Sales Representative

SCOTT A. CASSIDY

** ********* *****, ********, *** Jersey 07405 973-***-****

********@*********.***

BS\MS in CHEMISTRY, JD in LAW

http://www.linkedin.com/pub/scott-

cassidy/12/455/b37

SALES OPERATIONS LEADER

Providing customer concentric services to accelerate sales growth and

increase corporate product market share positions

Creative Team Solution Leader, Tactful initiatives developer: Transforms

customer challenges into revenue opportunities, increased operational

efficiencies and higher shareholder equity while operating in fast paced

competitive environments.

Comprehensive and rapid career advancement within a highly competitive

technical scientific instrument industry encompassing consistent

overachievement of growth challenges assigned by the Corporation,

development of long term customer collaborative relationships, driving cost

reductions and implementation of improvements for operational efficiencies.

Reputation for creatively removing competitive, financial, operational and

technological limitations to customer opportunities resulting in increased

profits and market growth routinely in excess of 20% of targets assigned.

Ability to nurture excellent collaborative relationships with senior

executives, management teams, employees and customers.

PROFESSIONAL EXPERIENCE

INDEPENDENT TECHNICAL CONSULTANT March

2010 -present

Creative Solutions Challenge: Increase revenue of Sales Team by 25% by

developing a new process to rapidly qualify sales prospects - ongoing

project with AB\SCIEX

Strategically plan the staffing of a functional sales lead qualification

group and develop infrastructure considerations for deployment, cost of

operations modeling, and identification of reporting systems for efficient

movement of qualified information to its' intended targets.

. Strategic Planning: In less than one month researched, located and

aligned highly technical initial Team of three resources to pilot

program and work collaboratively towards long term logistical

development of the operation

. Operational Efficiencies: Increased accuracy of leads to convert to

sales by 75% by creating reporting templates and rotational scripts to

address different customer segments to fast track review of true

potential of customer opportunities

. Cost Reductions: $1.5M per year projected reduction of sales

operational expenses resulting from use of Technical team verses sales

resources for lead qualification task.

. Objective Fulfillment: Tracking to achieve target of revenue growth by

20% due to quality and succinct elements of leads being generated and

qualified - current ongoing initiative.

AB\SCIEX -- COMPANY SPUN OFF FROM LIFE TECHNOLOGIES February 2010

Senior Manger North American Field Applications

Creative Solutions Challenge: Create a new corporate structure for the

Support Division that addressed the business needs of Danaher Corporation

while reducing cost of operations by 20%.

Chartered since October 2009 with senior management responsibility for

strategic support operations planning, customer relationship management,

new product deployment, staff leadership and fiscal planning of operational

costs.

. Structural Building: Harmonized communications with executive and

senior level management Teams accelerating new structure

implementation plan by 2 months with a cost savings of $100K as the

company prepared to be spun off of Life Technologies and became

AB\Sciex.

. Cost Reduction: Reduced operational expenses by 10% through tighter

geographic assignment of resources for customer on-site events

. Customer Relationship Management: Alignment of tenured resources as

assigned assets for top 15% strategic customer accounts resulting in a

10% increase in customer satisfaction ratings.

. Penetration and Expansion of Customer Base: Aligned resources with

specific application expertise to enhance placement of new platforms

sold into Pharmaceutical customer environments by 20% resulting in

$7.0M in sales upon launch of new products.

LIFE TECHNOLOGIES

September 2008 to January 2010

Senior Manger North American Field Applications

Creative Solutions Challenge: As company changed ownership, increase

customer satisfaction and loyalty, hire and then stabilize talent

retention, cost manage overhead of operations, increase growth in support

revenue by a minimum of 30% while supporting $600M Sales Organization.

Recruited six headcount to expand operation and increase assistance to

marketing and product development to transform competitive customers into

loyal Life Technology partners. Consistently introduced new, innovative

support programs and promotional campaigns that resulted in product

differentiation and stronger competitive positioning of products by the

sales force.

. New Product Development: Inserted resources into early product

development accelerating new product and application launch dates by

10% resulting in sales revenue growth of +$3M upon release.

Communication of competitive product intelligence key to success of

company offerings.

. Customer Relationship Management: Created alignment of resource team

along application focus of pharmaceutical, food & beverage,

proteomics, environmental and forensic toxicology to collaborate more

closely with strategic customers like the CDC for their Bioterrorism

project netting $9.2M in sales revenue growth, the USFDA supporting a

$2.7M sale, Bristol Meyers Squibb supporting a multimillion dollar

corporate contract and a national consortium for lipid research

resulting in an $8.0M sale.

. Corporate Branding: Synergistically designed, created and implemented

with marketing North American campaigns that drove sales revenue

growth of $40.0M+ annually and created an increase of market

penetration as represented by independent industry surveying groups.

. Resource Expansion & Satisfaction: Increased staffing by 40% to

accommodate sales growth initiatives including the demoing of products

and presale customer encounters in order to develop domain skills and

resource satisfaction while growing sales revenue by targeted 20%

assigned by the Corporation.

APPLIED BIOSYSTEMS

July 1998 to September 2008

Senior Manger North American Field Applications

Creative Solutions Challenge: Design and structure a new Field Support

Division for $600M North American sales group. P&L Management: $5M.

Recruited by VP of Sales and Support to create, execute and manage a

comprehensive, field based support organization for a $600M large capital

goods sales operation. Constructed a 150 man year highly technical

resource team to execute sales strategic account growth initiatives, drive

new product development and accelerate marketing initiatives to enhance

market share of products.

. Leading Change: Hand picked by President of company to create, design

and implement from the ground up field support of MS platforms for the

$500M North American Sales organization.

. Executing Change and Revenue Protection: Designed, assembled and

managed a large field based technical resource Team executing over 600

customer on-site programs in the first 9 months of the operational

launch while offsetting operational costs by $2.3M through newly

created customer purchase of services programs.

. Driving Growth: Supported sales planning and executed strategic

customer development programs resulting in sales revenue increase of

27% in first year of operation; typically 16-20% growth year to year

thereafter.

PERSEPTIVE BIOSYSTEMS

July 1996 to July 1998

Senior Sales Representative

Creative Solutions Challenge: Increase sales revenue of startup biotech

scientific instrument company by 25% in pharmaceutical and biotechnology

companies in NJ, NY and Pennsylvania.

Positioned to drive sales growth in the Pharmaceutical and Biotech markets

in this geography where corporate market share was minimal. Strategic

planning, creative account specific marketing and aggressive competitive

positioning contributed to the success in sales.

.

. Driving Growth: Tenaciously developed, implemented and supported

sales campaigns resulting in consistent revenue growth ranging from

$1.3M - $1.0M over goal annually easily exceeding the 25% growth

target assigned.

. Customer Relationship Management: Acquired (3) signed BTB purchasing

agreements with Schering Plough, BMS and Merck through the formation

of long term Purchasing Agent and Strategic customer relationships in

the accounts.

. Corporate Branding Surgically arranged for Senior Corporate Management

to interact with high level counterparts in customer sites to create

Corporate-to-Corporate communications at high levels

. Driving Growth: Achieved $200K in yearly incremental sales in

strategic accounts through use of a created Team approach to account

development encompassing service and support services in the sales

process.

OTHER PROFESSIONAL EXPERIEINCES

. WATERS CORPORATION, Senior Sales Representative

. NOVARTIS; Research Scientist

. US DEPT. OF ENERGY; Alternate energy systems researcher and designer

EDUCATION

. BS in Chemistry, Montclair State University

. MS in Chemistry, Montclair State University

. JD in Law, Seton Hall Law School

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