SENIOR MANAGEMENT
SALES/MARKETING * SOFTWARE SOLUTIONS * GLOBAL BUSINESS DEVELOPMENT
Sales executive with extensive background in enterprise software sales and marketing of software and service solutions in life sciences, consumer goods and process industries. Broad experience in control automation. Excel at leading conceptual and technical sales teams, project engineering and service organizations domestically and in Europe, Asia and Latin America. Recognized for my ability to develop strategies, identify opportunities and execute winning tactical plans utilizing direct and indirect channels against competitors such as SAP, EMC, Propack, Aspentech, eResearch, and Covance. Consistently deliver positive P&L performance based on thorough market analysis and understanding of the dynamics of each line of business.
Professional Experience
VICE PRESIDENT, SALES & MARKETING - 2004 to 2006
Gentiae Clinical Research, Inc. - San Francisco, California
Global leadership for clinical Cardiac Safety Core Lab start-up business. Led 5 member team reporting to President and CEO. Portfolio included software applications for tracking, managing, and submitting specialized data required by FDA for new drug approvals.
* Grew orders 129% and revenue 92% in fiscal ’05 by shifting sales strategy to target mid-tier companies. This effort resulted in a shift of 60% orders from new business over prior year, while maintaining repeat business from base customers.
* Evaluated and successfully positioned an ASP based solution with variable subscription pricing. Shifted strategy from “build” to “partner” in the applications used for e-submissions to FDA.
* Maximized branding under limited marketing budget by providing localized seminars, focusing on key tradeshow events, and offering flexible options. Gentiae’s brand became synonymous with data integrity and near real time access for management decisions.
* Initiated a strategic alliance to capture the single largest deal at Gentiae. Marketed this model to provide overall electronic data capture (EDC) information, both cardiac safety and Phase I unit services, and lab data, which enabled two other significant deals.
* Increased pipeline by 230% while instilling formalized processes for pipeline reporting and proposal generation; recruited and mentored key sales team members.
MANAGING DIRECTOR, LIFE SCIENCES & CONSUMER GOODS - 2002 to 2004
Honeywell International, Industrial Solutions - Herndon, Virginia
Led a $50 million Life Sciences & Consumer Goods global business unit focusing on business development/market presence. Included strategic planning, project and support service, product management, and partner programs. Led team of 18 direct and 25 matrixed reports, while reporting into $200 million Chemical market Vice President/General Manager. Portfolio included enterprise/manufacturing and supply chain software solutions (MES), automation solutions, and ongoing support and training services.
* Identified and shifted focus to growth areas of Biotech, Clinical manufacturing, and Services. Resulted in 97% on plan orders and 125% revenue of $56 million.
* Strategically targeted and secured the top 3 largest worldwide Biotech greenfield plants - Wyeth (Ireland), Boehringer Ingelheim (Germany) and Abbott Laboratories (Puerto Rico), successfully overcoming competition from SAP, Propack, Aspentech, Werum. As a result of software position, secured an additional $85 million in automation solutions. Attained $600k customer funding for advancing next generation MES software release.
* Accelerated introduction of Clinical MES application to capture market opportunities. Enabled new customer wins at Servier $1.1 million and Forrest Labs $1.2 million, while doubling sales funnel.
* Significantly improved Professional Services revenue for enterprise applications climbed to 85% as percentage of sales and profitability rose 8 margin points by focusing on defined, fixed price consulting engagements.
VICE PRESIDENT, GLOBAL SALES - 2000 to 2002
Honeywell-POMS, a wholly-owned subsidiary - Herndon, Virginia
Global sales leadership of $20 million acquisition. Led 14 member management team including 5 directors and 10 additional business partners. Reported to COO. Portfolio included enterprise/manufacturing and supply chain software solutions (MES) as well as ongoing support and training services in competition with SAP, EMC, Oracle, and other technology companies.
* Successfully recruited and trained sales, management and consulting team in the height of pre-IPO software marketplace resolving post acquisition turnover rate of 65%.
* Derived 20-30% of subsequent years’ new revenue from key clients such as Wyeth, Abbott, Pharmacia, and Genentech.
* Identified customer satisfaction issues in customer base. Developed plan to renew customer confidence by focusing on resolution of implementation issues. Initiated a cutting edge Biotech CIO/Director Roundtable that enabled industry leaders and start-ups to jointly address common manufacturing issues.
* Increased sales and marketing coverage in Europe and Asia through direct and indirect channels resulting in 8 key new customers.
* Increased effectiveness by changing the mix of business partners. Focused on premier consulting firms such as PWC, Ernst & Young, and Accenture, as well as software resellers in US, and strategically placed firms in Japan, Germany, Spain, Poland, Israel, and India.
* Opened Asia-Pacific office resulting in 2 new customers within 10 months and an increased sales funnel in Singapore, Korea, China, and Australia.
GENERAL MANAGER - 1994 to 2000
Honeywell, Inc., Caribbean Region, a wholly-owned subsidiary - San Juan, Puerto Rico
Generated $23+ million in annual sales with a 120 person workforce in software, automation, and service businesses targeting industrial and commercial markets. Provided leadership for strategic planning, sales, operations, finance, employee development, budgeting, forecasting. Portfolio included industrial process and building automation solutions, services and products through a direct sales and distribution network with a heavy emphasis on technology services.
* Grew business 26% year over year with average operating profit over 15%. Consistently contributed 40+% of Latin America Region's total annual profit and reduced average working capital rate to 19% from 34%. Recognized as “Affiliate of the Year” 4 out of 5 years.
* Conducted successful strategic sales campaigns marketing advanced software solutions. Resulted in $20 million in new business with HPI (Hess Oil/Hovensa) and Metals/Mining (Alcan).
* Expanded 3rd party calibration and validation service business from $1.4 million to $4.2 million by offering turnkey service and resident personnel. Profitability expanded by a full 10 margin points. Attained ISO9002 certification.
* Identified the need for a software solution in Pharmaceutical manufacturing that led to POMS acquisition in 12/99. Actively worked on business case, leveraging McKinsey Consulting.
* Introduced performance contracting as new marketing approach to healthcare, universities and pharmaceuticals. Captured new healthcare accounts and established partnership contracts with 52% gross margins. Attained sole source status by demonstrating innovative approach and value potential.
Additional Relevant Data
* National Account Manager to Hewlett-Packard, Honeywell Inc., Home & Building Control, San Francisco, CA
* Sales Manager, Honeywell Inc., Home & Building Control, San Francisco, CA
* Spanish second language
* Board of Directors, Junior Achievement 1997-2000
Education and Professional Development
B.S., Marketing, International Economics
The Ohio State University, Columbus, Ohio
* Advanced Program for Directors (APD) – Harvard University led, High Potential leadership development program including Finance, People, Global Economics, Strategic Leadership modules.
* Six Sigma Greenbelt
* Siebel Target Account Selling
* Salesforce.com trained, oversaw implementation
* Miller-Heiman Strategic Selling |
