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Successful Sales & Marketing Professional
04.552.C.12

A successful sales and marketing professional with 13 years of experience creating winning teams selling to leading hospitals, private reference labs, universities, and pharmaceutical and biotechnology institutions.

  • Sold and marketed more than $530 million of cancer diagnostic capital instrumentation, reagent kits, and consumables.

  • Established key industry relationships and reference centers at world-class testing and research facilities nationwide.

  • Taught and demonstrated state-of-the-art techniques in kinetic analysis, proteomic discovery, advanced tissue staining, digital pathology, molecular pathology and companion diagnostics.

Possess outstanding skills in the placement and utilization of advanced technology systems, including analytical biosensors, flow cytometers, digital microscopes, and anatomic pathology staining instrumentation.

PROFESSIONAL EXPERIENCE

Dako North America Inc., Carpinteria, California                                                2005-2012
Dako Inc. is a privately held Danish cancer diagnostic company with $400 million in sales in 80 countries.

Regional Sales Director (2010-2012)

Reorganized the 16-state Western Region and sold $39 million in advanced tissue-based cancer diagnostic systems, managing a team of seven sales and five technical support representatives.

  • Stabilized sales, increased revenues and secured $30 million in multi-year contracts at renowned hospital systems, reference laboratories and universities.

  • Created annual revenue and operating expense budgets, reporting regional sales forecasts weekly.

  • Partnered with the Marketing and R&D departments in the development of product upgrades and new software. Gathered market intelligence for future product offerings.

  • Received recognition in 2010 for the highest achievement to budget in North and South America for core business reagents.

Head of Tactical Marketing, North America (2008-2010)

Restructured the North American Tactical Marketing Department, and partnering with the Sales Department, sold $230 million in products and services.

  • Recruited and trained four new marketing professionals and implemented a new sales strategy for the core company product lines. Budgeted and forecasted operating expenses for the tactical marketing team.

  • Planned and executed North American trade shows and special events as well as product launches for new reagents and instrumentation.

  • Developed and implemented strategies for sales growth into competitive accounts as well as new market areas.

  • Created a Key Opinion Leader (KOL) program, establishing business development relationships with recognized industry experts.

  • As a member of the Global Marketing Management Team, participated in company-wide short- and long-range strategic planning for Dako’s marketing department.

Senior Business Manager, Global Sales Operations (2006-2008)

In addition to supporting $200 million in sales, improved the sales of underperforming product lines, including digital pathology, molecular pathology and companion diagnostics (pharmDx) by developing new tools and sales approaches. Achieved $7 million in incremental sales in two years.

National Sales Manager, Flow Cytometry Business Unit (2005-2006)

Directed 13 sales representatives and technicians and sold $26 million in flow cytometry sorters, analyzers, and reagents to biotechnology, pharmaceutical, university and government researchers in North America.

  • Created business development opportunities with sales of $5 million to pharmaceutical companies, universities and biotechnology firms.

  • Developed a strategy and sales execution plan for a new clinical flow cytometer that was instrumental in the successful sale of the Cytomation business unit to Beckman Coulter.

Biacore, Inc. (A subsidiary of GE Healthcare), Piscataway, New Jersey                         1999-2005
Biacore, Inc. was a publicly traded Swedish company specializing in analytical biosensors, which was acquired by GE Healthcare in 2005.

Western Regional Sales Manager (2002-2005)

Sold $24 million in analytical biosensor instrumentation for cancer research and drug development. The territory included the Western 26 states and three providences of Canada. Recruited and managed five sales associates, and reported to the President.

  • Developed and implemented business strategies that increased sales by 21%.

  • Oversaw application support and engineering fulfillment for the Western Region.

  • Received the President's Award for Manager of the Year in 2002.

Sales Account Scientist (2000-2002)

Sold $9 million in capital equipment to large pharmaceutical and biotechnology cancer research centers in the Northwest Region of the U.S. and Canada.

  • Consistently exceeded a $3 million annual sales budget.

  • Oversaw application support and engineering fulfillment within the region.

  • Acted as liaison to the South East Asia distributor network. Organized onsite training of distributors and customers in Singapore and Malaysia.

  • Received the Rookie of the Year 2000 Award, exceeding the sales budget by 205%, representing a 245% growth over the previous year.

  • Received Century Sales Awards for exceeding the 2000, 2001 and 2002 budgets.

  • Became the inaugural member of the “$4 Million-Dollar Club.”

Application Scientist (1999-2000)

Developed new applications and assisted customers to support their research projects with company technology. Certified in instrument operation and advanced kinetic analysis.

  • Instructed more than 200 researchers, and provided technical support on the theory and use of the Biacore Analytical Biosensor systems.

  • Instrumental in selling $2.5 million in analyzers by providing technical presentations, product demonstrations, experimental proof and training to potential customers.

Hybritech Inc. (A subsidiary of Beckman Coulter Inc.), San Diego, California            1995-1999
A biotechnology company specialized in rapid cancer diagnostic testing; acquired by Beckman in 1996.

Scientist, Immunodiagnostic Research Department (1995-1999)

Created novel monoclonal antibodies and developed proprietary automated cancer screening assays utilizing biosensor flow cytometry and ELISA instrumentation. Trained and supervised laboratory personnel.

  • Developed and performed advanced tissue culture techniques in adherent and suspension cell lines, including the use of Hollow-Fiber Perfusion systems and Micro-Carrier beads. Interpreted, presented, and defended project data in weekly project meetings.

LMD Laboratories, Carlsbad, California                                                              1993-1995
A biotechnology company specialized in creating Microbiological ELISA test kits for infectious diseases.

Associate Scientist and Engineer (Part- and Full-time while attending UCSD)

Developed and manufactured FDA-cleared microbiological ELISA-based medical diagnostic kits.

  • Assisted in the development of GMP policies and submissions of FDA 510Ks.

  • Projected product demand, managed raw material, and finished product inventories.

  • Managed five local and international industry trade shows and events.

EDUCATION

University of California, San Diego (UCSD), La Jolla, California

Bachelor of Science, Biochemistry and Cell Biology (1990-1995)

PROFESSIONAL TRAINING

American Management Association: “5-Day MBA”, Advanced Executive Leadership, Presentation Skills for Technical Professionals and Train-the-Trainer
World at Work: Sales Compensation Design/Management
Miller Heiman, Inc.: Strategic Selling, Conceptual Selling, Participant at the Executive Summit
Prime Resources Group: Custom program "Mastering the Complex Sale"
Cammarata and Associates: Sales Management Training

AFFILIATIONS

Leadership Think Tank
Life Science Executive Exchange
Molecular Diagnostics Professional Network

 

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Copyrighted © Peter K. Studner 1997-2006
http://www.superjobsearch.com
Los Angeles - Burbank - Westlake Village - Irvine
Mailing Address: P.O. Box 241957, West Los Angeles, California 90024-9757
(310) 470-6688 - FAX (3