Barry Giordano

**** ***** *****

Charlottesville, VA 22911

Google Voice: 202-***-**** iPhone: 434-***-****

Email: abhhld@r.postjobfree.com

EXECUTIVE SUMMARY

15+ years of experience in partnering with thought-leaders in the

pharmaceutical, biotechnology, academic, government sectors;

managing/mentoring/motivating field technical sales and support personnel

(direct, indirect, distributors) for Fortune 100 companies selling capital

equipment, enterprise wide software tools (e-Learning, LIMS, data

acquisition) and consulting services. Extensive knowledge of

Salesforce.com, the ability to managing strategic and major accounts and a

proven track record of success.

Professional Accomplishments

May. 2009 HEL, Inc.

To Present Regional Sales Manager, Southeast Region

HEL, Inc., a UK developer of automated high throughput organic synthesis

systems and data management software to increase the efficiency of R&D

medicinal and process chemists in large pharma, chemical and specialty

chemical companies

. Hired to motivate the existing salespeople and help them take a more

efficient approach in their selling efforts

(prospecting/qualifying/overcoming objections/closing) and building

relationships with decision-makers in their respective territories. The

goal was to increase revenues/salesperson

. Responsible for developing new accounts in the Southeast Region (GSK, BI,

Scynexis, Eastman Chemical, Sud-Chemie)

. Forecasting, opportunity analysis reporting and expense control

. Trade show logistics, supply market and user feedback to the UK group for

product improvements.

. Company is moving to a distribution model and away from selling direct in

the US

June. 2007 Syrris, Inc.

to Nov. 2008 US Business Development Manager

Syrris, Inc., a developer of automated organic synthesis and sample

preparation systems for R&D medicinal and process chemists, software for

data logging and analysis.

. Closed $250K in orders at 7 new companies in the first 5 months in the

assigned sales territory

. Implemented salesforce.com in first 90 days; increasing face time with

clients by 10%.

. Identified C-level executives at key accounts that helped facilitate on-

site technical presentations/on-site demos for their R&D groups.

. Promoted from Regional Manager to US Business Development Manager after 6

months

. 100% customer satisfaction resulting from improved training and mentoring

of technical support

. Grew prospect database from 1,600 to over 3,000 in the first 12 months

. Company transitioned to distribution model

April. 2002 Lighthouse Instruments, LLC

to June, 2007 VP, Business Development

Lighthouse Instruments, LLC, developers and manufacturers of non-

destructive pharmaceutical package inspection utilizing laser spectroscopy.

Investments through NIST grants and private funding.

. Identified market need for 100% inspection of final pharmaceutical

products

. Promote research systems used by R&D medicinal and formulation chemists

to help determine stability of formulation, moisture and oxygen content

determination.

. Increased sales of the research platforms by 100% in the first 12 months

of operation

(50 units)

. Developed & implemented the analytical testing services for

pharma/biotech clients

. Early Access program generated $1M to fund development and

commercialization

. Sold 4 100% inspection systems in the first year of commercialization

increasing sales from $40K to $1M

. Negotiated sole-supplier agreement for vial handling for our $600K fully

automated system

. Expanded sales to Europe and Japan resulting in a 50% increase in

revenues in 18 months

. Developed the sales/marketing program, and branding strategy

. Sold interest in company to pursue other opportunities

Jan. 2000 Gene Ed, Inc.

to April 2002 VP, Sales and Marketing

GeneEd, Inc., a startup distance learning company. One of the 3 founders.

Focus on drug discovery, high throughput screening molecular biology,

genomics and bioinformatics

. Obtained corporate funding of $3M+ from first Pharma customers

. Achieved revenue growth of 200% from inception of company

. Formulated the sales and marketing strategy for life science e-learning

. Interacted with C-level executives in large pharma to get buy-in for

continuing education for their R&D medicinal chemists and biochemists

. Identified the early adopters in our core markets; large pharma, biotech

and tool providers

. Established key multinational distribution agreements

. Sold interest in the company to move back East for serious family health

issues

October 1996 LJL BioSystems, Inc.

to Jan. 2000 Senior Director of Sales

LJL BioSystems, Inc., originally a custom design/development/ manufacturing

house, re-organized to become a premier scientific instrument company by

creating a multi-mode plate reader and labeled reagents used to accelerate

the drug discovery efforts in large pharmaceutical companies. Company

later sold to Molecular Devices.

Raised $1M+ to fund development of new HTS platform (5-mode, 96/384/1536

plate reader) for pharma drug discovery to accelerate the identification of

NCE's

Responsible for the conversion of these "early adopter" pharma beta sites

into customers. (BMS, Pfizer, Genentech)

Grew revenues from $0 to >$20M in 24 months, through instrument and

consumable sales

Primary customers were medicinal chemists, HTS automation specialists, and

R&D Directors

Implemented a direct technical sales organization (5 direct salespeople, 4

support specialists)

Identified, trained and supported distributor in Japan

Implementation of a direct sales and support organization in Europe,

increased revenues by 40% in first 12 months

August 1993 Tripos, Inc.

to October 1996 US Sales Manager, Accelerated Discovery Outsource Services

Tripos, Inc., a software solutions provider that enables the pharma drug

discovery chemists and scientists to increase the efficiency of small

molecule discovery and screening for leads (hits to leads)

Responsible for a $1.6 million dollar collaboration with Bristol-Myers

Squibb for outsource drug discovery services

Negotiated FTE Agreements and Fee for Service contracts with major pharma

and biotechs for follow-on outsource services

Exceeded revenue targets by 150%, while maintaining expense goals.

Established office in No. CA, increasing revenues 100% in first 12 months

Recruited 3 technical specialists and sales engineers for the CA and MA

territories.

Promoted to Sr. Sales Manager of Accelerated Discovery Outsource Services

AdditionAL Work History

Analytical Automation Specialists (LIMS software)

US Sales Manager

Nelson Analytical, Inc (First Oracle-based LIMS provider)

US Sales Manager

Hewlett-Packard -Analytical Instrument Division

Sr. Sales Engineer

Mettler Instruments

Sr. Product Marketing Manager

Perkin-Elmer Corporation

Sales Engineer

EDUCATION

Defiance College - BS Chemistry (Organic and Analytical Chemistry)

Continuing education courses including:

combinatorial chemistry, GC/MS applications, HTS, computational chemistry,

molecular biology, PCR, high throughput sequencing, microarrays, Managing

Management Time, Meridian Leadership, SPIN Selling, Xerox Sales Training,

nanotechnology, microfluidics, process chemistry and Process Analytical

Technologies

ASSOCIATIONS

American Chemical Society

Parenteral Drug Association

International Society of Pharmaceutical Engineers

SBS

LRIG

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