Sales Marketing

Alan Jernigan

C-Level Global Business Executive

CEO . President .GM . VP Sales & Marketing

Medical Devices ... Diagnostics ... Biotech ... Life Sciences

**** ***** ****** ***** . ******, TX 77578

H: 940-***-**** . C: 940-***-****

Email: abmbp9@r.postjobfree.com

Executive Profile

. Intuitive and entrepreneurial leader offering a unique blend of savvy

business expertise leading strategic and tactical sales, marketing, and

business development initiatives for start-ups and high-growth companies

within unique and extremely challenging situations.

. Ability to take R&D products all the way through to successful

commercialization

. Keen negotiator - strategically grow a company, bringing momentum,

organizational alignment, and execution that propels significant growth,

profit, and performance.

. Understand multiple business dimensions. Able to step into diverse

situations serving as a bridge builder between cross-functional

disciplines driving growth and revenue at the district, regional, and

corporate level for both start-ups and established fast-paced

organizations.

. Skillful communicator; capable of resolving multiple and complex issues.

Motivate teams to peak performance levels.

. Industry strengths in Sales, Marketing, Operations, Fund Raising,

Customer Interfacing, BOD interfacing, Business Development.

Strategy Development & Execution

Capital Fundraising

Early Stage Development

Finance, Budgeting, & Cost Management

Sales & General Management

P&L Sales and Revenue Growth

Building Infrastructures

Identifying New Market Opportunities

New Product Development & Launch

Strategic Alliances & Partnerships

Talent Management & Performance Improvement

Public Relations & Media Affairs

Contract Negotiations

Advertising, Programs, & Campaigns

Government Regulation

Sales Compensation Plans

Provide solutions to an organization's bottom-line needs. Increase profits

by increasing income, fiscally

managing costs, building customer relationships, increasing company

visibility, enhancing productivity

and efficiency of personnel and by inspiring, motivating and developing

top talent.

Education

Master of Business Administration . Oklahoma City School of Business,

Oklahoma City, Oklahoma . 1992

Bachelor of Business Management . Oklahoma State University, Stillwater,

Oklahoma . 1989

Performance Scorecard

. As GM/VP Worldwide Sales & Marketing, raised $15+ million in capital for

ThromboVision Inc. and Innova-Tek Corp to support launch of start-ups.

Offered compelling story at investor road shows; demonstrated strategy

and plan to bring product from a research proposal to a viable commercial

product, despite tough economic times.

. In sales management at Abbott Diagnostics and Idexx Labs, earned

recognition for successful launches of new and innovative products within

a competitive landscape and various market segments. Achieved $200+

million in revenue domestically and $100 million internationally.

Designed creative plans and programs that drove adoption; incentivized

direct and distribution sales teams; and created value to customers by

providing solutions.

. Tackled challenge building two start-up companies, ThromboVision Inc. and

Innova-Tek Corp, when others said it couldn't be done. Developed

companies from the ground up. Managed, hired, established, and oversaw

all functions including finance, sales, marketing, engineering,

regulatory, and manufacturing. Built infrastructure by hiring quality

individuals who brought an entrepreneurial spirit, experience, and

leadership skills to the table.

. Strategically and tactically put together and executed business,

marketing, sales, and equity plans to achieve goals and objectives both

financially and with regard to market penetration for ThromboVision,

Abbott Diagnostics, Idexx Labs, and Innova-Tek Corp. Reached targeted

project goals and objectives in delivery of positive results.

Alan Jernigan H: 940-***-**** . C: 940-***-**** . Email:

abmbp9@r.postjobfree.com

Career Synopsis

THROMBOVISION INC.; Houston, Texas . 2006 - Present

Early-stage start-up providing cost-effective and versatile general

surgery, cardiovascular, primary care point-of-care in-vitro diagnostic

products (instruments & consumables).

Global GM/Vice President Sales & Marketing

Reporting to the President / CEO, recruited to develop a world-class

infrastructure for sales and marketing; raise money; create a commercial

product, and obtain FDA approval. Manage strategic management and

operational oversight of company's global business development, providing

streamlined operations, cost containment, and achievement of profitability.

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 budget of $1.2 million with P&L

responsibility for $7 million. Develop sales and expense budgets and

establish revenue goals. Interface with all stakeholders to develop and

communicate organizational strategies, develop operational efficiencies,

and create proposals to increase technical efficiency and propel profits.

Establish marketing strategies, pricing strategies, create advertising and

handle public relations.

. Drove marketing strategy and sales through collaboration with direct

sales teams and distribution channel partners.

. Call points included pharma companies, academia research centers,

teaching hospitals, biotech firms, hospitals, and clinics

. Developed marketing collateral and educational materials for sales,

clinicians, and consumers / patients.

. Guided product from research stage to 510K approval and

commercialization. Fostered relationships with engineering, regulatory,

manufacturing and quality control functions. Gained in-depth experience

working with CMS and third party reimbursement, billing, coding, and fee

schedules.

. Responsible for all functions including operations, regulatory,

engineering, manufacturing, IT, HR, sales and marketing, Field Service,

and finance.

. Responsible for inside sales team of 5 individuals; Hired, trained, and

coaching; put processes in place, scripts, sales skills. Team is

responsible for upselling activities as well as cold calls leading to

closing of the sale. Put in place compensation plan, metrics, and

Saleslogix CRM tracking and reporting system. Created various programs

which rewarded and motivated the inside sales team and delivered top line

and bottom line results.

. Hired, trained, coached, and developed direct sales, marketing, customer

support teams

. Worked directly with and negotiated contracts with various distribution

partners

. Responsible for managing/developing/coaching managers, directors, sales,

marketing, distributor, and support staff

. Managed the process/contracts of securing contracts with IDN, GPO's and

various national accounts

. Upstream & down stream marketing---Product development, focus groups,

market research, KOL's, collateral, programs, social media, strategic

planning/budgeting, reimbursement, pricing, etc.

. Responsible for complete product development and commercialization.

Taking input from the market and implementing them in a cost effective

manner with R&D, manufacturing, regulatory, engineering, sales, and

marketing

INNOVA-TEK CORP., Ft. Worth, Texas . 2004 - 2006

Early-stage startup offering generic pharmaceutical drugs and diagnostic

products instruments & consumables)

GM/Vice President International Sales & Marketing (2004 - 2006)

Reporting to the President / CEO, tapped to provide leadership to Innova-

Tek's international arm directing 76 professionals including 9 country

managers; 27 business managers, and 25 agents. Managed a $3 million budget

with responsibility for $8 million P&L. Selected based on expertise

developing top-performing talent, creating plans and diverse experience in

the human and veterinary medical device/drug sector to build the

infrastructure, establish sales and marketing strategies, select agents in

foreign countries, and build relationships with third world ministries of

health, relief organizations and distribution channel partners. Negotiated

and secured contracts to provide products. Led market strategy development,

advertising and PR initiatives; created marketing collateral. Groomed

company for sale in 2006 for $15 million.

. Directed the international sales team that drove $8 million in annual

revenue in 2006.

. Initiated a new joint venture sales structure with various Australian,

African, Asian and South American distribution partners in tandem with

existing sales channels.

. Managed all aspects of a new product valued at $3.5 million including

product line management, new product introduction, and pricing

strategies. Product lines included generic antibiotics, anti-malaria

medications, diagnostic tests kits, and instruments for various marke

segments including but not limited to Optometrits,

Opthamologists,Pediatricians, Pediatric Intensive Care Units, Womens'

Health, Cancer, Infectious Disease, GI, Cardiology, and Diabetes

. Call points included academia, research centers, pharma/biotech

companies, surgeons, physicians, hospitals, reference labs, clinics,

institutions, and government agencies

. Responsible for all functions including operations, regulatory,

engineering, manufacturing, IT, HR, sales and marketing, field

service,and finance.

. Responsible for inside telesales team consisting of 12 individuals. Put

processes in place, established goals and objectives. Trained, hired,

fired, and mentored team. Established metrics and procedures. Call

scripts, objection handling, sales skills that enabled the team to close

business over the phone in 1-3 calls. Created sales programs which were

motivating, created a healthy competitive environment and delivered on

revenue objectives.

. Hire, trained, coached, and devleped direct sales, marketing, and

customer support teams

. Signed on various distributors to represent the products in various

countries

. Call points included hospitals, clinics, relief organizations, and

reference labs

. Responsible for managing and developing managers, sales, marketing, and

operations staff

. Upstream & down stream marketing---Product development, focus groups,

market research, KOL's, collateral, programs, social media, strategic

planning/budgeting, reimbursement, pricing, etc.

. Responsible for bring products from the R&D stage to commercialization.

These products included both rapid tests and point of care instruments

GM/Vice President Domestic Sales & Marketing - Medical Device Division;

diagnostic/surgical Instruments/Consumables (2005 - 2006)

Holding both roles, built the domestic sales division from zero to $2.8

million within a year. Created complete sales, marketing, and customer

support infrastructure. Evaluated market and products to determine

viability for growth and developed growth plan for $ 20 million. Negotiated

contracts with various OEMs to successfully bring to market viable new

cutting-edge technologies and products in skin lesion removal and in-vitro

rapid point-of-care tests and devices. Provided leadership to cross-

functional teams comprised of regional managers, sales reps, and support

staff. Partnered with national third party insurance carriers and CMS

reimbursement for aesthetic and diagnostic procedures. Developed knowledge

in device and market segments including Pediatrics, Urology,diabetes and

cardiovascular disease, endocrinology, hematology, and HIV focused on

physician office market, hospital, and reference lab and retail clinics.

Built relationships to drive marketing strategies with direct sales teams,

regional distribution, and channel partners. Created consumer awareness

programs, advertising, marketing and sales strategies, marketing

collateral, PR campaigns. Drove market penetration and sales targeting

Optometrists, Opthamologists,Urologists,GI physicians, dermatologists,

podiatrists, medispas, plastic and cosmetic surgeons, primary care

physicians, hospitals, infectious disease clinics, ObGyn's, internists,

cardiologists, and veterinarians for the placement of instrumentation and

diagnostic test kits. Placed 250+ instruments during the first year and

over 5,000 test kits.

. Developed sales training program to ensure top-notch sales process and

execution of goals.

. Created compensation programs to reward and recognize top performers.

. Instituted policies, procedures, guidelines to hold people accountable to

the business goals and objectives.

. Led negotiations to secure national contracts with Premier, Novation, and

other GPO's/IDN's.

. Responsible for all functions including operations, regulatory,

engineering, manufacturing, IT, HR, sales and marketing, and finance.

. Upstream & down stream marketing---Product development, focus groups,

market research, KOL's, collateral, programs, social media, etc.

IDEXX LABS, Portland, Maine . 2002 - 2004

Veterinary diagnostic instruments,consumables, and pharmaceutical products.

National Sales Manager

Managed and mentored a 100-person sales team to sell veterinary diagnostic

capital equipment, diagnostic tests and pharmaceuticals with 14 direct

reports consisting of 8 regional managers, 3 marketing managers, 1 customer

support m anager, 1 technical support manager, and a distribution channel

manager. Developed a world class sales organization through structure and

state-of-the-art training and the development programs; implemented

advancement opportunities for field sales professionals. Collaborated with

over 65 different distribution partners to grow their bottom line.

. Launched over 12 new products to market with both direct and distribution

sales teams.

. Established pricing policies, goals, compensation plans, marketing

programs, CRM, and other initiatives to effectively execute on plan.

. Increased sales 35% from $425 million to $575 million in 2 years; slashed

costs by 25%.

. Executed on the most successful product launch of Idexx's history with

the introduction of the first bench top 5-part laser hematology system to

veterinarians.

. Improved distribution partner relationships and satisfaction by reducing

the number of distribution partners

. Responsible for Training functions for both sales, marketing, customer

service and field service

. Responsible for leading, hiring, and integrating field service and sales

teams to include inside-sales group

. Built a strong inside sales team (35 people) that worked cohesively and

in synergy with the outside sales team by funneling leads back and forth.

Inside sales team was responsible for closing business and setting up

instrument demo's for the field sales team. Put in place metrics,

policies, procedures. Trained, hired, and developed team. Put in place

pivitol CRM system for reporting and tracking purposes. Created sales

programs which motivated and delivered on revenue numbers.

. Call points included hospitals, vet offices, universities, pharma

companies, shelters, and zoos

. Responsible for launching 7 new rapid tests and 3 instrument platforms.

Worked closely with R&D, engineering, manufacturing, sales, and marketing

to commercialize these products and have quick market adoption.

ABBOTT LABORATORIES, Chicago, Illinois . 1992 - 2002

Medical diagnostic instruments and consumables company

Sales Training Manager (1998 - 2002)

Reporting to the Vice President of Sales, promoted to establish company-

wide specialist training programs to reduce training time and costs from 9

months to 5 months while saving company $8,000 per new hire. Supervised 8

direct reports and managed a $4 million budget with $300 million P&L

oversight. Implemented goals, strategic plans, training programs, CRM and

other initiatives to assist with executing the company's objectives and

training department's directives.

. Improved the time to first sale for a new hire from 6 months to 60 days.

. Consistently came in under department budget for expenses.

. Developed expertise in distribution and building successful distribution

partnerships and industry savvy in various disease state product launches

from Urology,gastrointestinal disease, infectious disease, diabetes,

cardiac, hematology, Pediatric hemoglobin tests, Pediatric Strep, RSV,

Rotovirus tests, cancer tests, drugs of abuse, chemistry and other point

of care testing applications in addition to PCR molecular diagnostic

testing for tests such as Hepatitis, Chlamydia, Gonorrhea, and HIV.

. Workes directly in training and integrating field service teams with

sales, marketing, and customer service teams

. Developed customer support teams to act as telesales consultants taking

advantage of upselling/educating existing and new customers on new

products or products they were not currently using.

. Worked with and trained distribution partners to maximize market

penetration of various key product lines

. Call points included hospitals, reference labs, clinics, physicians

offices, and universities

. Worked with regional and national Abbott product marketing managers

developing product launch strategies, messaging, communications, speaker

engagements, programs, and materials

Account Manager; Sales Specialist (1992 - 1998)

. Most decorated sales person in Abbott History

. 5 P-Clubs in 6 years

. Sold over $2M in products 5 years in a row

. Sales Specialist of the year 2 years running (1995-1997)

. Brought on over 100 new accounts during the 6 year time period

Professional Development

Professional Sales Training - SPIN . Sandler Sales . Face-Face Selling .

Customer Centric Selling . Solution Oriented Selling . Zig Ziglar

Negotiations . Adva-Med Marketing .Skillpath Leadership . Communicating

Effectively . Coaching & Development

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