Sales Representative

Business Development/ Marketing/ Technical Sales Representative

CORE COMPETENCIES

Experienced, highly technical, results-driven, very ambitious and hard-

working sales person with strong background in biology, chemistry, and

business who has solid personal contacts in molecular biology industry.

Highly effective in entrepreneurial, cross-functional, fast-paced

environments.

. Sales-Over 10 years of experience selling both commodity (polymers)

and specialty (molecular biology) products including capital equipment

in chemical and life science industries. Accomplished at developing

new territories.

. Marketing-Understand the differences in selling and marketing capital

equipment vs. reagents, commodities vs. specialties. Developed and

implemented marketing strategy to position new products into

marketplace. Comfortable giving presentations to diverse groups of

people.

. Software training- Train new customers on software and applications.

Install and troubleshoot equipment.

. Molecular Biology- In-depth understanding of lab work-flow. Extensive

understanding of PCR, Chemiluminescence, Fluorescence, Radioisotopes,

Invivo imaging, Liquid handling, Spinning disk technology, CCD

imaging, Electrophysiology.

EXPERIENCE

Biotech Vendor Services- Atlanta, GA

11/09-present

BVS is an event management company in the life science research area. This

is a part-time, flexible, commission-based position that allows me to stay

in the Life Science Industry while I am looking for a permanent position.

Territory Director -Develop the business for the Southeast region.

Organize, market, advertise, and run trade shows for the life science

suppliers. Successful execution relies heavily on relationship marketing to

retain established vendors. Assess marketing strategy. Create advertising

materials. Evaluate net profit/loss.

Fujifilm Life Science- Atlanta, GA

6/08-10/09

Fujifilm Life Science is a division of Fujfilm Medical, a 25 billion dollar

company, that manufactures and sells diagnostic equipment and information

products to the hospital, clinical, and research markets. Fuji closed its

Life Science unit in 10/09.

Regional Account Manager - Marketed and sold digital imaging equipment. Key

product lines included CCD imagers, phosphorimagers, and highly sensitive

laser scanners specifically made to image tritium. Developed lectures and

organized trade events with complimentary vendors to educate prospective

buyers on the technical benefits and financial risk management involved in

our product line. Key responsibilities included finding leads and

developing the business in the southeast territory, installing hardware and

software, performing startup and continuing training, providing technical

support and assisting with ongoing supplies. Relied heavily on relationship

marketing to obtain new business.

. Despite long lead cycle, started closing on new business in 3 months.

Brought territory to plan within four quarters.

. Grew territory from $30K/quarter to $250K/quarter.

. Prices ranged from $45K to $95K apiece.

Alpha Innotech, Atlanta, GA

3/05-2/07

Alpha Innotech is a seller of CCD Imagers and gel documentation systems for the

life science markets.

Fuji and Alpha are competitors. Alpha has recently been purchased by Cell

Biosciences.

Technical Sales Representative-Maintained and grew a 600K territory

spanning 5 states. Cold called on prospective customers. Provided

demonstrations and training on gel imaging software using CCD cameras.

Ranked #1 in sales in 1st quarter, 2006.

Eppendorf, Inc., Nashville, TN

9/03-3/05

Eppendorf USA is subsidiary of Eppendorf AG, a 70 million dollar company, that

manufactures and sells the highest quality laboratory instruments, consumables,

and reagents for the life science industry.

BioSystems Sales Rep-Developed new 1.7M$ territory in Tennessee. Sold lab

equipment, consumables, and molecular biology reagents to academic,

clinical, and industrial accounts, directly and through distributor

channels. Presented products at vendor shows. Key products included:

thermocyclers, centrifuges, spectrophotometers, plasmid prep kits, taq

polymerase, pipettes and tips.

. Awarded with special reward in April of 2004 for achieving the

greatest percentage growth in pipette tips.

. Received award in November for achieving the highest YTD and MTD of

Fastplasmid sales.

. Achieved 187% of quota in May, 161% in June, resulting in 107% at the

end of the fiscal year.

. Stack ranked in top 10% of reps.

Emory Medical School, Dept. of Neurology- Atlanta, GA

6/01-9/03

Emory University is an internationally acclaimed university and health care

system.

Lead Research Supervisor- Performed functional skills assessments on

Parkinsonian patients enrolled in a pallidotomy or deep brain stimulation

clinical trial. Assured compliance with NIH protocol. Analyzed and entered

data. Performed electrophysiology studies on Parkinsonian monkeys with the

objective of determining the chemical pathway. Assisted in surgical

placement of Medtronic's electrode chambers in monkeys. Performed

behavioral assessments on human and non-human primates. Assisted in

raising funds and marketing the DBS program.

Georgia State University- Atlanta, GA

1998-2001

This position was held concurrently with Master's program, providing a

tuition waiver.

Lab instructor- Taught general biology lab to college students.

. Trained new lab instructors.

. Nominated for Excellence in Teaching Award.

. Commended by several students for presenting complex topics in an easy-to-

understand, interesting, fun manner.

BASF Corporation, Polymers Division - Atlanta, GA

1990-1998

BASF is the largest global raw material manufacturer of chemicals. Sales of 63

billion per annum.

Sales Representative-Sold urethane systems and raw materials to over 100

industrial accounts spanning seven states in the Southeast territory. Was

responsible for over $42M in sales. Worked closely with upper management

to interpret changing market conditions.

Territory sales volume was the highest of any other region in U.S.

Surpassed sales quota 5 out of 6 years, despite covering the largest

territory in the US.

Over 6-year span, increased sales by 13% in commodities and 10% in

specialties. The increase in the commodity market was accomplished by

taking away volume from competitors.

Expanded existing account volume by 8M lbs.

Recognized by company for successfully trouble-shooting customer site

problems. Selected to present "Think Like a Customer" initiative at a

division meeting with over 400 participants.

Rewarded with Director's Award for obtaining new business.

Recognized for sales record by being awarded a substantial increase in

territory.

EDUCATION

Master of Science, Biology, All but thesis, GPA 3.7, 48 of 40 credits

completed, Georgia State University, 2001

Executive Master of Business Administration, GPA 3.7, Kennesaw State

University, 1996

Bachelor of Science, Chemistry, Trinity College, Hartford, CT, 1988

Available to travel/fluent in native Italian/willing to relocate.

Contact this candidate