Lee Pannell
VP Sales Marketing Medical Strategies, Tactics Market Penetration International
Commercialization Branding
Location
United States
Industry
Medical Devices
.
Lee Pannell
Contact Lee Pannell directly
Lee Pannell's Overview
Current
VP Global Sales Marketing at Kimble Chase Life Science & Research
General Manager Chief Marketing Officer at International Marketing of Medical Devices
Past
Managing Director Sales at Solta Medical
Managing Director Marketing at Reliant Technologies
VP Marketing Product Development at Lumenis
Regional Sales Manager at NeoPath Inc
Sales Representative Cardiology at Johnson & Johnson
Field Marketing Manager Surgical at United States Surgical Corporation
Sales Representative at IBMCorp
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Education
Harding University
University of Tennessee-Knoxville
Georgia Institute of Technology
Jacksonville State University
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Recommendations
14 people have recommended Lee
Connections
500+ connections
Websites
Portfolio
Company Website
Lee Pannell's Summary
VP Sales Marketing Medical Devices
Don't you hate it when a competitor encroaches with a "me too" product? Or how about when
your product has more features and benefits, but the market is not accepting it as quickly
as you want?
I resolve this by quickly formulating strategies and tactics to re-position"commodity"
items into "disruptive technology." To maximize commercialization, I highlight clinical
benefits and integrate product advantages into an easy-to-execute road map to rapidly
deploy products with consistent international branding.
Co-workers tell me that they enjoy my collaborative work style and enthusiasm for the
products. I have a knack for working with Key Opinion Leaders so that they feel like an
important and integral part of the company family. Customers say they love how quickly and
thoroughly I understand their needs and then translate this information into a partnership
to bring them clinical solutions. Nothing gives me more satisfaction than to watch the
light go on when clinicians, sales people and distributors realize how easily they can
be successful by using the plan I share.
To find out how I've helped companies do this, email me and include your phone number and
I will call you back. (I travel a lot internationally, so email works best.)
CEOs, GMs, SVPs, EVPs, VPs, Managing Directors, Board Members >> connect to discuss
industry situations
Recruiters, HR Managers, Hiring Managers>> connect if you need help filling a position
Connect using: aboz9g@r.postjobfree.com (LION)
Specialties
Strategic / Tactical Planning
Sales & Marketing Management
Market Identification / Analysis / Penetration
Branding
Team Building
Product Launch / Development / Commercialization
Presentation / Communication
P&L Management
Business Development
Client Relationship Management
International Sales and Distribution
Medical Devices
Operating Room Products and Procedures
Surgical instruments and devices
Surgery training
Life Sciences and Research
Lee Pannell's Experience
VP Global Sales Marketing
Kimble Chase Life Science & Research
Partnership; 1001-5000 employees; Packaging and Containers industry
January 2010 Present (2 years 9 months) East Coast, USA
* Grow base of USA customers at/above industry average (Achieved almost double industry
average by negotiating contracts with highest volume customers and stratifying other
customers and distributors)
*Identify and develop direct and distributor sales channels to grow international sales
(Negotiated numerous multi-year contracts which resulted in strong double-digit growth in
revenues, market shares, and EBITDA throughout EMEA, Asia, and Latin America)
* Analyze product portfolio to focus on strategic and niche products that leverage our
global manufacturing footprint (Rationalized/reduced 4000 SKUs, added 400 new SKUs)
*Create marketing tools to drive sales around the world (Generated focused collateral
material, online catalog, multi-level sales training program, generated industry PR
campaign, etc.)
*Manage brand messaging that resulted from merger of 7 companies (Focused down to 3
brands to leverage marketing spend/efforts and maximize international brand awareness)
*Manage customer service and distribution center in USA and establish centers in Europe
and Asia (Europe is operational, Asia is in progress)
General ManagerChief Marketing Officer
International Marketing of Medical Devices
2012 Present (less than a year) USA
Consulting on "going global" in the medical device industry
Identifying distributors and sales partners
Networking and sharing of best practices
Managing Director Sales
Solta Medical
Public Company; 201-500 employees; SLTM; Medical Devices industry
December 2008 December 2009 (1 year 1 month) San Francisco Bay Area
* Led team to exceed P&L objectives for all Sales, Marketing, and Clinical efforts
* Developed KOLs and managed clinical trial sites in Latin America and Asia
* Integrated and trained the sales force, marketing department, clinical support,
customer service, application specialists into one, cohesive team
* Created/managed messaging for both brands (from merger) via a "house of brands"
strategy
NOTE: Solta was formed by the successful merger of Thermage and Reliant Technologies (aka
Fraxel)
Managing Director MarketingReliant Technologies
Privately Held; 51-200 employees; Medical Devices industry
December 2007 December 2008 (1 year 1 month) San Francisco Bay Area
* Disrupted industry with strategic global launch of new product.
* Expanded market share and revenues by extending product features.
* Repaired international sales in several key markets.
* Directed all global marketing efforts, including: "messaging", branding, collateral
materials, lead generation, KOL management, clinical trials, training (sales, clinical
educators, physicians), etc.
NOTE: Company was successfully sold/merged with Thermage to create Solta Medical.
VP Marketing Product Development
Lumenis
Privately Held; 501-1000 employees; LUME; Medical Devices industry
April 1999December 2007 (8 years 9 months)
* Responsible for all upstream (product development, clinical studies, etc) and
downstream (messaging, tradeshows, collateral, etc) marketing for $134million P&L
*
Identify market gaps, develop the strategic products/tactics (including inventions and
patents), ground-floor R&D and clinical trials, regulatory, collateral, training, launch,
ongoing market penetration, etc
* Analyzed poorly performing products, invented new ones (US Patent) to focus on
manufacturing strengths, ROI, and unserved marketing niches
Regional Sales ManagerNeoPath IncMarch 1998April 1999 (1 year 2 months)
* Began with this start-up company as a player/coach, hiring other sales people while I
covered 8 states
* Sales of capital equipment (ASP = $500k) and supplies to reference laboratories to
automate pathology services
NOTE: Company was successfully sold to a company in the same industry.
Sales Representative CardiologyJohnson & Johnson
Public Company; 1001-5000 employees; JNJ; Medical Devices industry
June 1996March 1998 (1 year 10 months)
Sales of angioplasty balloons, stents, catheters, sheaths, intravascular ultrasound, etc
in Cardiac Cath Labs and Interventional Radiology Labs.
Started with Cordis BEFORE Johnson and Johnson bought us, stayed on until entrepreneurial
opportunity arose at NeoPath.
Field Marketing Manager Surgical
United States Surgical Corporation
Public Company; 1001-5000 employees; Medical Devices industry
March 1989 October 1993 (4 years 8 months)
Leading 7-member team to penetrate markets with new device introductions in OB/GYN,
laparoscopy, and thoracic surgery.
Sales of surgical instruments and sutures in the operating room. Training of sales
professionals and physicians.
Sales RepresentativeIBMCorp
Public Company; 10,001+ employees; IBM; Information Technology and Services industry
January 1981 April 1990 (9 years 4 months) Greater Atlanta Area
Sales of main-frame computer systems to Utility Companies (telephone, electric, gas, etc)
Held several positions in Sales, Systems Engineering, Management, Systems Programming,
Project Management, etc.
Lee Pannell's Courses
Master of Business Administration (MBA), International Business
Harding University
Management Skills and Analysis
Accounting Theory and Practice
Ethics, Legal and Social Issues
Lee Pannell's Volunteer Experience & Causes
Volunteer Experience
Committee Chairman
Boy Scouts of America
September 1990 July 2010 (19 years 11 months)
Volunteer Interests
Organizations I support:
Casa de la Esperanza (Orphanage in Anahuac, Mexico)
Habitat for Humanity International
FISH (Knoxville Food Bank)
Medic blood bank
Lee Pannell's Organizations
American Society for Lasers in Medicine and Surgery (ASLMS)
Fellow
February 1999 to Present
Physicians and inventors who design new technologies for treatment of medical conditions.
Visit www.aslms.org for more information.
Phi Kappa Phi
Lifetime Member
December 1987 to Present
Honor society for those involved with Adult Technical Education
Independent Laboratory Distributors Association
Member
January 2010 to Present
Visit http://www.ilda.org/ for more details
Laboratory Products Association
Member
January 2010 to Present
Visit www.lpanet.org for more details
American Chemical Society
Member
January 2010 to Present
Visit www.acs.org for more details
American Society for Testing and Materials (ASTM)
Member
January 2010 to Present
Visit www.astm.org for more information
Golden Key Honor Society
Lifetime Member
December 1996 to Present
We enjoy academic challenges and strive for excellence in our fields. Visit
www.goldenkey.org for more details.
Lee Pannell's Patents
System and Method for Microablation of Tissue
United States Patent Application 11/730,017
Filed March 29, 2007
Inventors: Lee Pannell, Vladimir Lemberg, Vitali Epshtein, Yoni Iger
System and method for microablation of tissue via CO2 laser
Lee Pannell's Languages
Spanish
(Limited working proficiency)
English
(Native or bilingual proficiency)
Lee Pannell's Skills & Expertise
Marketing Management
Sales Management
Market Penetration
Market Identification
Marketing Strategy
Commercialization
Strategic Planning
Competitive Analysis
Market Analysis
Global Strategy Development
International Sales & Marketing
Marketing Communications
Cross-functional Team Leadership
Team Building
Customer Relations
Negotiation
Tactical Planning
Change Management
Medical Devices
Surgery
Minimally Invasive Procedures
Product Development
Capital Equipment
Consultative Selling
Product Management
Product Launches
New Business Development
Business Strategy
Market Research
Sales Operations
Global Marketing
Direct Sales
Channel Management
Team Leadership
Product Life Cycle Management
Market Development
International Marketing
P&L Responsibility
Lead Generation
Account Management
Sales Support
Salesforce.com
Strategic Partnerships
Organizational Design
Start-ups
Mergers
Biotechnology
Laboratory
View All (48) Skills View Fewer Skills
Lee Pannell's Education
Harding University
Master of Business Administration (MBA), International Business
20122013 (expected)
Grade: 4.0/4.0
Currently enrolled with expected completion in 2013
University of Tennessee-Knoxville
B.S, Human Ecology, Computer Science, Math, Business
19951997
Grade: 3.94/4.0
Activities and Societies: Summa Cum Laude, Phi Kappa Phi (Lifetime Member), Golden Key
Honor Society Teaching Certificate: Adult Technical Educations
Georgia Institute of Technology
B.S. (3.5yrs), Computer Engineering
1979 1983
Jacksonville State University
Bachelor's degree, Computer Science
19781979
Grade: 4.0/4.0
Joint-enrolled during senior year of high school.
Lee Pannell's Additional Information
Websites:
Portfolio
Company Website
Interests:
Sales Management, Marketing Management, Strategic Planning, Tactical Planning, Market
Identification, Market Analysis, Market Penetration, Branding, Messaging, Team Building,
Leadership, Product Launch, Product Development, Product Commercialization, Communication,
Presentation, P&L Management, Business Development, Client Relationship Management (CRM),
International Sales, International Distribution (Channel Development), Medical Devices,
Cardiovascular, Cardiology, Interventional Radiology, General Surgery, Endoscopy,
Laparoscopy, Minimally Invasive Surgery (MIS), Orthopedics, OB/GYN (Gynecology),
Ophthalmic (Ophthalmology), Urology, Dermatology, Plastic Surgery Pathology, Laboratory,
Life Sciences
Groups and Associations:
Phi Kappa Phi honor society, Lifetime Member American Society for Lasers in Medicine and
Surgery, Fellow Habitat for Humanity FISH (Knoxville food bank) Boy Scouts of America,
Commitee Chairman
American Academy of Dermatology (AAD)
CXO (CEO, COO, CKO, CFO, CMO, CAO, CVO, CDO, CRO, CLO, CSO & CTO) Community
Cardiovascular Medical Devices Group
European Medical Device Network
International Marketing of Medical Devices
Medical Device & Diagnostics Executives
Medical Device Inventors
Medical Device Manufacturers Association
Medical Devices Startups
The Life Science Executive Exchange
Honors and Awards:
U. S. Patent (Micro-ablation with CO2 laser), co-inventor
Cambridge Who's Who, Business Executives
Strathmore Who's Who
Stock Grants (multiple years)
President's Club (multiple years)
America's Award (2006)
Contact Lee for: