Lee Pannell

VP Sales Marketing Medical Strategies, Tactics Market Penetration International

Commercialization Branding

Location

United States

Industry

Medical Devices

.

Lee Pannell

Contact Lee Pannell directly

Lee Pannell's Overview

Current

VP Global Sales Marketing at Kimble Chase Life Science & Research

General Manager Chief Marketing Officer at International Marketing of Medical Devices

Past

Managing Director Sales at Solta Medical

Managing Director Marketing at Reliant Technologies

VP Marketing Product Development at Lumenis

Regional Sales Manager at NeoPath Inc

Sales Representative Cardiology at Johnson & Johnson

Field Marketing Manager Surgical at United States Surgical Corporation

Sales Representative at IBMCorp

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Education

Harding University

University of Tennessee-Knoxville

Georgia Institute of Technology

Jacksonville State University

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Recommendations

14 people have recommended Lee

Connections

500+ connections

Websites

Portfolio

Company Website

Lee Pannell's Summary

VP Sales Marketing Medical Devices

Don't you hate it when a competitor encroaches with a "me too" product? Or how about when

your product has more features and benefits, but the market is not accepting it as quickly

as you want?

I resolve this by quickly formulating strategies and tactics to re-position"commodity"

items into "disruptive technology." To maximize commercialization, I highlight clinical

benefits and integrate product advantages into an easy-to-execute road map to rapidly

deploy products with consistent international branding.

Co-workers tell me that they enjoy my collaborative work style and enthusiasm for the

products. I have a knack for working with Key Opinion Leaders so that they feel like an

important and integral part of the company family. Customers say they love how quickly and

thoroughly I understand their needs and then translate this information into a partnership

to bring them clinical solutions. Nothing gives me more satisfaction than to watch the

light go on when clinicians, sales people and distributors realize how easily they can

be successful by using the plan I share.

To find out how I've helped companies do this, email me and include your phone number and

I will call you back. (I travel a lot internationally, so email works best.)

CEOs, GMs, SVPs, EVPs, VPs, Managing Directors, Board Members >> connect to discuss

industry situations

Recruiters, HR Managers, Hiring Managers>> connect if you need help filling a position

Connect using: aboz9g@r.postjobfree.com (LION)

Specialties

Strategic / Tactical Planning

Sales & Marketing Management

Market Identification / Analysis / Penetration

Branding

Team Building

Product Launch / Development / Commercialization

Presentation / Communication

P&L Management

Business Development

Client Relationship Management

International Sales and Distribution

Medical Devices

Operating Room Products and Procedures

Surgical instruments and devices

Surgery training

Life Sciences and Research

Lee Pannell's Experience

VP Global Sales Marketing

Kimble Chase Life Science & Research

Partnership; 1001-5000 employees; Packaging and Containers industry

January 2010 Present (2 years 9 months) East Coast, USA

* Grow base of USA customers at/above industry average (Achieved almost double industry

average by negotiating contracts with highest volume customers and stratifying other

customers and distributors)

*Identify and develop direct and distributor sales channels to grow international sales

(Negotiated numerous multi-year contracts which resulted in strong double-digit growth in

revenues, market shares, and EBITDA throughout EMEA, Asia, and Latin America)

* Analyze product portfolio to focus on strategic and niche products that leverage our

global manufacturing footprint (Rationalized/reduced 4000 SKUs, added 400 new SKUs)

*Create marketing tools to drive sales around the world (Generated focused collateral

material, online catalog, multi-level sales training program, generated industry PR

campaign, etc.)

*Manage brand messaging that resulted from merger of 7 companies (Focused down to 3

brands to leverage marketing spend/efforts and maximize international brand awareness)

*Manage customer service and distribution center in USA and establish centers in Europe

and Asia (Europe is operational, Asia is in progress)

General ManagerChief Marketing Officer

International Marketing of Medical Devices

2012 Present (less than a year) USA

Consulting on "going global" in the medical device industry

Identifying distributors and sales partners

Networking and sharing of best practices

Managing Director Sales

Solta Medical

Public Company; 201-500 employees; SLTM; Medical Devices industry

December 2008 December 2009 (1 year 1 month) San Francisco Bay Area

* Led team to exceed P&L objectives for all Sales, Marketing, and Clinical efforts

* Developed KOLs and managed clinical trial sites in Latin America and Asia

* Integrated and trained the sales force, marketing department, clinical support,

customer service, application specialists into one, cohesive team

* Created/managed messaging for both brands (from merger) via a "house of brands"

strategy

NOTE: Solta was formed by the successful merger of Thermage and Reliant Technologies (aka

Fraxel)

Managing Director MarketingReliant Technologies

Privately Held; 51-200 employees; Medical Devices industry

December 2007 December 2008 (1 year 1 month) San Francisco Bay Area

* Disrupted industry with strategic global launch of new product.

* Expanded market share and revenues by extending product features.

* Repaired international sales in several key markets.

* Directed all global marketing efforts, including: "messaging", branding, collateral

materials, lead generation, KOL management, clinical trials, training (sales, clinical

educators, physicians), etc.

NOTE: Company was successfully sold/merged with Thermage to create Solta Medical.

VP Marketing Product Development

Lumenis

Privately Held; 501-1000 employees; LUME; Medical Devices industry

April 1999December 2007 (8 years 9 months)

* Responsible for all upstream (product development, clinical studies, etc) and

downstream (messaging, tradeshows, collateral, etc) marketing for $134million P&L

*

Identify market gaps, develop the strategic products/tactics (including inventions and

patents), ground-floor R&D and clinical trials, regulatory, collateral, training, launch,

ongoing market penetration, etc

* Analyzed poorly performing products, invented new ones (US Patent) to focus on

manufacturing strengths, ROI, and unserved marketing niches

Regional Sales ManagerNeoPath IncMarch 1998April 1999 (1 year 2 months)

* Began with this start-up company as a player/coach, hiring other sales people while I

covered 8 states

* Sales of capital equipment (ASP = $500k) and supplies to reference laboratories to

automate pathology services

NOTE: Company was successfully sold to a company in the same industry.

Sales Representative CardiologyJohnson & Johnson

Public Company; 1001-5000 employees; JNJ; Medical Devices industry

June 1996March 1998 (1 year 10 months)

Sales of angioplasty balloons, stents, catheters, sheaths, intravascular ultrasound, etc

in Cardiac Cath Labs and Interventional Radiology Labs.

Started with Cordis BEFORE Johnson and Johnson bought us, stayed on until entrepreneurial

opportunity arose at NeoPath.

Field Marketing Manager Surgical

United States Surgical Corporation

Public Company; 1001-5000 employees; Medical Devices industry

March 1989 October 1993 (4 years 8 months)

Leading 7-member team to penetrate markets with new device introductions in OB/GYN,

laparoscopy, and thoracic surgery.

Sales of surgical instruments and sutures in the operating room. Training of sales

professionals and physicians.

Sales RepresentativeIBMCorp

Public Company; 10,001+ employees; IBM; Information Technology and Services industry

January 1981 April 1990 (9 years 4 months) Greater Atlanta Area

Sales of main-frame computer systems to Utility Companies (telephone, electric, gas, etc)

Held several positions in Sales, Systems Engineering, Management, Systems Programming,

Project Management, etc.

Lee Pannell's Courses

Master of Business Administration (MBA), International Business

Harding University

Management Skills and Analysis

Accounting Theory and Practice

Ethics, Legal and Social Issues

Lee Pannell's Volunteer Experience & Causes

Volunteer Experience

Committee Chairman

Boy Scouts of America

September 1990 July 2010 (19 years 11 months)

Volunteer Interests

Organizations I support:

Casa de la Esperanza (Orphanage in Anahuac, Mexico)

Habitat for Humanity International

FISH (Knoxville Food Bank)

Medic blood bank

Lee Pannell's Organizations

American Society for Lasers in Medicine and Surgery (ASLMS)

Fellow

February 1999 to Present

Physicians and inventors who design new technologies for treatment of medical conditions.

Visit www.aslms.org for more information.

Phi Kappa Phi

Lifetime Member

December 1987 to Present

Honor society for those involved with Adult Technical Education

Independent Laboratory Distributors Association

Member

January 2010 to Present

Visit http://www.ilda.org/ for more details

Laboratory Products Association

Member

January 2010 to Present

Visit www.lpanet.org for more details

American Chemical Society

Member

January 2010 to Present

Visit www.acs.org for more details

American Society for Testing and Materials (ASTM)

Member

January 2010 to Present

Visit www.astm.org for more information

Golden Key Honor Society

Lifetime Member

December 1996 to Present

We enjoy academic challenges and strive for excellence in our fields. Visit

www.goldenkey.org for more details.

Lee Pannell's Patents

System and Method for Microablation of Tissue

United States Patent Application 11/730,017

Filed March 29, 2007

Inventors: Lee Pannell, Vladimir Lemberg, Vitali Epshtein, Yoni Iger

System and method for microablation of tissue via CO2 laser

Lee Pannell's Languages

Spanish

(Limited working proficiency)

English

(Native or bilingual proficiency)

Lee Pannell's Skills & Expertise

Marketing Management

Sales Management

Market Penetration

Market Identification

Marketing Strategy

Commercialization

Strategic Planning

Competitive Analysis

Market Analysis

Global Strategy Development

International Sales & Marketing

Marketing Communications

Cross-functional Team Leadership

Team Building

Customer Relations

Negotiation

Tactical Planning

Change Management

Medical Devices

Surgery

Minimally Invasive Procedures

Product Development

Capital Equipment

Consultative Selling

Product Management

Product Launches

New Business Development

Business Strategy

Market Research

Sales Operations

Global Marketing

Direct Sales

Channel Management

Team Leadership

Product Life Cycle Management

Market Development

International Marketing

P&L Responsibility

Lead Generation

Account Management

Sales Support

Salesforce.com

Strategic Partnerships

Organizational Design

Start-ups

Mergers

Biotechnology

Laboratory

View All (48) Skills View Fewer Skills

Lee Pannell's Education

Harding University

Master of Business Administration (MBA), International Business

20122013 (expected)

Grade: 4.0/4.0

Currently enrolled with expected completion in 2013

University of Tennessee-Knoxville

B.S, Human Ecology, Computer Science, Math, Business

19951997

Grade: 3.94/4.0

Activities and Societies: Summa Cum Laude, Phi Kappa Phi (Lifetime Member), Golden Key

Honor Society Teaching Certificate: Adult Technical Educations

Georgia Institute of Technology

B.S. (3.5yrs), Computer Engineering

1979 1983

Jacksonville State University

Bachelor's degree, Computer Science

19781979

Grade: 4.0/4.0

Joint-enrolled during senior year of high school.

Lee Pannell's Additional Information

Websites:

Portfolio

Company Website

Interests:

Sales Management, Marketing Management, Strategic Planning, Tactical Planning, Market

Identification, Market Analysis, Market Penetration, Branding, Messaging, Team Building,

Leadership, Product Launch, Product Development, Product Commercialization, Communication,

Presentation, P&L Management, Business Development, Client Relationship Management (CRM),

International Sales, International Distribution (Channel Development), Medical Devices,

Cardiovascular, Cardiology, Interventional Radiology, General Surgery, Endoscopy,

Laparoscopy, Minimally Invasive Surgery (MIS), Orthopedics, OB/GYN (Gynecology),

Ophthalmic (Ophthalmology), Urology, Dermatology, Plastic Surgery Pathology, Laboratory,

Life Sciences

Groups and Associations:

Phi Kappa Phi honor society, Lifetime Member American Society for Lasers in Medicine and

Surgery, Fellow Habitat for Humanity FISH (Knoxville food bank) Boy Scouts of America,

Commitee Chairman

American Academy of Dermatology (AAD)

CXO (CEO, COO, CKO, CFO, CMO, CAO, CVO, CDO, CRO, CLO, CSO & CTO) Community

Cardiovascular Medical Devices Group

European Medical Device Network

International Marketing of Medical Devices

Medical Device & Diagnostics Executives

Medical Device Inventors

Medical Device Manufacturers Association

Medical Devices Startups

The Life Science Executive Exchange

Honors and Awards:

U. S. Patent (Micro-ablation with CO2 laser), co-inventor

Cambridge Who's Who, Business Executives

Strathmore Who's Who

Stock Grants (multiple years)

President's Club (multiple years)

America's Award (2006)

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