Sales Manager

J OHN KIM

* * ****** *** **, Ri verside, CT ***** Cell : 203-***-**** E- mail:JJ ***@***.***

S UMMARY

Senior s ales manager with consistent record of e xceed ing corporate sales goals for last ten y ears . W o rked in Life

Sciences, Pharma, Biotech and Med ical industry . Expertise in filtration/separation, chromatography media purification,

cell culture, chemicals, and consumables including d isposable bag/reactor, test instruments and h ardware systems . Clear

and innovative thinker with experience in b uild ing s ales, market ing, test lab s and field technical support o rganizations

fro m inception to e xceeding corporate pro fit target. General manager known for aggressive sales g ro wth through key

account development and solutions selling. Built international sales teams in Asia, Canada, Mexico, and Middle East.

PROFESSIONAL EXPERIENC E

S igma Al drich ( $ 2.5 B Pharma Biotech Co mpany ), Lenexa, KS 2 008 -2009

Regional Sales Manager, Eastern North America Region

Sales management responsibility for eastern region of the U S and Canada. Sold cell cu lture med ia as well as Buffer,

Ins ulin -free key components, chemicals, dis posable bags/components and reactors p roducing $30M in sales . Supervised

five direct reports.

In 2008, achieved 30% sale g rowth exceeding budget by 21% b y i mplement ing a Global Key Account development

p rogram. A chiev ed an average o f 15% in s ales growth wit h BMS (Orencia), Imclone (Erbitu x), Abbott, Merck,

Schering Plough, Novartis, Gen zy me, Lonza, Shire, MedImmune, Sanofi, NIH and major hospital labs.

Recaptured the lost Serum business ($950K) fro m g lobal Vaccine customer b y rebuilding the relationship s wit h key

p eople in production and purchasing department s

Identified the obs tacles of the field sales force and the internal support functions . Initiated and i mplemented

d ivision -wide f ive process improvement projects achieving the 2008 budget of $140M .

GE He althcare Life Sciences ( Global Fo rtune 100, $18B ), P iscataway, NJ 2 005 -2008

Directo r of sales, North America

Held P&L responsibility for North America in GE Healthcare Life Sciences division with $30M in sales . Built new

Nort h American sales organization and managed eight d irect reports, grew reg ion to $30M fro m $ 18M in three years,

s elling memb ranes, chromatography media, h ardware systems, consumables including d isp os able bags and reactors .

A chieved compounded growth rate of 18% per year executing Design -In approach. Focused o n the early adoption of

GE Healthcare products in drug development process and expand ed the business to research labs, hospital labs,

p rocess d evelopment labs, and clinical & large scale production departments.

I mplemented large account management p rocess producing an average o f 1 5% per year in s ales growth with existing

key customers, W yeth, Merck, BiogenIdec, Sanofi, Pfizer, Novartis and BMS. Developed 143 new customers by

in creas ing the customer v isit frequency and the number of technical s eminars, executed same day response time for

customer request, and success in early stage o f drug development process by R&D, PD lab s .

Increased s ales g rowth with successful n ew p roduct launch o f A KTAcrossflow, achiev ing 1 80% of the budget,

$4.3M in s ales in the first 12 month s by training s ales p eople to b ecome technical e xperts, conducting instrument

d emos and mini -seminars.

Integrated the acquired company, Wave Biotech, into the existing s ales organization . Achieved s ales growth of 30%

p er year in d isposable bags in the b ioreactor market .

3 M (Cuno), M eriden, CT 2 002 -2004

National Sales Manager, North American P harmaceuticals

Sales and market ing, business development responsibility for Pharmaceutical co mpanies in North A merica, Mexico,

M iddle East. Selling filtrat ion/s eparation products to Vaccine, M onoclonal, Buffer/Media prep, SVP, LVP, API and

Ophthalmic applications. Provided s ales support for Asia, Supervised s ix regional sales managers and eight

d istributors .

A chieved d ouble-digit sales growth and produced a comp ounded annual growth rate o f 12% by imp lementing a

g lobal key customers d evelopment p rogram for Pf izer, GSK, Abbott, Wyeth, Roche and Gambro

S artorius -Stedi m Bio tech ( Eu ro 2 00 million Pharma / Biotech Div ision of Sartorius A G) 1 99 7 -2001

Globa l Key Account Executive, S artorius America, Long Island, NY (2001 )

Responsible for s trategic sales d evelopment for g lobal Pharmaceutical co mpanies to include GSK, Abbott, Bayer,

Baxter and W yeth . Sold fermentors, filters for Bioprocess production, researc h lab products of Vivascience, lab water

s ystems, cross -flow cassettes and custom engineered filtration systems

Increased s ales growth to the global key customers in the Pharmaceutical, Biotech and Medical industry . W orked

with customers o n R&D/process dev elopment p rojects, technical support, logistics support, regional and g lobal

p rice harmonizat ion, global purchasing contract.

General Manager, Sartorius Asia Pacific, Tokyo, Japan ( 1998- 2001)

Held P & L res ponsibility for Asia Pacific to include s trategies, b usiness development and operations of the Sartorius

s ubsidiaries /d istributors in Asia w ith sales of $6 0M and 110 emplo yees. Expanded b usiness in Asia by setting up direct

sales organization in Korea, Malaysia, sales offices in Beijing, Shanghai and Guangzhou in China, Singapore, India and Vietnam.

J OHN KIM P age2

Cell : 203-***-****

(Experience continued)

Increased sales to 19.1%, 18.6%, in FY 99, 2000, respectively in spite o f worst Asian economic cris is

W on the biggest Cross -Flow Cassette Customized System order, producing $ 1.6M with 2 40 cassettes b y guiding the

customer to identify their needs, rapid response to engineering spec changes by the customer, teamwork with mult i-

national p roject team members, engineering and manufacturing.

A ccomplished sales growth by successfully launch ing n ew product, A riu m (Lab Water System) achieved 190% o f

b udget, $1 .2M s ales, and formed a b usiness alliance with Fuji Filter, Eppendorf

Integrated n ew acquisitions, B. Braun International and Vivascience into the existing organization

Set up a strong network for Vaccines development program with universities and government research institutes in

Korea, Singapore, Vietnam, Indonesia such as IVI, BTC, specifying Sartorius products in their process. Received

PDA Asia Award by PDA A sia Chapter

Pall Corporation ( $2. 6 B manufacturer o f filters /chromatography ) East Hills, N Y 1 986 -1997

General Manager, Pall Korea, Seoul, Korea ( 1991- 1997)

Held P&L responsibility for $21M o peration with 53 e mp loyees, four s atellite offices, three application labs and five

d istributors . Establish ed Pall’s Korean organizat ion by acquiring d istributor sales organization . Sold Bio medical

filters /d evices, filtration instruments, custom engineered systems to hospital, Pharma/ Bio, semiconductor, magnetic

mix, chem/petrochemical, poly mer, steel mill, nuclear power generation, and automotive market

Exceeded corporate goal with profit in 2nd year of oper ation, the most profitable subsidiary among Pall’s global

b usiness entities . Achieved a record growth b y hiring the best talent and developing key customer relat ionships

Increased the revenue to US$21M fro m US$1. 2M and increased the market share to 33% fro m less than 10% in 5

y ears by visiting 300 manufacturing plants with sales people resolving customer problems and practicing field

coaching/mentoring

A chieved compounded annual growth rate of +65% in sales and +42% in management earnings in five -year period.

The management earnings of 5.2% in FY 94, 12.2% in FY 95 and 14% in FY 96 e xcluded manufacturing add -back

Increased the Bio medical market share to 80% fro m less than 20% in 5 years b y building relationship s with decision

makers in Open Heart Surgery, Oncology, Clinical Pathology department of major hospitals, b lood banks and Red

Cross.

Successful market share increase in Microelectronics, Chem/Petrochem, IH, Industrial Process, Nuclear Po wer,

PASS, and Bio medical market.

W on world’s first and the large st full auto mated computer controlled Cluster Filter System ( CFS) to a major

b rewery, ($8M ). W on three automated slurry oil recovery backwash PASS p rojects fro m three major petroleu m

p roducers (total US$ 6.7M), World ’s first slotted support sintered powder /fiber metal d isk filter sales ($500K) to

three major polyester film/fiber manufacturers.

Senior Technical Sales Manager, East Hills, N Y ( 1987- 1991)

Established Pall’s liaison office in Korea, hiring three regional sales managers and managing two d istribut ors. Train ed

d istributor sales p eople on products, applications, customer development, and h eld an average o f 1 00 technical s eminars

p er year for key customers and AE&C c o mpanies.

Made Pall the number one filtration/separation supplier in Korea by visiting all 2 00 key customers and o rganizing

p roduct/application seminars at each site w ith follow -up test trials

Prepared for the creation o f Pall’s subsidiary in Korea b y writing a 5-y ear business plan including market share

e xpansion, pricing s trategies, product positioning and s ales organization development.

Senior Test Engineer, Engineering Test Lab, East Hills, NY ( 1986 )

M anaged two test engineers . Conducted filtration engineering tests such as F-2 filter performance test, Blowback &

Backwash test . Provided the technical support to field sales team and to customers.

EDUCATION

Ph.D Chemical Engineering (8 credits) Co lu mbia University; New York, NY 1 985- 1986

MB A International Business (30 credits) So Gang University, Seoul, Korea, 1 991 -1995

MS Chemical Engineering M anhattan College; New Yo rk, NY, 1 985

BS Chemical Engineering ChungAng University, Seoul, Korea, 1 982

CAREER DEV ELOPMENT PROGRAMS

M ercury Management Train ing, UK (Sig ma A ldrich M anagement Training ) 2008

Strategic Selling (GE Healthcare, Miller Heimann) 2 007

A ccelerating Leadership Performance (GE Corporate Crotonvil le Leadership Training) 2 006

Leading People Effectively (GE Healthcare Leadership Training) 2 005

LANGUAGE S KILLS

Fluent in Korean, Intermediate Japanes e and working knowledge of Ch inese

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