Nazareth, Pennsylvania, United States
Growth-driven, passionate commercial leader with global experience working for both small and large organizations. Extensive experience driving growth throughout the biopharm, gene/cell therapy and life science markets. Well versed in working with marketing, product management, R&D and operations to develop and sell raw materials, consumables, capital equipment, instrumentation, and services to research and production markets.
• Following the acquisition of Polyplus, served on the senior leadership team tasked with forming a new business unit comprising ten recently acquired companies. • Responsible for assembling a global sales and technical support team to drive revenue; including recruiting the sales leadership team, establishing commercial processes, budgeting/forecasting and ensuring all relevant technical support for customers. • Commercial processes include the implementation of KPI’s, standard work and the use of Salesforce. All processes were developed to drive both revenue and a proactive sales team focused on winning positions within specific clinical trial drug candidates. • Technical support includes both office and field-based personnel, ensuring optimal customer trial protocols and subsequent scaling of production processes.
• Recruited to assist in the creation of a complete commercial operation for the company, leading to a significant increase in the company valuation (exit July 2023, Sartorius Stedim) • Responsible for all facets of commercial operations in the Americas, representing nearly 70% of the company’s revenue (Account Managers, Sales Specialists, Field Applications Scientists, Budgeting, Incentive Compensation, Strategic Planning and HR Support) • Assisted in the creation and implementation of a program to drive focused selling to specific gene/cell therapies in clinical development, allowing for long-term forecasting and further driving company valuation • Implemented standard work to prepare the organization for an increasingly complex product offering; via Salesforce, lead management, routine reporting, meeting cadence, etc.
Director of Sales, Pall Biotech (2018-2021) • Managed and led a team of thirteen field representatives • Team included Account Managers, Sales Specialists (upstream and downstream), Business Development Managers (R&D focused) and Bioprocess Application Specialists • Trained and led the team to adopt Danaher Business System (DBS) processes and the use of KPI’s to further drive growth Director of Sales, Allegro Single-Use Technologies (2015-2017) • Managed and led a team throughout North America, focused on selling single-use and capital system technologies throughout biopharm development and manufacturing facilities • Exceeded annual revenue budgets in three straight years • Actively participated in sales process Kaizen events such as CRM optimization and training, forecast accuracy (commercial and supply chain) and proposal processes Director of Sales, Allegro Single-Use Technologies & Biopharm Capital Systems (2013-2015) • Managed and led sales team in North America, focused on selling single-use and capital systems, with particular emphasis on newly launched technologies (Allegro Single-Use TFF & Single-Use Chromatography systems) • Led a team of eight sales specialists to exceed both the single-use and capital system budgets during three consecutive fiscal years • Managed nearly all aspects of commercial proposal process and contract negotiations System Sales Manager (2008-2013) • Managed and led a team of four sales specialists in North America, focused on selling capital systems, with particular emphasis on single-use unit operations and chromatography columns
Global Key Account Executive (2007-2008) • Globally responsible for all sales activities at Merck & Co, Bristol-Myers Squibb and Pfizer • Maintained direct responsibility, as the field lead working with key customers, during the development and launch of Celsius FFT (flexible freeze-thaw) technology Area Sales Manager (2006-2007) • Reorganized and integrated Eastern and Mid-West U.S. sales teams (Stedim & Integrated Biosystems) to more efficiently cover both key and second tier accounts • Maintained direct account responsibility for all Amgen sites in the Americas Technical Sales Representative (2001-2006, IBI, private/venture capital) • Introduced CryoVessel and Celsius CFT (controlled freeze-thaw) technology to existing and new accounts, including both research/development-scale and production-scale systems • Served as a North American sales lead during the market analysis and development of Celsius CFT technology