SENIOR MARKETING & BUSINESS DEVELOPMENT EXECUTIVE
Combine Creativity with Strategy and Tactical Initiatives to Drive Global Market Penetration &
Deliver Strong Revenue Results in Competitive US & International Markets
15+ years' experience as Marketing Director / Marketing VP / Business Development Director. Success in:
Strategic Market Planning & Positioning New Product Strategy & Development
Marketing Messages & Corporate Communications Product Commercialization & Launch
Marketing Research, Planning & Analysis Global Business Development Strategy
E-Commerce & E-Marketing Product Acquisition, Integration & Licensing
10+ years' experience as Business Unit Manager / Program Manager. Success in:
Strategic Business Planning & Expansion Management Training & Team Leadership
Budgeting, Financial Analysis & Reporting Business Process Design & Optimization
Multi-Site Operations Quality Management & Improvement
PROFESSIONAL EXPERIENCE:
BECKMAN COULTER, INC., Miami, Florida (HQ: Brea, CA) 1999 to Present
$2.5 billion manufacturer of biomedical testing instrument systems, tests & supplies to automate laboratory processes
Director - Strategic Marketing (2007 to Present)
Director - Marketing & Business Development (2005 to 2007)
Director - Program Management & Quality (2003 to 2004)
Program Manager (1999 to 2003)
Nine-year career with full strategic and tactical leadership responsibility for all marketing and business development affairs for several of the company's key business units. Currently manage a $170 million global business, defining marketing strategy, identifying and capturing market opportunities, creating marketing messages and driving new product development worldwide. Direct a team of up to 8 marketing and business development managers working global markets. One key hardware product line grew 63% over prior year and overall reagents grew 8% over prior year.
Product Development: Led high-profile development projects for both new and next-generation products, ensuring that marketing had a prominent voice in driving product strategy to meet market demand. To date, have led and/or participated in the development and global market launch of more than 100 product and product enhancements that currently generate in excess of $300 million in annual revenues.
Product Commercialization: Commercialized an entirely new product line, brought to market and created what is now a $3.5 million annual revenue stream. Took product from concept through set-up of manufacturing and quality processes through product sales training to global market launch (including international trade show). Personally closed 22 of the first 27 customer accounts.
E-Commerce: Championed development of BCI's first-ever e-commerce venture and built an entirely new revenue stream while enhancing the entire customer ordering experience.
Product Licensing: Led marketing and business development team that negotiated and managed all product licensing agreements and OEM relationships for the $800 million Cellular Analysis Business Group.
Sales Revitalization: Reversed sales decline in one key product category through a global marketing effort and grew revenues 10% over prior year. Redesigned global marketing messages and collaterals, and facilitated a significant gain in product visibility and revenue within targeted markets worldwide.
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Acquisition & Integration: Directed comprehensive marketing assessment for due diligence team negotiating the acquisition of a key operating division of Dako, facilitated integration of new products into BCI's marketing organization, and expanded BCI's product mix and customer reach.
Product/Business Reorganization: Created and led business exit strategies and rationalizations to optimize product development and marketing opportunities within emerging customer segments.
Regulatory Affairs: Currently managing a complex process to gain FDA 501K clearance status in the US for several BCI products. Potential US revenue opportunity exceeds $50 million annually.
WORLD INTERACTIVE NETWORK, Miami, Florida 1998 to 1999
Early-stage venture commercializing technology-driven advertising for auto dealers and airports
Marketing Vice President
Recruited to evaluate long-range market viability of new product technology, manage customer focus groups, evaluate pilot product performance and customer reviews, and prepare for full-scale market launch.
Market Launch: Led successful market launch within 9 months of hire and captured key accounts nationwide (e.g., Miami-Dade International Airport, Dallas International Airport, Reagan National Airport).
Marketing Messages: Wrote and designed a complete portfolio of marketing messages and collaterals, product literature and brochures, advertisements, video presentations, press releases and more.
DADE INTERNATIONAL, INC., Miami, Florida 1986 to 1997
Global leader in the development, manufacture & sale of medical devices & reagents
Marketing Director (1993 to 1997)
Program Manager (1992 to 1993)
Marketing Manager / Product Manager (1988 to 1992)
Financial Analyst (1986 to 1988)
High-impact marketing leadership positions with two of Dade's most profitable global business units (product development and marketing for one well-established product business; commercialization and marketing of service and information delivery for the other business).
Marketing Leadership: Built an entirely new marketing department to support transition of service company into a revenue-producing organization. Defined marketing strategy and position, trained/led professional marketing team and administered annual budget.
Product Launch: Created launch strategy for new products including sales training, advertising, brochures, direct mail, e-training, promotions and other marketing/product support materials.
Revenue Performance: Increased placements of one key product line by 81% in one year and built the entire customer base an average of 39% over three years through innovative product and financing offerings.
New Product Development: Led three key product development and feasibility analysis programs, and implemented cross-functional concurrent engineering process to accelerate development and launch.
Quality Management: Appointed Quality Chairperson leading successful effort to develop internal QA program based on previous Malcolm Baldridge award.
Previous Professional Experience as a Clinical Laboratory Professional. Advanced rapidly through a series of increasingly responsible supervisory positions at hospitals in Chicago and Southern Florida.
EDUCATION: MBA, University of Miami, Florida
BS, Medical Technology, St. Joseph's College, Indiana
Professional Education: Strategic Planning (MIT), Sales Planning, Project Management |
