Request Expert / Similar Expert
Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs
Summary
This experienced Life Sciences VP of Business Development has a strong track record leading the sales efforts of early stage diagnostic and clinical services companies. Adept at developing effective business development strategies to drive sales and revenue with new and emerging offerings. Experience includes selling diagnostic services to pharmaceutical and biotech partners.
Highlights
• 20+ years of experience
• Customer Relationship Management
• Staff Training and Development
• Budgeting & Forecasting
• Building Sales Teams
• CRM Software
• Clinical Research and Trials
• GCP / GLP
• Pricing
• Microbiology
Relevant Accomplishments
- Managed global sales and business development efforts selling Technology and IVD/Companion Diagnostic services to pharmaceutical and biotech partners. Directed a global team and formulated business-development strategies to drive sales and revenue growth. Outcomes: Technology – Diagnostic devices (hardware) and Diagnostic predictive software; Full-service – Regulatory (full PMA support) and Clinical IVD Validation; Quadrupled annual sales volume within the first year exceeding AOP by 170%. Grew the pipeline from 15 opportunities to 77 opportunities in less than a year including closing long term opportunities that have $100MM+ revenue potential over the next 10 years. Improved sales policies and practices; Defined the sales cycle, created accurate job descriptions and developed standards for customer relationship management; Implemented the implementation of CRM (Salesforce.com) for pipeline tracking and metric management.
- Managed the sales and business development efforts selling Phase I-IV – full-service clinical trial services to include FSP into global pharmaceutical and biotech companies. Direct a global team of 6 and formulate business-development strategies to drive sales and revenue growth. Outcomes: Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance; Exceeded sales target for 2016 by 35% and revenue target by 17%.; Exceeded sales target by 100% and revenue target by 25%.; Built pipeline from less than $5MM to over $200MM with a focus in oncology, rare disease, CNS, auto immune and infectious disease.
- Managed the global business development efforts for the CRO (Phase II-IV) division within Norwich Pharma Services.Directed a global team to prospect for customers through cold calls, referrals and networking through stringent metrics and management oversight. Outcomes: Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance; Managed top line sales and revenue growth for Norwich in 2010-2012 exceeding 20% growth year over year; Targeted and penetrated a competitive market competing against the large players in the CRO marketplace and winning business based on therapeutic experience and expertise as well as demonstrating functional superiority; Established relationships with 10 out of the top 20 pharmaceutical companies driving a minimum of $4MM+ in sales from each company year over year. Built and implemented Clinical Relationship/Clinical Partnership relationship to include fee-for-service, shared risk, functional, co-development and joint venture models
- Managed the global business development efforts for the Discovery, Pre-Clinical and Clinical CRO (Phase I-IV) divisions within Jubilant Life Sciences. Directed a global team of 35 to prospect for customers through cold calls, referrals and networking through stringent metrics and management oversight. Outcomes: Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance; Managed top line sales and revenue growth for Jubilant exceeding 23% growth year over year; Targeted and penetrated a competitive market competing against the large players in the entire pharmaceutical development life cycle marketplace and winning business based on therapeutic experience and expertise as well as demonstrating functional superiority; Established relationships with 17 out of the top 20 pharmaceutical companies driving a minimum of $3MM+ from each company; Built and implemented Clinical Relationship/Clinical Partnership relationship to include fee-for-service, shared risk, functional-service, co-development and joint venture models.
Roles
-
- Vice President Business Development
- Global Director, Sales & Business Development
- Vice President, Global Business Development and Marketing
- Vice President, Global Business Development
- Manager
Request Expert / Similar Expert
Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs
To apply for this job email your details to dmagnani@maexecsearch.com
