Daniela Ionescu Andover, MA

acfjfc@r.postjobfree.com

978-***-****

OBJECTIVE

Results-oriented professional with a successful sales track record in

LifeScience arena seeks a Sales/Business Development role. Articulate and

persuasive, my qualifications include an advanced science degree, an MBA

and almost 9 years software sales experience in LifeScience arena covering

Boston/New England territory.

QUALIFICATIONS

. Experience selling scientific software and instrumentations into

LifeScience space

. Proven ability in solution & consultative sales process

. Experience selling to chemists and biochemists in R&D

. Updated rolodex with key players in Boston/New England Territory

. Spent 5 years as a scientist in a research lab

EDUCATION

. MBA - MIT/Suffolk University, Boston 2009

. MS - (Major: Chemistry; Minor: Physics) University of Bucharest,

Romania 1999

EXPERIENCE

Business Development - Consultant Nov. 2010

- Present

XCLSoft/eSkill

XCLSoft is a software consulting firm that is using a proprietary framework

called AEOP (Adaptive Enterprise Operating Platform) to build and deliver

IT enterprise solutions to LifeScience space. The advantages are a faster

development cycle and a design that is robust and easy to change.

. Assumed 'Hunter type' role - responsible for acquiring new strategic

accounts within Boston/New England area; gathering requirements and

helping to quantify clients' needs

. Build brand awareness through meetings and presentations which lead

to increased exposure and gained market share 12% within first year

. Met and exceed quota 4 consecutive years by over 110% each year

. Gathering industry and account intelligence/ analyzed industry trends

. Help with preparing the launching of a new product; cultivate

relationship within assigned territory - within 4 months increased

visibility by 40%

. Work to refine product features and provide feedback to the developing

team which increased end-users satisfaction by 60% based on January

survey 2013

Major Accounts Manager 2012 -

2013

ACDLabs

Selling scientific knowledge management software solutions designed for

LifeScience arena; focusing on drug discovery and drug development R&D

segments of Pharmaceutical market. Working to identify market opportunities

and leverage ACDLabs's core expertise in New England territory.

. Role involved calling into pharma accounts and introducing new

clients to complex ACDLabs enterprise solutions/ integration of the

solution with LIMS or ELN applications

. Positioning the ACD/Spectrus Platform - an application that is all-

in-one workflow and data management tool for scientists that use

multiple analytical techniques

. Proactively engaged clients in dialogue in order to build

relationships and increase market share, selling to multiple

executives from different departments

. 60% traveling; consistently met with heads of R&D, Chief Scientist

officers, VPs in Pharmaceutical and Lifescience space

. Manage territory planning process, consistently provide accurate

revenue forecasting

. Built healthy pipeline within first 6 months that led to exceed quota

for the year by 18%

. Took on more territory/responsibilities and grew the territory by 12%

within first 6 months

Technical Sales Rep.

2011 - Dec 2011

Mettler Toledo

Material Characterization applications and instrumentation Sales Rep.

Responsible for the sales and support of thermal analysis equipment in a

multi-state territory (New England and Upstate NY). Role requires technical

expertise in the application of thermal analysis techniques for the

characterization of a wide variety of materials (including pharmaceuticals

and polymers)

. Performing relevant demo of the equipment on customer side; host and

assist product shows at assigned accounts

. Rising awareness among research community 30% in first 3 months - by

using my science degree I was able to cultivate strong relationships

with targeted PhD scientists in R&D departments

. Participating in ongoing highly technical product training

. built strong relationships and increase market share for Mettler Toledo

. Participating in the tradeshows, networking events

. Utilize excellent level of product knowledge and applications to

successfully perform effective sells presentations

. Selling to new customers as well to existing customer base; support

marketing programs in the territory

Sales Consultant 2009

InnoCentive Corp./ Eli Lilly Pharmaceuticals, Waltham

InnoCentive is the leader in open-innovation market; a spin-off consulting

arm of Eli Lilly Pharmaceuticals.

. Selling consulting services into LifeScience space/ my role was to

help companies identify and implement new strategies/solutions for

innovating their businesses

. 80% traveling; consistently met with PhDs in science, Chief Scientist

officers, VPs of Innovation

. Second quarter gained company reward for being #1 Rep with the most

new relationships established with strategic accounts - lead to more

accounts/expended territory

. Gained significant recognition for previously unknown piece of 'the

open innovation consulting package'

. Introduced new marketing initiatives which helped the company gain

visibility and increased market share by 22%

. 1st place Sales Contest in July 2009/ Accomplished 112% to plan in

2009

Sales Representative/Account Manager 2006 - 2008

ORACLE, Burlington

Responsible for selling complex ERP solutions to LifeScience space and

Oracle Clinical Trial Management solution to Pharmaceutical space, along

with other Oracle Clinical Applications customized to Pharma & Healthcare

accounts.

. Carried an annual quota of $3 and $5 Millions; average closed deal

$270K; exceeded quota 2 consecutive years with more than 126% in 2007

. Successfully completed company's prestigious sales trainee

program/Sandler Method

. Sample Accounts: Biogen Idec, Infinity Pharmaceutical, Genzyme

Corporation, Millennium Pharmaceuticals, Tedor Pharma Inc., MGH,

Children's Hospital Boston

Accomplishments

. Successfully met quarterly objectives for new and renegotiated

contracts. Exceeded quota in the last 2 quarters of 2007 with more

than 126% of the target (in Q3...126% of my quota; in Q4...138%)

. 1st place for the UPK contest two quarters in a row

. Won a strategic deal against two of the strongest competitors: SAP and

Microsoft, resulting in 38% revenue increase in RI territory (client:

Tedor Pharma). My winning strategy was to highlight the integration

and the maturity of Oracle solution

. Excellence award winner in Q3/2007 by closing a deal with a mid-size

client for several modules from Enterprise Performance Management and

Business Intelligence suite. (Size of deal: 480K, closed within 3

months of sales cycle) My competition was Microsoft, Cognos, and

custom development. My strategy was to highlight the capability to add

new modules without the need to go through an extensive integration

process.

Account Manager 2005 - 2006

Signature Consultants, Woburn, MA

Responsible for developing new leads and closing contracts with new clients

in LifeScience industry, in a very demanding and competitive environment;

role was to provide consultants and permanent employees for staff

augmentation purposes. Working with executives and hiring managers in R&D

and IT departments to understand their needs.

. Qualified and developed new business contacts from cold calls;

boost customer list by 35% in first year

. Gathering industry and account intelligence/ analyzed industry

trends and produced qualified sales leads for the company

. Made 40-50 calls/day and consistently met 5-6 people/week which

resulted in 27%growth in customer list within first 6 months

. Conducted research on prospects, with respect to company culture

and specific needs related to their products and services

. Achieved over 128% of objective for year 2005

. Consistently met and exceeded sales goals and quotas for new leads

and revenue forecasted

. Directly responsible for increased gross profit margin at Boston's

office by 12%.

OTHER EXPERIENCE

Regional Sales Manager - Instrumentation/Analytical Equipment 1996 -

1999

RoneXprim - Bucharest, Romania (http://www.ronexprim.com)

. Sold integrated microscopy & imaging technology management

solutions/histology solutions to the LifeScience research community

. Consistently met with heads of R&D in clinical pathology lab and

academia research community

. Developed product presentations strategy and created territory

business plans/managed over 180 active accounts

. Proactively engaged clients in dialogue in order to build strong

relationships and increase market share for the company by 24% within

first 8 months

. Excellence award winner. #2 out of 52 Reps in 1998

. Represented company at trade shows and customer seminars/ worked with the

Marketing Director to designed new marketing materials for the pathology

field

. Promoted to Regional Sales Manager in 1999 with added responsibilities

and expanded territories, including technical resource advisor in

Northeast region/ increased product revenue 18% during the first year

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DANIELA IONESCU

4

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