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Sales Development

Location:
Redwood City, California, 94062, United States
Posted:
May 26, 2010

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Michael J. Sterns, DVM

**** ********** *** ****: (650) ***-****

Emerald Hills, California 94062 Cell: (650) ***-****

abmg7c@r.postjobfree.com

Summary I am an experienced business development, marketing,

and sales executive that has licensed in and out licensed

both early and late stage therapeutics, tools and devices,

created corporate and product branding strategies, and

spearheaded product launch campaigns.

I have developed new international commercialization

channels for capital equipment, consumables and services

taking company revenue to the $50 million stage. I have

been the business representative on the working group for

three IPOs and one acquisition, raising approximately $200

million in private and public equity.

Education

Walter A. Haas School of Business

University of California at Berkeley

Master of Business Administration, 1990

VP Alumni Affairs, Class of 1990

University of California at Davis

Doctor of Veterinary Medicine, 1984

Student Representative, Agricultural Interrelations

Committee,

California Veterinary Medical Association

University of Southern California

Bachelor of Science, Biological Sciences, 1980

Graduated Magna cum Laude, Phi Beta Kappa

Employment

March 2008 StemCor Systems, Inc.

March 2010 Menlo Park, CA

Executive VP

StemCor Systems was an early stage venture-backed medical

device company, developing the MarrowMiner system and

MarrowSelect System. The MarrowMiner is a minimally

invasive automated collection system for adult bone marrow

derived stem cells for use in patient side Regenerative

Medicine applications. StemCor is also developing a

pipeline of technologies for point of care stem cell

processing and site-specific delivery of cells to target

organs and tissues.

Negotiated first corporate partnership in Bone Marrow

Transplant field, and second corporate partnership in

Orthopedics. Combined, these deals provided a potential of

$10 to $12 million in milestones and development fees plus

profit sharing on commercial sales. I was in charge of

Marketing, Alliance Management, and licensing in a

strategic product development pipeline for the company as

well as in charge of PR and Marketing Communications.

September 2006 Caliper LifeSciences

July 2007 Mountain View, CA

Marketing Consultant

Caliper LifeSciences acquired Xenogen in August of 2006. I

remained as a marketing/business development consultant in

charge of developing marketing campaigns for multiple

business units. I led the effort to integrate three

different corporate websites, and bring the eCommerce

function to the new Caliper corporate site. Finally, I

managed the integration of my Xenogen sales and marketing

team into Caliper's corporate structure.

December 2002 Xenogen Corporation

September 2006 Alameda, CA

VP, and Chief Business Officer

Responsible for sales and marketing efforts for

instrumentation, accessories, biological solutions, and

custom animal model production, including customer service.

Negotiated strategic co-promotion relationships to broaden

reach of Xenogen technology and creating innovative

business partnerships to promote the use of optical imaging

in preclinical drug development. Managed $5 million

departmental budget, led multi-product line sales

forecasting process, and implemented marketing programs for

multiple product lines generating nearly $50m in FY 2006

revenue.

Established sales, marketing, and business development

group at Xenogen in 8-month period, less than one typical

sales cycle. Sought, interviewed and hired 5 key sales

professionals in first year; group numbered 22 in year 4.

Led systematic shift of business to ex-US markets and to

commercial clientele to generate high margin licensing

revenue. Initiated distribution relationships in Japan,

Taiwan, Germany/Switzerland/Austria, South Korea, India,

PRC, Australia/NZ, and Israel. Supported ex-US distributors

to tailor product lines and commercial licensing structure

for their markets.

Increased top line revenue 250% between 2002 and 2005.

Revenue reached approximately $50 million in FY 2006, while

continuing to grow ASP and margins. Restructured tradeshow

mix/presentation, and implemented systematic

business/scientific presentations as lead generation tool.

Restructured website as an information tool to promote

synergy between instrumentation and biological solutions

and to serve as bona fide, qualified lead generating

machine. Established eCommerce capability at Xenogen in

2005 that generated $1.5 million in 2006 revenue and

greater than $2.5m in 2007.

Successfully launched second-generation optical imaging

system, IVIS 200 Series platform (Spectrum) and IVIS 3D-

first tomographic optical imaging system. Launched total

of 4 new imaging platforms at both lower and higher price

points to defend market leadership while maintaining 30%+

yearly unit sales growth.

Aggressively launched, promoted and sold, light producing

transgenic animal models and light producing oncology cell

lines. Sold first transgenic breeding rights to both

commercial and academic customers. Sales of animal models

and cell-based reagents exceeded $500,000 in first year of

launch.

Created process to evaluate and license in additional cell-

based and animal models to enhance biological reagent

product mix.

Rebranded corporate identity and product lines in 2005 in

conjunction with outside advertising and PR agencies. Lead

Sales and Marketing process integration during Xenogen's

acquisition by Caliper.

December 2000 BioSpace.com, Inc.

December 2002 San Francisco, CA

SVP, Corporate Development

Developed and implemented partnering strategy for

proprietary information solutions and web-based products.

Devised and led commercial development, launch and follow

on marketing of web-based competitive intelligence

offering, BioSpace CCIS (Clinical Competitive Intelligence

System). CCIS sold nearly $500,000 in first eight months

post-launch.

Initiated and signed multiple revenue-producing

partnerships with international content providers, playing

a key role in launching and marketing new subscription

products, driving the "dot com" side of the business into a

positive cash flow position.

December 1998 Telik, Inc.

December 2000 South San Francisco, California

Executive Director and Head of Business Development

Developed partnering strategy for company's

preclinical and clinical drug development programs in

cancer and diabetes. Initiate market development

activities and lead attack to identify and qualify

potential corporate partners. Structure economic terms and

negotiate partnerships that will both finance the company

in short term, potentially leading to an IPO.

Worked closely with Chairman and CEO to create external

identity of company through personal appearances and

creation of written and web-based public relations

materials.

October 1997 Vascular Therapeutics, Inc.

November 1998 Mountain View, California

Vice President, Business Development

Initiated and led market research, reimbursement studies,

and development of sales forecasting model for acute

hospital-based treatment for heart attack and stroke.

Participated in definition of preclinical and clinical

development strategy, and developed partnering strategy

with potential corporate licensees on a worldwide basis.

Created and evolved public relations and marketing

materials as preclinical and clinical story unfolded.

Participated in development of written materials and

presentations to support corporate finance activities.

Assisted in raising $22.5 million in private equity

capital.

February 1995 CV Therapeutics, Inc.

December 1997 Palo Alto, California

Executive Director, Business Development

Made initial contacts, managed ongoing relationships and

negotiated business terms with international

pharmaceutical companies (US, Europe, Japan) with goal of

licensing out CVTX's drug development and research

programs. Assisted in raising approximately $40 million

in public and private equity capital.

Negotiated CVTX's first corporate development partnership

with Biogen. Member of the Biogen-CVT Strategy Committee

that handled technology transfer to Biogen. Negotiated

company's first corporate research partnership with Bayer

AG. Renegotiated terms of several key research and

licensing agreements to facilitate eventual

commercialization of pipeline products.

Member, IPO Working Group that took company public in 1997

CVTX:NASDQ. Assisted in prospectus development and

coordinated associated due diligence activities in support

of IPO. Managed associated due diligence for subsequent

purchase of large equity stake in CVTX by BB Biotech, a

Swiss investment fund.

March 1993 Microcide Pharmaceuticals, Inc.

April 1995 Mountain View, California

Sr. Director, Business Development

Founding employee of company. Organized and coordinated

worldwide licensing activities and competitive analysis

process. Negotiated corporate and academic licensing and

collaborative agreements relating to the development of

novel antibacterial drugs. Coordinated daily operations of

company, including design and management of the company's

laboratory facilities, associated construction projects

totaling $3.5 million, capital purchasing, and

relationships with outside consultants. Spearheaded

development of Operating Plan and Business Plan as part of

the fund raising process that netted the company over $20

million in equity capital.

October 1990 ALZA Corporation

March 1993 Palo Alto, California

Director, Business Development

Analyzed new product development opportunities

incorporating client company drugs into ALZA therapeutic

system technology, especially focused on large molecule

delivery potential. Negotiated development and

commercialization agreements for new drug delivery

technologies. Developed awareness of ALZA's new

technologies in U.S. and European markets through focused

presentations to pharmaceutical and biotechnology

companies. Attended medical conventions and scientific

meetings to analyze potential business opportunities.

June 1984 Peninsula Equine

August 1989 Redwood City, California

Large Animal Veterinarian

Performed field-based medicine and surgery in three-county

area as a member of five-person practice. Practice

consisted mainly of high performance (hunter jumper,

endurance, three-day eventing) horses. I was also the

local Veterinarian for the small local Bovine, Porcine and

Ovine population with an occasional Llama for excitement.

Personal Interests:

US Triathlon Association (USTA) Member 2005-2009.

Completed 6 Sprint, 21 Olympic distance triathlons and 1

Long Course event.

US Masters Swimmer (USMS) 2002-2010. Member of Peninsula

Covenant Aquatic Masters, Redwood City, CA.

American Youth Soccer Association (AYSO), Region 25,

Regional Commissioner (Woodside, La Honda, Portola Valley).

Regional Level Referee Certification attained in 2007, and

Intermediate level achieved in 2009.



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