Sales Customer Service

Alan Jernigan

***** *. ****** ****** **. 818-***-**** Mobile

Malibu, CA 90265 ************@*****.*** 424-***-**** Home

SENIOR EXECUTIVE - LIFE SCIENCE, DIAGNOSTICS, PHARMACEUTICALS

Strategic Positioning - Turnarounds - Globalization- - Acquisitions -

Raising Capital

. Proven leader with 20+ year track record of successful turnarounds and

growth in start-ups, private equity companies, and public entities

ranging from $3M to $3B.

. Responsible for full P&L, product development, manufacturing,

marketing, sales, customer care, business development, finance, and

acquisitions.

. Developed and implemented initiatives resulting in a 23% improvement

to net income after the first year.

. Established and opened a European Division Commercial Headquarters in

Germany and improved ex-US market sales from 20% to over 35% year over

year growth

. Increased sales from $149M to $200M in 12 months and worldwide market

share position by 10%

. Identified strategic partners and alliances aimed at increasing top

line by 17% over the period and operating income by 45%

. Successfully launched over 80 new products/technologies during a 20

year span including developing healthcare economic propositions with

reimbursement regulatory bodies such as CMS & third party insurance

payors.

PROFESSIONAL EXPERIENCE

One Lambda Inc, Canoga Park, CA 2010 - 2011

. 27 year old privately held family owned business, focused on serological,

flow, molecular and antibody detection transplant diagnostic testing and

instrumentation for surgeons, clinicians, hospitals, research facilities,

academia, and reference labs domestically and international. Worldwide

market leader in Molecular Diagnostic testing markets with 200M in global

sales. Ultimately the family determined to go in a different strategic

path that would lead to a separation

Chief Commercial Officer / Sales, Marketing, Customer Support, PR

Recruited to develop and implement a plan to restructure the commercial

operations organization and expand into ex-US geographic markets.

Additional concurrent assignments added during tenure were Business

Development, Leader of the Instrument Development and Support Teams, and

Senior Executive in charge of Licensing and potential acquisitions.

. Led commercial operations to a consistent sales growth of 19% year over

year.

. Reduced marketing spend by $5M in the first year while at the same time

addressing improved customer service through a reallocation of personnel.

Improved efficiency and focus by elimination of redundant and

overlapping business activities and positions. According to an

independent survey, customer satisfaction improved from a position of # 3

to a rating of #1 in One Lambda Inc. being BEST IN CLASS in customer

service and technical support.

. Developed and executed a Global Business Expansion strategy that included

a combination of strategic licensing deals and organic geographic

expansion.

o Established and opened a European satellite subsidiaries and

improved ex-US market sales from 10% to over 25% year over year

growth.

o Led the implementation plan for prioritizing and establishing in

country legal entity status along with a distributor sales presence

increase from 45 to 60 distribution partners.

. During tenure also led the newly created Business Development Unit

consisting of R&D, Clinical Affairs, Program Management and Scientific

Marketing. In this capacity led the introduction of the first genetic

based test for the prediction of antibody mediated rejection. The test

was successfully launched domestically and internationally where it is in

routine use and is awaiting FDA/CE approval. Sales are increasing 40%

year over year.

. After the signing of a new multi-year contract with our OEM partner,

assigned the additional responsibility to lead the Instrument System

Development and Support teams. Key accomplishments during this period

were:

o Collaboration with the OEM vendor to complete the development of

the company's future major instrument system. Critical decision

making for future company revenues and pipeline of new products.

. Recommended and guided a revision to the companies marketing

specification requirements targeting a broader customer

segment with a significantly larger revenue potential.

. Senior Executive responsible for the first ever 3 year strategic plan

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THROMBOVISION, Houston, TX 2006 - 2010

An early stage 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

Global Vice President/GM Sales and Marketing

Reporting to the President / CEO as a key executive and member of the

leadership team focused on four main areas -sales and marketing, strategic

planning, voice of the customer product development, and execution and

operations. Recruited into this role with a mission to develop a plan that

would build a commercially viable business that had been in R&D mode for

several years. Key main functions included raising capital, developing a

world-class infrastructure for sales and marketing, create a commercial

product, and obtain FDA approval. The company lost funding of its continued

operations and the technology/IP reverted back to BYU and all assets

liquidated.

Sales and Marketing

. Provide leadership to a team of 25 direct reports; of which 10 were

DSS's, 2 TSS's, marketing manager, 2 customer support reps, 1 technical

rep, and 2 telesales associates

. Manage a commercial budget of $1.2 million with P&L responsibility for $7

million in pre-market sales revenue

. Developed sales and expense budgets and established revenue goals

. Developed and executed marketing plans and strategies to penetrate

domestic and global markets, including Latin America, Europe and Asia.

. Established successful marketing strategies, pricing strategies, created

advertising and handled public relations.

. Negotiated agreements and oversaw activities of distributorships.

. Analyzed and forecasted sales to maximize marketing resources.

. Interface with all stakeholders including Board of Directors to develop

and communicate organizational strategies, develop operational

efficiencies, and create proposals to increase technical efficiency and

propel profits.

INNOVA-TEK CORP., Fort Worth, TX 2004 - 2006

A late stage privately owned pharmaceutical and diagnostic start-up company

marketing generic oral and injectible formulations and innovative point of

care diagnostic platform technologies used to monitor patients for

cholesterol, diabetes, congestive heart failure, hyper/hypo thyroidism,

infectious disease, and others. Company owner decided to sell the company

to an international competitor and all operations domestically were

eliminated.

Vice President and General Manager

Recruited to this position by the CEO of the company to develop and

implement a plan to restructure the commercial operations organization and

expand into ex-US geographic markets. Responsible for directing both

domestic and international sales and marketing operations for the company.

Full P&L responsibility for Pharmaceutical and Diagnostic Business Units

consisting of two companies totaling 26 direct employees, 51 independent

sales agents, and an annual turnover of $12M.

. Restructured and reorganized the sales, marketing, and customer service

organizations resulting in a 3X increase in sales revenue run rate.

. Reorganized Worldwide Commercial Operations and recruited key senior

sales and marketing talent to address improvements needed in sales

pipeline. Allowing the company to successfully establish two new

partnerships with the OEM partners resulting in $8M in incremental

annualized revenues.

. Identified strategic partners and alliances aimed at increasing top line

by 12% over the period

. Developed and implemented initiatives to drive working capital

improvements providing favorability to operating income. Resulting in a

15% improvement to net income after the first year.

. Placed 250+ instruments during the first year and over 9,000 test kits

. Assisted the President in negotiations for a merger acquisition.

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IGEN INTERNATIONAL, Gaithersburg, MD 2003 - 2004

A leader in a proprietary chemiluminescent technology used in EIA platforms

in both clinical diagnostic as well as life science markets with a total

size of over $8B.

Director or Corporate Development, Diagnostic& Life Science Operations

The company was involved in a law suit with its strategic partner and the

largest diagnostic company in the world, Roche Diagnostics, and my key

mission was to develop a strategic development plan that would allow the

company to take the business back and sell direct. Roche had invested

hundreds of millions in the company's technology and over a billion dollars

of revenues were at stake.

. Developed and executed plan to serve as a lever to encourage a settlement

- ultimately it was successful as Roche paid more than $1.5B to IGEN for

a fully paid up and perpetual worldwide exclusive license. However, in

the end Roche decided to buy IGEN and retain complete and total licensing

rights without having to compete with IGEN and constructively separated

with all employees.

Corporate Development

. Helped train and launch 2 new instrument platforms

. Helped train and launch 6 new biomarkers

. Instituted and trained both the domestic and international teams on a

standardized sales model

. Improved the close ratio from 20% up to 38%

. Developed a center for excellence for sales reps to bring in customers

. Worked with R&D, customers, and the sales team to establish "voice of the

customer" for next generation products

IDEXX LABS Clinical Diagnostic Division, Westbrook, ME 2002 - 2003

A leader in Immunology, Chemistry, Hematology, Coagulation tests and assay

controls with annual revenues of 500M. New president was hired and decided

to move in a different strategic direction.

National Sales Manager/Training Manager

Full P&L responsibility for Companion Animal Diagnostic Business Unit

consisting of two functions totaling 100+ employees and an annual turnover

of $125M.

. Developed and implemented a four year strategic plan.

. Identified strategic partners and alliances aimed at increasing top line

by 20% over the period and operating income by 60%.

. Exceeded Revenue, Operating Income, and Cash Flow targets for the

Division.

. Developed and implemented initiatives to drive working capital

improvements providing favorability to operating income. Resulting in a

21% improvement to net income after the first year.

. Reorganized Worldwide Commercial Operations and recruited key senior

sales and marketing talent to address improvements needed in sales

pipeline. Allowing the company to successfully establish two new

partnerships with the industry leading companies resulting in $50M in

incremental annualized revenues.

ABBOTT LABORATORIES, DIAGNOSTICS DIVISION, Abbott Park, IL 1991 - 2002

A multi-billion dollar diagnostic company

Worldwide Sales Training Manager - Point of Care, Chemistry, Hematology,

Immunoassay 1998 - 2002

Charged with full responsibility for the domestic and international

training of commercial account managers, executives, and specialists of the

$3B Diagnostic Business Unit including a recent Abbott acquisition,

formerly known as I-STAT.

. Planned and executed the strategic and tactical direction, including

sales, service, technical support, and leadership development to affect

improved effectiveness, cost reductions and support improvements.

. Developed 5 year "Strategic Organizational Inventory Assessment" for the

division which became the business Unit blueprint on new hires, sales

model/execution tactics, promotional guidelines, managerial and

leadership excellence, and dismissal of non performers.

. Increased sales per territory from $3M to $5M in three years and

worldwide market share position from number five to number three.

o Developed and executed a developmental plan to tap "emerging world"

opportunities in Eastern Europe, Middle East and Asia.

o Executed collaborative programs with distribution partnerships in

the US and in over 30 countries internationally.

o Saved division $2M in the first year through training cost

reductions.

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Operations Management and Training

. Managed the development of distribution, manufacturing, warehouse and

customer service strategies to support domestic and global sales

initiatives.

. Trained and managed sales, management and operations personnel company-

wide.

. Developed innovative sales incentive compensation programs to maximize

performance of internal and external sales/marketing teams.

Senior Executive, National Accounts Group, Dallas, TX 1996 - 1998

Diagnostic Systems Specialist, Dallas, TX 1993 - 1996

Account Executive, Dallas, TX 1991 - 1993

EDUCATION

MBA, Management - Oklahoma City University, Oklahoma City, OK

B.S., Business Administration - Oklahoma State University, Stillwater, OK

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