readers, washers, and microarray scanners.   Product Price Point:  $10K to $160K in extremely competitive market.  Mentored sales representatives for western region.  Developed largest disposables account starting at $40K revenue in 2007 to $1.1 Million in revenue in 2014.   President’s Club 2007, 2008, 2009, 2011, 2012, 2013, 2014.   Made President’s Club 11 out of 13 years total with MolDev; worst performance was 98.5%.Ranked 2nd in US Salesforce 2011.  Ranked 3rd highest revenue producer in global sales force in 2013.

 

Company C  –                                                                       Sales Manager                                                                      2000-2006

Sold custom automation integrationsystems to HTS, $80K-$500K price points in highly competitive market.   Ranked 3rd in US Automation Sales team after first year.  Targeted key customers in drug discovery for corporate Marketing to interview for automation product development.

 

Company D                                         .                               Senior Account Manager, Automation                     1999-2000

Territory: 10 states from Colorado West; territory split after 10 months to focus on Southwest.  Price point:  $150K to $600K.

Developed territory from scratch. Established company’s only demo site on West Coast for both liquid handling workstations and compound storage / plate processing.  Collaborated with various instrumentation vendors on integration projects to create custom plate processing robot systems.

 

 

Company E  –                                                                      Senior Sales Representative                                        1994 to 1999                         Finished at > 112% to Quota four out of five years.   Achieved most revenue for any single territory in US 5 years in a row. President’s Club:  1994, 1996, 1997, 1998.   Global Sales Representative of the Year:  1994.

Facilitated market research for software development.   United corporate software engineers with targeted customers in HTS for software development and subsequent beta testing. Field tested “Twister” automated plate stacking predecessor.

Conducted North American sales force survey with results presented during International Sales Meeting to Corporate Officers as “Opportunities” to pursue.  Presentation covered technologies at large, new instrument focus, market development, corporate partnering, and territory development. Instrumental in beta site coordination for all new product releases, continuous development of customer references for instrument prospects and investment community for the U.S.

 

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EDUCATION

 

Masters Medical Microbiology

Designed own curriculum focused on technical sales; approved by Deans of Business & Science.

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