CEO, COO, VP, GM

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Position
CEO, COO, VP, GM
Location Confidential
No
Location
No preference
Willing to Relocate
Yes
Industry
Pharmaceuticals(Ethical)/Surgical/Medical-Equip.
Function
GENERAL-MANAGEMENT--CEO/COO/GM
Compensation
$200,000 to $400,000

Resume Summary
Senior executive with impressive P&L track record for dramatically growing sales and profits rapidly in large, medium and start-up companies. Strong domestic and international commercialization, sales and marketing, business development/scale-up, strategic planning, execution, product development/launch, regulatory and operations background

Resume Body      CEO, COO, VP, GM

PRESIDENT, CEO, GENERAL MANAGER, BOARD MEMBER - LIFE SCIENCES, DIAGNOSTICS, BIOTECH, HEALTHCARE IT
Hands-on senior executive with impressive P&L track record for dramatically growing sales and profits rapidly in large, medium and start-up companies. Strong domestic and international commercialization, sales and marketing, business development/scale-up, strategic planning and execution, product development/launch, regulatory, R&D, operations, finance, and fund raising background.

CEO for HIRE---EXECUTIVE CONSULTANT---IVD, Molecular, POCT, Healthcare IT, Mobile Apps, June 2015-Present
Energetic Senior Executive Consultant who has a track record of increasing revenue and enhancing productivity. Adept at developing strategies for clients that make sense in finding solutions that increase value, meet timelines and assisting customers in finding new clients, funding, and market opportunities. Specialize in molecular diagnostics, POCT, IVD, Novel Biomarkers, instruments, reagents and Healthcare IT software (SaaS models, Software mobile Apps, EMR/EHR, HIM, LIS, HIS, Coding) for startup and mid-size organizations in the human and non-human market sectors.

-Track record of increasing revenue for clients by an average of 30 percent
-Dedicated to finding solutions
-Excellent analytical and problem solving skills
-Exceptional presentation abilities
-Able to establish rapport with all levels of management
-Work tirelessly until a project is completed
-Best Processes & Procedures across multiple functions
-Analyze and best Contract Manufacturing, supply chain, regulatory, sourcing procurement
-Best practices for Sales, Marketing, Customer support, Business development, Finance, HR, Operations
- Working knowledge of short and long term budgeting and forecasting, rolling budgets, and margin analysis
-M&A experience
- Assisting with Fund Raising activities (Over $60M raised to date)


EDP BIOTECH---Colon Cancer Diagnostic Company; Knoxville, Tennessee Jan.2014-May 2015
President & CEO; Board Member
Recruited on an interim basis to build the diagnostics business, including raising capital, complete product development, contract manufacturing, hiring a team, getting regulatory approvals (CE, Pre-Sub FDA), soft launching the product and determine scalability of product with CMO. (Product was not ready for prime time and will take 4-5 years more development work to fix the assay for scale-up, production, and marketability)

- Developed business plan and strategic operating budgeting plans to create revenue in order to attract investors.
- Gathered information on the market, competitors, specific clinical applications and product requirements.
- Moved product out of its R&D phase into optimization and then Production/Manufacturing scale up for 2 different platform products.
- Developed marketing plans and go to market strategy, campaigns for DTC and Clinicians. Identified KOLs for speaking engagements and adoption
- Raised over $7M in capital.
- Secured over 25 international distribution channel partner agreements who committed to $5M in initial trial orders.
- Negotiated and secured key contract manufacturing contracts at 2 different locations and with 2 different manufacturers.
- Reduced costs through streamlining of operations by putting in place key processes and procedures.
- Achieved CE certification.
- Submitted for FDA approval.
- Negotiated several key agreements in places like India, China, Japan and Brazil for initial minimum order commitments of >$25M+
- Hired key executives and built out team from 5-20 person staff.
- Developed customer training Center for Excellence which provided new users hands-on experience with company products. This increased satisfaction and usage.

EZDIAGNOSTIX--- Next Generation Sensor Diagnostics Company; Austin, Texas 2012  2013
President and CEO; Board Member
Recruited to build subsidiary business unit spun-out of the Parent company and commercialize novel sensor technology for Healthcare and Agriculture applications. (After 1 Year, Company Was Acquired By A Strategic Partner (NanoFilm)

- Completed evaluation of business opportunity, formed subsidiary company, and led strategic planning.
- Gathered information on the market, competitors, specific clinical applications and product requirements.
- Hired an investment banker. Co-developed business plan with investment banking firm, developed detailed financial projections, and various other collateral materials, presented at venture conferences, pursued equity investors (angels, VCs, institutions, etc.), and coordinated due diligence responses to potentially interested investors.
- Developed the business portions and secured the cooperation of collaborators for several grant proposals (three awarded and combined for over $3.5M in funding; $1.5M in grant funding; $2M in strategic collaboration funding).
- Recruited key technical team members and scientific advisors, formed relationships with collaborators- strategic partners and secured access to key facilities and equipment
- Identified and negotiated successful contract manufacturer to produce commercial units
- Developed marketing plans and go to market strategy, campaigns for DTC and Clinicians. Identified KOLs for speaking engagements and adoption.
- Developed customer training Center for Excellence which provided new users hands-on experience with company products. This increased satisfaction and usage.


ONE LAMBDA INC.; Transplant Diagnostics Company; Canoga Park, California 2010  2012
Chief Sales and Marketing Officer
Recruited to restructure and significantly expand global market penetration for this 27-year-old, family-owned 320 employee Molecular Diagnostic testing world leader with sales in 60 countries focused on serological, flow, molecular and antibody detection transplant diagnostic testing and instrumentation for surgeons, clinicians, hospitals, research facilities, academia, and reference labs. Responsibilities included establishing a business development group plus all sales, marketing, public relations, customer support, technical support, field application support and business development/technical training. When the family ultimately had second thoughts about pursuing rapid and dramatic growth, reached a positive mutual agreement for an acquisition strategy. (Led the company for an exit (Sale) for $925M to Thermo-Fisher).

Notable accomplishments included:
- Increased sales within 12 months by 25% and net income by 34%.
- Increased worldwide market share from 70% to 80% while decreasing marketing spend by $5 million (17%).
- Identified strategic partners and alliances that increased operating income 45% and EBITDA 17%.
- Developed and executed Global Business Expansion strategy that included establishing European Satellite Subsidiaries and expanding distribution partners from 45 to 60, which improved sales from 10% to 25% year over year growth.
- Improved customer satisfaction from a #3 to a #1 rating and received Best in Class ranking for customer service and technical support based on an independent survey.
- Developed customer training Center for Excellence which provided new users hands-on experience with company products. This increased satisfaction and usage.

Other representative accomplishments included:
- Created a new Business Development Unit in close coordination with R&D, Clinical Affairs, Program Management and Scientific Marketing.
- Developed marketing plans and go-to-market strategy, campaigns for DTC and Clinicians. Identified KOLs for speaking engagements and early adoption to help efforts; Created messaging and collateral materials
- Launched first genetic-based test for prediction of antibody-mediated rejection with international sales increasing 40% year over year where it is in routine use while awaiting FDA/CE approval in the US.
- Selected as the senior executive responsible for first ever 3-year company strategic plan.
- Signed key OEM partner contract extension that protected 10-year exclusivity for a major instrument platform.



THROMBOVISION; Point of Care/IVD Diagnostics Company; Houston, Texas 2006  2010
Vice President, Global Sales and Marketing
Recruited by CEO as the first employee for this private equity-backed company in the Point of Care diagnostic market arena focusing on diagnostic tests for the early detection of heart attacks, stroke, and stent occlusions, as well as the efficacy of pharmaceutical treatments. Recruited with a mission to develop a plan that would build a commercially viable business from what had been in R&D mode for several years. Primarily led sales and marketing, strategic planning, a focus on the customer in product development, and operations; other key functions included raising capital, developing a world-class infrastructure for sales and marketing, creating a commercial product, and obtaining FDA approval. (After the nations economic crisis and subsequent recession, the company lost its continued PE/VC funding so the technology/IP reverted back to BYU and all assets were liquidated).

Accomplishments
- Closed companys first sales and had $7 million pre-market sales to research markets while awaiting FDA approval.
- Helped close Series A $10M capital raise.
- Developed and executed marketing plans and strategies to penetrate both domestic and global markets, which included countries in Latin America, Europe and Asia.
- Analyzed and forecasted sales to maximize limited marketing resources and negotiated distributor agreements, then oversaw all activities of distributorships
- Established successful marketing strategies, pricing strategies, advertising/public relations campaigns and staffing of required sales, sales support, diagnostic support and technical support positions.
- Helped create and worked closely with regulatory agencies (FDA, CE).
- Developed marketing plans and go-to-market strategy, campaigns for DTC and Clinicians. Identified KOLs for speaking engagements and adoption; developed messaging and collateral materials to support efforts

INDEPENDENT CONSULTANT; Fort Worth, Texas 2004  2006 & 2013-2015
Independent Consultant for (Generic Pharmaceutical & Diagnostics Companies).

- Worked with start-ups and development stage companies to assist with business plan formation and strategy
- Assisted with fund raising (Raises a cumulative of $60M in equity and grant funding)
- Develop infrastructure and operations to included hiring staff, aligning with distribution partners, contract manufacturing groups, and suppliers
- Assisted with regulatory approvals to include FDA, CLIA Waiver, CE, and ISO certifications
- Negotiated acquisitions
- Negotiated several global business development deals worth in excess of $25M in revenue to the companies represented
- Vetted Big Data Software IT partners, HER/EMR, HIS, LIS, Coding, and implementation


IGEN INTERNATIONAL; Life-Science and IVD Diagnostics Company; Gaithersburg, Maryland 2003  2004
Director of Corporate Development, Diagnostic and Life Science Operations
Soon after hired by this $50 million leader in a proprietary chemiluminescent technology used in Enzyme Immunoassay (EIA) platforms in both clinical diagnostic and life science markets, was unexpectedly asked to develop a strategic legal plan to fight a lawsuit with its strategic partner and the largest diagnostic company in the world, Roche Diagnostics, because billion-dollar revenues were at stake. That plan to encourage a settlement was ultimately very successful and Roche paid more than $1.5 billion to IGEN. However, (Roche subsequently decided to acquire IGEN for $750M and then constructively separated all IGEN employees). Corporate development accomplishments during this brief tenure even while concentrating primarily on the lawsuit included the following.
- Improved the close ratio from 20% to 38%.
- Helped train and launch two instrument platforms and six new biomarkers.
- Instituted and trained both the domestic and international teams on a standardized sales model.
- Developed a center for excellence where sales reps could bring customers.
- Established voice of the customer for next generation products while working with R&D, customers and the sales team.
- Developed marketing plans and go-to-market strategy, campaigns for DTC, Clinicians, and Companion diagnostics partners. Identified KOLs for speaking engagements







IDEXX LABS, Veterinary Clinical Diagnostics Company; Westbrook, Maine 2002  2003
National Sales Manager
Joined this $500 million leader in Immunology, Chemistry, Hematology, Coagulation tests and assay controls. Had full P&L responsibility for Companion Animal Diagnostic Business Unit consisting of two functions totaling 100+ employees and annual revenue of $125 million, but ultimately decided to seek another position after a new president decided to move in a different direction.

- Reorganized Worldwide Commercial Operations and recruited key senior sales and marketing talent to address improvements needed in sales pipeline, thereby allowing the company to successfully establish two new partnerships with the industry leading companies resulting in $50 million in incremental annualized revenues.
- Identified strategic partners and alliances that increased EBITDA by 20% and operating income by 60% while also exceeding all revenue, operating income, and cash flow targets for the division.
- Implemented initiatives to drive working capital improvements that improved net income by 21% after the first year.
- Developed and implemented a four-year strategic plan.


ABBOTT LABORATORIES, Point of Care & IVD Diagnostics Company; Abbott Park, Illinois 1991  2002
Worldwide Sales Training Manager - Point of Care, Chemistry, Hematology, Immunology (1998-2002)
Senior Executive, National Accounts Group; Dallas, Texas (1996-1998)
Diagnostic Systems Specialist; Dallas, Texas (1993-1996)
Account Executive; Dallas, Texas (1991-1993)

- Started as an Account Executive with Abbott while completing graduate school and rapidly advanced to ultimately manage major national accounts before being promoted to corporate headquarters as Worldwide Sales Training Manager for the $3 billion Diagnostic Business Unit.
- Was charged with full responsibility for the domestic and international training of commercial account managers, support specialists, management and executives.
- Among numerous accomplishments in that position, was especially recognized for increasing sales per territory from $3 million to $5 million in three years and worldwide market share position from #5 to #3 while also initiating a developmental plan to tap "emerging world" opportunities in Eastern Europe, Middle East and Asia.
- Also was recognized numerous times&.DSS/AE of the year twice. 5 Presidents Clubs out of 6 years.

EDUCATION
- Master of Business Administration; Oklahoma City University; Oklahoma City, OK; 1992; (Graduated Magna cum Laude)
- Bachelor of Science in Business Administration; Oklahoma State University; Stillwater, OK; 1989

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