Sales Marketing

PAUL B. BRAKE, Ph.D.

**** ****** ** ** ~ Atlanta, GA 30307 ~ 512-***-**** ~ ***********@*****.***

SALES AND MARKETING PROFESSIONAL

Healthcare and Life Sciences

A Sales and Marketing Professional with a successful track record of directing the development and execution of sales/marketing strategies to generate and expand revenues across the public and commercial healthcare and life science (HCLS) sectors. Infuses experience in solutions-based sales practices with a history of leading and empowering cross-functional teams to foster loyal relationships with industry executives, negotiate “win-win” partnerships, and consistently initiate solutions. Captures millions of dollars in new profits, builds new brands, launches partner programs, minimizes competitor influence, and delivers compelling messages that resonate with customers across the globe.

Sales/Marketing Strategies ~ Solutions Selling ~ Capitalizes on New Opportunities ~

Oversees the Development of Marketing Materials/Collateral ~ Trade Shows ~ Market and Competitive Analysis

Brand Development ~ Customer/Brand Messaging ~ Budget Administration

CAREER HISTORY

CACI International: Atlanta, GA 4/2014 – 12/2016

TECHNICAL DIRECTOR: PUBLIC HEALTH AND LIFE SCIENCES

Directed business development activities to capture opportunities and expand overall sales for CACI’s federal public health business.

Served as Business Development Lead for Public Health Business through opportunity identification, capture, and proposal development across multi-functional team in helping business group meet annual revenue targets of $50-60M.

Designed and Managed Business Development and Business Partner Strategies for the public health group and emerging life sciences market. Conducted detailed business analysis (market segmentation, SWOT, and gap) and market research for SVP.

Improved Collaboration across Lines of Business Teams by successfully designing and recommending solutions to SVP for the development of sub-market business opportunities while delivering direct business/market experience in the healthcare and life sciences market. These solutions were approved by the Corporate Strategy Advisor.

Developed the New Marketing Strategy for the Health Solutions business which eliminated customer confusion, overlaps, and competition among internal business lines.

Created and Updated Marketing Communications (online/social media/ direct marketing), online properties, and customer-facing marketing materials for the Health Solutions group to reach diverse audiences in the federal health space.

Served as the Program Lead for the Health Solutions Group Participation at Healthcare Conferences and Trade Shows.

Dell Healthcare and Life Sciences: Round Rock, TX 7/2007 – 2/2014

SENIOR MARKETING MANAGER (4/2009 – 2/2014)

Directed the development and execution of global business development and marketing programs for Dell solutions and services across the healthcare & life science (HCLS) commercial industry while building relationships with EMR partners, including Epic, eClinicalWorks, Greenway, NextGen Healthcare, and Allscripts.

Launched the Firm’s Comprehensive HCLS Partner Marketing Program from the ground up. Collaborated with Corporate Channels group to develop sales and marketing program for HCLS Solution Partners, from formal onboarding, the development of marketing budgets, and the promotion of joint customer solution success stories.

Created and Steered Business/Marketing Plans to Drive Growth across the Life Sciences Industry. Led competitive and market research, served as an industry SME, forecasted trends/growth patterns, and recommended emerging solution areas. Built and managed sales plans/pipelines for optimal market coverage, capitalized on market opportunities, and maximized the ROI of all marketing/sales endeavors.

Managed the Development and Execution of all Programs and Activities for Tier 1 and Tier 2 HCLS Events. Oversaw event budgets, sponsorships, and the development of messaging and experiential campaigns while managing lead capture, post-event sales and communications.

Provided Mentorship for New Marketing Professionals. Mentored the staff on industry best practices, solutions, consultative sales/marketing techniques, organizational protocols, and technical tools. Communicated performance feedback to Marketing Director, interviewed new candidates, and helped recognize/reward achievements to retain top talent.

SENIOR ACCOUNT EXECUTIVE (7/2007 – 3/2009)

Initiated and fostered business relationships with healthcare accounts and solutions providers to manage and expand sales/service revenues while building the overall brand and increasing market share across the commercial HCLS market.

Developed and Strengthened Relationships with Premier Healthcare Accounts, including Olympus Americas, Henry Schein, and Healthcare Management Systems to grow and expand multimillion dollar annual revenue targets.

Positioned the Organization as a Premier Solutions Provider in the HCLS Market.

Enhanced the Firm’s Solutions Channels of software vendors, application service providers, and value-added resellers to enable solutions partners to engage in Dell HCLS sales cycles.

International Business Machines Corporation: Armonk, New York 1/2001 – 6/2007

BUSINESS DEVELOPMENT EXECUTIVE: TRADEMARKS & INTELLECTUAL PROPERTY (9/2006 – 6/2007)

Developed GTM strategies for monetizing IBM Intellectual Property (IP) in the HCLS market while managing third party consulting groups responsible for market intelligence, coordinating operations across IBM Research, Software Group, and IP & Licensing business units, and initiating business development strategies for targeted IP income efforts.

Successfully Delivered Sales Strategies to the VP of Business Development that promoted collaboration with the commercial HCLS business group and identified IP income opportunities with strategic HCLS accounts.

BUSINESS DEVELOPMENT EXECUTIVE: FEDERAL HEALTHCARE & LIFE SCIENCES (4/2005 – 8/2006)

Attained ambitious financial and growth targets while steering sales and business development activities to secure awards and contracts, grow the opportunity pipeline, and capture revenues for the Federal HCLS business.

Closed Contracts and Business with Key Accounts, including the Veterans Administration, Social Security Administration, EPA, and the Department of Health & Human Services (NIEHS, NIH).

Delivered Strategic Support and Expertise in the Development of the Federal Healthcare Campaign, a framework to deliver effective sales and services solutions and expand business across the federal healthcare industry.

Expanded Commercial HCLS Business into the Public Sector.

SOLUTION SALES: HEALTHCARE & LIFE SCIENCE, INFORMATION BASED MEDICINE (1/2001 – 3/2005)

Captured new business and sales across the healthcare and life sciences commercial sector market while facilitating training and providing leadership to successfully implement Signature Sales Methodologies into sales practices.

Helped Build New Information Based Medicine Business for IBM and drove sales, business development and marketing teams in defining business strategy for US markets for newly formed Information-Based Medicine business unit.

Secured New Business with Huntsman Cancer Institute (US), St. Justine University Research Hospital (Canada), and Moffitt Cancer Center (US).

Exceeded Multimillion Dollar Annual Sales Targets by delivering solutions to pharma/biotech, provider, and Information-Based Medicine customers.

EDUCATION

POST DOCTORATE IN MOLECULAR & CELLULAR BIOLOGY: University of California-San Francisco, CA

PH.D. IN MOLECULAR TOXICOLOGY: University of Wisconsin, Madison, WI

B.S. IN BIOLOGY (Honors Program): University of Waterloo, Waterloo, Ontario, Canada

AWARDS

Significant Achiever Award for Dell Commercial Marketing (2010, 2012-2013)

The Hundred Percent Club for Sales Excellence, IBM (2003, 2005)

National Research Service Award, National Institutes of Health, Postdoctoral Fellowship (1998-2000)

Society of Endocrinology Travel Award for Exceptional Research Paper (2000)

National Research Service Award, National Institutes of Health, Predoctoral Traineeship (1995-1997)

Contributed to Numerous Peer-Reviewed Scientific Papers and Served as a Volunteer Coach and Referee for Minor Sports Associations

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