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Senior Director and Head of Sales

AlphaSights

Advisor

Epicore Biosystems

Series A start-up, Digital Healthcare company that has developed sweat biosensors incorporated in a Smart Wearable with SaaS to manage personalized hydration for improved (sports) performance and prevention to heat illnesses.   Brands include Gatorade Gx Sweat Patch and Connected Hydration.

			Vice President of Commercial Development

Executive Team member responsible developing and executing the commercial (marketing, sales, sales operations) strategic plan for company’s first ever direct to market product introduction.

-Identified, Planned and executed 14 conference roadshow in 2023 creating awareness and over 3,500 marketing prospects to date for new product launch
-Increased company following on social media by 38% in under six months
-Increased forecasted sales funnel pre-launch opportunities by 200%
-created Salesforce.com CRM for tracking all marketing campaign effectiveness, sales activity, and customer knowledge

Vice President of Commercial Development

ALPCO

Designing and Building field and inside sales organization, including Sales Operations and Sales Training, to primarily sell gastroenterology, diabetes and obesity, bone markers and endocrinology diagnostic products to clincal laboratories and pharmaceutical and academic research.   Recruited, Hired and Trained first five team members inside first eight months.   Strategic account targeting for 3 new product launch systems for Allergy, Multiplex and Molecular targets.

- Q122 domestic business 102% to plan with 12% YOY growth
- Closed first Allergy customer within 2 months of launch, forecasted worth $1.75M in new annual revenue

Vice President of Sales

ZEUS Scientific

Built direct commercialization process for company. Hired and managed Nine US/Canada Direct Sales Representatives, 58 International Distributors, National Accounts, Sales Operations, and Sales Training. Conducted Business Development for new distributors and technologies. Developed sales forecasts, manage partner/customer relationships and negotiate contracts with new customers and distribution.  Designed and Programmed Salesforce.com, as lead Salesforce.com Administrator.

•	Generated over $11M in new revenues
•	Increased domestic revenues by 28% over a two-year period
•	Opened over 195 major new accounts
•	Personally, increased international revenues by 33%
•	Achieved 99% employee retention
•	Hired and trained four President’s Club Winners
•	Hired one rep promoted to Regional Manager role

Director of Global Sales and Business Development

Market Development for Novel Cardiac Biomarkers through International Distribution. 
Evaluated new diagnostic assays, technology platforms, and International distributors for new product markets.  Identify potential alliances, joint ventures and /or acquisitions.

Director of Business Development and New Product Sales

Alere, Inc.

Sales of Automation Capital Equipment testing in the disease states of Infectious Disease, Autoimmune and Enterics. Hired and developed entire sales team through division reorganization. Managed 17 Sales, Technical/Applications and Project Management personnel covering all 50 states plus Puerto Rico. 

•	Generated over $39M in revenues
•	Hired and trained two President’s Club Winners

National Sales Director, Instrumentation

Managed a Sales team of eight Account Executives, two Specialists, and two Technical Consultants in sales of Autoimmune and Infectious Disease assays including automated instrumentation.

•	Improved Regional Ranking from #5 to #2 in one year
•	Region achieved 28.3% revenue growth

Regional Sales Director - Great Lakes, Clinical Products Group

(Alere is formerly Inverness Medical Innovations)
Conducted training for 39 Account Executives, 11 Specialists, and 11 Regional Directors.  Developed training agendas and goals, presentations, and training schedules.  

• Wrote New Hire 180 day training plans for Account Executives and Instrument Specialists.
•  Developed, hosted and electronically published “Just in Time Training” podcasts for reinforcement and delivery of product knowledge, marketing messages and company and industry current events.
• Managed and hosted monthly training webinar series, “First Friday Forum”.
• Created a new style training class, Veteran Training Camp, for continual development of current Account Executives using graduate school style case studies to promote group learning and skill practice.

Training Manager, Clinical Products Group

Worked with nine Account Executives, two different technologies and four instruments.  Conducted product presentations, demonstrations, forecasting, product proposals, and contract negotiations.  Provided basic training for new Account Executives and Specialists. 

•	Increased Territory revenue by 89% over a four-year period
•	Four - time President’s Club Winner
•	Ranked #1 in National Sales Force
•	Eighty - eight instruments closed in four years 
•	Closed 40% of all company business in 2009

Instrument Sales Specialist

Dade Behring Inc

Sales of seven blood chemistry analyzers with over 100 different reagent assays including cardiac and thyroid panels to Hospitals, Reference Laboratories, and Physician Offices.

	Increased First Half Year over Year territory revenue by 20%

Chemistry Sales Representative

Cytyc Corporation

Managed market launch of the ThinPrep Imaging System used in cervical cancer screening.  Created marketing collateral, co-wrote clinical whitepapers, attained key opinion advocates, created and presented product training for international sales teams and managed marketing budget in excess of $1M.  
 
	Exceeded 2003 goal by shipping 26 units vs. goal of 20.
	Created and executed an eight-city Regional Event, Cytology from a New Point of View to highlight the clinical, economic, and practical advantages of the Imaging System.  Attributed for 15% of global sales.
	Developed and implemented Key Customer Visit Program to convey clinical benefits, key laboratory value proposition, competitive differentiation, and provide hands-on experience.  Approximately 38% of laboratories purchased a system within 3 months.
	Trained Field organization on product implementation that led to a reduction install time from 94 to 30 days.

Product Manager  Imaging Systems

Teradyne Inc

Developed the marketing strategies for new product introductions into the rapidly growing broadband market.  Activities included developing marketing strategy plans, product branding, competitive analysis, marketing collateral, industry tradeshows, product training and market research for next generation products.
	Directed new flagship product line that received recognition as fastest selling analog instrument, with sales of $3.2M in the first nine months.
	Established and led taskforce to improve product production quality resulting in an increase of weekly shipments by 300%.
	Created new product line and revenue from existing application solution.  Results were 10 new products and $1.2M in revenue.

Product Manager

Managed break-in account activities at Intel, where bookings rose to $74M from $10M over 1-½ years.  Chosen to lead Advanced Micro Devices (AMD) account that included international sites in Asia and Europe.  Activities included sales forecasts, product acceptances, contract negotiations, and cross-functional projects with customer.
	Oversaw customer/factory/field joint engineering project to develop chemical maintenance program to maintain integrity of capital equipment.
	Improved sales forecasting process that reduced processing time by 50%.
	Created customer satisfaction report card that identified account improvement opportunities.  Satisfaction level increased 17 percentage points in three quarters.

Strategic Accounts Product Manager

Eaton Corporation

	Produced business plans and marketing studies for new product ventures.
	Worked on 1998 Navy Motor Control Business Units five-year strategic plan

Operations Management Development Intern

Accomplished Executive with extensive experience in start-up, new business and strategic business development. Proven track record in implementing effective top-level sales and marketing strategies. High level understanding of all necessary departments and people required to start and develop a successful market and business. Developed and implemented U.S. / OUS sales strategy, territory layout, expense systems, sales training and professional education.  Team leadership that promotes the highest level of efficiency from staff.

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