Sales Medical Device

DAVID P. LUSTER, MT(ASCP)

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

** ****** *****, ********, ** 02360 ( H: 508-***-**** ( O: 508-***-**** (

C: 508-***-****

PROFILE

Business Development ( Marketing & Sales ( Account Development & Management

Healthcare, Life Science, Medical Sales and Business Development

Professional with experience in mature companies, start-ups, mergers and

acquisitions targeting industries including pharmaceutical, biotech,

medical device manufacturers, medical imaging, as well as academic,

healthcare, research, and institutional markets. Expertise in strategic

planning, new product and services launch, domestic and international

business development, client development and retention.

Consummate team player and architect of client relationships. Ability to

interact at all levels with internal and external teams. Successful at

developing alliances, and partnerships that profitably increase sales and

market penetration. Confident and highly motivated team player with the

drive and initiative to succeed in any challenging environment.

Core Competencies

Business Development Market Research & Analysis Data Management & Imaging

Sales & Marketing

Management Team Building Clinical Trial & IT

Strategic Planning Communication & Solutions

Presentation Partnerships & Alliances

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PROFESSIONAL EXPERIENCE

ABT BIO-PHARMA SOLUTIONS, INC., Lexington, MA

2008 - 2010

Director, Business Development

Responsible for new business development and integrated consulting services

engagements into the Pharmaceutical, Biotechnology, Medical Device, and

Diagnostic industries. Interact with other Practice Areas to create

synergistic opportunities. Practice Areas include Biometrics, Clinical

Research, Commercial Strategy, Data Management, Health Economics & Outcomes

Research, Post-Marketing initiatives and Registries. (Company and assets

recently acquired.)

A new position reporting directly to the president, responsible for direct

prospect and client contact, presentations, proposals, contract

preparations, and contract management. Expand and maintain current client

account development. Develop and maintain strategic vendor and other

strategy and service and lead-generating partners.

. Impact: Clients include ApaTech, Coloplast, Ethicon Endo-Surgery,

Ferring, Genzyme, PTC Therapeutics, Sepracor, Shire HGT. Maintained

liaison with Electronic Data Capture vendor/partner. New prospect

pipeline of $6M+.

MEDNET SOLUTIONS, INC., Minnetonka, MN

2006 - 2008

Regional Sales Manager (Northeast)

Responsible for strategic business development of eClinical data management

and clinical trial management solutions to Pharma, Biotech, Medical Device,

Contract Research Organizations, and Investigator Initiated Studies. Role

requirements include both a "hunter" and a "gatherer" mentality along with

excellent prospecting, closing and account management skills.

. Impact: Achieved fastest major sale in the history of the company.

Clients include Abt Associates Clinical Trials, ICON Lifecycle Sciences

Group, J&J/Ethicon, Ortho-McNeil Janssen, Precision Therapeutics, Inc.

QUALITYMETRIC, INC., Lincoln, RI

2004 - 2006

Senior Director, Business Development

Promoted to newly created business development position with objective of

high level penetration of major healthcare accounts including

Pharmaceutical, Biotech, Medical Device, Health Plans, and Disease

Management organizations. Also responsible for strategic vendor and

industry consultant relations.

Initially served company in an account development consulting capacity

calling on clinical trial decision makers. Strategic role and instrumental

in further launching newly formed consulting division concentrating on

clinical research requirements. Promoted to Senior Director, Sales.

Responsible for managing an inside sales team consisting of five Account

Executives and two Sales Administrators. Core products and services are

scientifically-validated and widely-used health-related quality of life

survey tools for patient-reported outcomes measurement that are utilized

for risk screening, treatment planning and drug efficacy measurement.

Major vertical markets engagements predominantly within Pharmaceutical

(Phase II - Phase IV clinical research including product label claims),

Biotechnology, and Medical Device. Other vertical markets include program

effectiveness and risk management for Health Plans and Disease Management

companies, as well as hospitals studies, clinical practitioners, academic

and scholarly research, and government research organizations.

Responsible for mentoring and managing the sales team to achieve license

revenue and sales goals and maximize profitability. Foster strategic

business relationships, collaborations, and partnerships. Create,

implement, and carry out policy. Develop and implement the Sales Division

Budget. Conduct Performance Reviews and set objectives.

Member of Executive Group - company's strategy, policy, and decision making

body. Member of Business Integration Group - carries out company strategy,

policy, and decisions. Member of Product Solutions Group.

. Impact: My restructure of the Sales Division and implementation of

enhanced workflow processes optimized vertical market coverage and focus

that allowed for more proactive and consultative selling approaches.

This was instrumental in accounting for a 63% increase in sales to

$4,800,000.

DATASPECTRUM, an INC Research company, Raleigh, NC (Company ceased

operations.) 2002 - 2004

Director, Business Development

Prior to company closure, responsible for sales and marketing of clinical

data management, biostatistics and medical writing services and solutions

across all therapeutic areas for Phase I through Phase IV clinical research

for a global Contract Research Organization (CRO). In rainmaker role, led

essential and strategic interaction and planning with principal management,

marketing, proposal, clinical operations, and other clinical and data

management business development groups and teams. One of four directors

responsible for business development Interacted with Clinical Research

Associates. Experience with Oracle Clinical (OC) clinical data management

and OC Remote Data Capture. Familiar with paper, fax-based and patient

diary clinical data capture solutions.

. Impact: Launched new company and associated branding into US and Canada

Data Management, Biostatistics, and Medical Writing CRO markets.

Facilitated more than $1.5M in regional and other territory sales. Built

prospect sales pipeline and new RFP base of more than $2.5M. Maintained

account control and secured reference status with key clients such as

Pfizer and Endo Pharmaceuticals.

CLINSOFT/PHASE FORWARD, INC., Waltham, MA

1999 - 2002

Business Development Manager

Prior to company acquisition, responsible for sales, marketing, and account

management of clinical trial software solutions for data management, safety

and adverse event tracking, and electronic data capture (EDC), targeting

organizations in Pharmaceutical, Biotechnology, Medical Device, Consumer

and Contract Research industries. As Sales Executive for Clinsoft

(formerly Domain Pharma), subsequently acquired by Phase Forward,

responsible for new business development and account management of

strategic clients (e.g., Biogen, Genzyme, Hoffman-La Roche, Parexel,

Sepracor, Serono).

. Impact: Delivered $3.4M in sales in a declining territory achieving

share of number one ranking in profitability. Garnered strategic clients

as well as two internationally esteemed academic medical consortia,

Harvard Clinical Research Institute (HCRI) and NIH/NHLBI - Framingham

Heart Study.

INDEPENDENT BUSINESS DEVELOPMENT & SALES CONSULTING 1995 -

1999

Provided sales and marketing services and strategic consulting for

companies developing software products and services within the medical

industry. Involved in new product launches, new business development,

international business development, and the establishment of strategic

partnerships including:

Summit Instruments - General Electric Medical Systems / Integrated

Imaging Solutions Group: Facilitated Northeast regional launch of

RadWorks Image Distribution and Teleradiology System for a newly

acquired General Electric company, Applicare. Instrumental in software

sales development and marketing of Magnetic Resonance Imaging (MRI)

software. Impact: Generated MRI software sales in excess of $2.5M,

exceeding target by 30%.

Accusoft Corporation: Key consulting and leadership role for custom and

off-the-shelf medical imaging software solutions and applications. Drove

worldwide sales and market integration of leading products and services.

Impact: Increased revenue stream more than 50% to $70K per month. Sold

company's first DICOM standard Communication Software Development

Toolkit and Plug-in while the products were still in Beta testing.

WT Chen & Company Inc: Designed and implemented commercial and

government healthcare marketing and sales functions for newly created

Medical Information Technology Consulting Services. Focused on Workflow

Automation, Internet Commerce, Network Infrastructure, Document Imaging

Management and Electronic Forms solutions. Developed strategic

partner/vendor co-marketing relationships and alliances. Impact: Created

the strategic sales plan and market research that built a $1.5M sales

funnel.

Prior roles included sales and marketing of Hospital, Laboratory, and

Anatomic Pathology Information Systems. Served as Team Leader for

launch of emerging web-based technology and hand-held point-of-care

computing. Capital equipment, ancillary products and supplies to

hospital, clinical and research laboratories throughout New England.

Impact: Exceeded new channel growth targets by 20%. Winner of

company's Top Gun Award. Revitalized a declining territory by

increasing sales profitability more than 40% to more than $1.2M. Upon

merger with Fisher Scientific became first dual sales representative

carrying product lines of both companies.

EDUCATION

Lynn Hospital, MA - Medical Technology Internship MT(ASCP)

MT(ASCP) Medical Technologist - American Society for Clinical Pathology

Massachusetts College of Liberal Arts (formerly North Adams State College)

BS, Medical Technology ( BA, Biology ( Minor in Psychology

Tom Hopkins courses, IBM Account Development Strategy, Various sales and

industry training and webinar courses, trade show tracts and symposia,

Medical Development Group, and Massachusetts Biotech Council seminars.

MEMBER

Drug Information Association (DIA)

International Society for Pharmacoeconomics and Outcomes Research (ISPOR)

Medical Development Group (MDG)

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