Sales Manager

JOHN C. HART

** ***** ******** ****, ***** Village, CT 06031

*********@*****.*** 203-***-**** C 860-***-**** H

LIFE SCIENCES TECHNOLOGY SALES MANAGEMENT PROFESSIONAL

AND

Senior Technology Sales Executive with 20 years of proven success leading team

efforts in the life sciences market. Applying scientific and business acumen along

with effective use of analytical, motivational and management skills to drive key

initiatives and deliver results.

SUMMARY

Recruited, trained and managed #1 sales team for electronic patient check in system-

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first in opportunity pipeline, close rate, install rate and utilization

Tripled client base with Life Science Manufacturers- exceeded Quota by 300%

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Defined and implemented go to market strategy for Molecular Modeling Software start-

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up; exceeded revenue projections and delivered a pipeline of deals leading to sale of company

and successful exit for the Founder and management

Led global team to rescue failing relationship with strategic Pharmaceutical customer;

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closed $7m deal (Software licenses and services)

PROFESSIONAL CAREER TRACK

PHREESIA, INC. (2008-current)

The Electronic Patient Check-in Company

Senior Director, Northeast Regional Manager

ROW Large Accounts

Charged with creating a field based sales effort for the Phreesia solution

• Recruited, trained and managed field sales force of 5 District Managers, as well as

associated Field Specialists and Experience Coordinators (Team of 12)

• Built #1 Regional Team (of 4 nationwide)

• Provided coaching to the field team including territory and account management, CRM

usage, account strategy development, competitive selling environment, objection handling,

technical differentiation etc.

• Delivered Accurate Sales forecasts assessed all opportunities as to confidence and timing

• Executed plans successfully within regional budget sales and marketing budgets including

T&E, trade shows, media spend etc.

• Championed compensation plans that attract and retain top talent with clear objectives

and requirements for field team that drive and support excellence and customer satisfaction

ENTEGREAT (spin-off of Raytheon) (2006–2008)

Manufacturing Systems Consulting and Integration

Director, Life Sciences Business Development

Led business development team in the life science manufacturing. Leveraged best practices,

project experience and software libraries developed in other regulated manufacturing industries

to build the life sciences practice.

Closed 7 New key accounts exceeding quota by 200% representing annual run rate of

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$1.5M–$1.5M in additional revenue from Software and Professional Services

Led customer facing delivery teams for multiple projects in regulated manufacturing

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including Lean Compliance in Life Science Manufacturing, Supply Chain Optimization, Business

JOHN C. HART *********@*****.*** 203-***-**** C 860-***-**** H

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case development for investment in information technology in manufacturing and driving

organizational change

Managed external partner relationships – including Vendors such as SAP, Werum and

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OSIsoft as well as with VARS

CONFORMIA SOFTWARE, INC. (2005–2006)

Developer of Software for Pharmaceutical Development

(Product never completed or released, assets purchased by Oracle )

Director, Life Sciences Business Solutions

Reporting to the CEO, leveraged industry relationships to promote pre-release software for the

capture and management of all information relating to Pharmaceutical development and Pilot

Manufacturing. Used in-depth understanding of Life Sciences Information Systems (ERP, MES,

EDMS, LIMS, ELN, materials management, data warehousing) to identify and capitalize on

potential sales opportunities. Coordinated all efforts with SAP (solution partner) in the life

sciences industry.

Aggressively evangelized innovative software at key pharma and biotech companies,

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trade shows, and FDA conferences.

Participated in Pilot Industry Workshop on Risk Management with FDA ; In depth

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discussion with Pharmaceutical Industry thought leaders and FDA

OPTIVE RESEARCH, INC. (acquired by Tripos, Inc.) (2004–2005)

Software for Pharmaceutical Discovery

Director, Sales

Recruited by startup’s founder to create commercial value and position company for sale.

Led the Global Sales Team defined and implemented strategy and tactics globally

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Initiated and managed customer council to enable direct customer input to product

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development and establish stronger relationships for customer references

Personally Closed $1M+ in contracts and built an additional $1.5M international

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pipeline in the first 6 months.

Positioned the company for acquisition by its primary competitor with an increased

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valuation

SPOTFIRE, INC. (2002–2004)

Analytics Software

Director, Pfizer Program Office

Tapped to reenergize sinking relationship with flagship client. Led team of 5 global sales account

managers, 5 project consultants and 3 Field Specialists. Held full P&L accountability for Global

Account.

Directed the sales and service team in broadening Spotfire’s footprint from R&D to Pfizer’s

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entire value chain; portfolio management, marketing, supply chain, contracts, and adverse

event analysis.

Achieved 100% customer satisfaction and closed a new $7M contract

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Additional Business Development

Generated more than $2.4M in revenues from Roche through the formulation and

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delivery of a key global informatics platform integration project.

Captured $400K in sales with Schering Plough and $250K with OSI Pharmaceuticals by

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expanding business to include professional services as well as licensing.

Fostered $2.4M in sales (Licensing and Services) with Boehringer Ingelheim.

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JOHN C. HART *********@*****.*** 203-***-**** C 860-***-**** H

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ISCO, INC. (1998–2000)

Regional Manager

Established Market Leading position for disruptive technology (instrumentation/software) for drug

discovery in the pharma/biotech markets.

Increased territory sales 400%, achieving 217% of sales quota.

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In 2 years penetrated 100% of assigned biotech and pharmaceutical accounts in Mid-

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Atlantic/Northeast.

Trained international sales teams

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EDUCATION

BS CHEMISTRY, Bates College, Lewiston, ME

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