Sales

Robert J. McDonough

Project Executive

Robert J . McDonough (Bob) leads business development activities to support Hill's growth in the industrial process sector. With a background in chemical and process engineering, Bob has more than 23 years of business development experience including the marketing and sales of consulting and project delivery services to key, high-level decision makers in the life sciences, industrial processing, pharmaceutical, and biotech sectors. On behalf of project delivery companies including engineering and construction contractors, as well as consultants serving these industries, Bob has provided executive management leadership that led to successful sales closure and contract negotiations with key target, repeat business, and new clients spanning the globe.

With sales closure 11hit rates" from 45%-65%, Bob serves the capital project needs of clients by offering solutions and alternative scenarios of added value. He is also proficient at identifying and penetrating new clients (8-12 annually) and markets, developing long-term alliances with clients, and establishing a solid contact base. His expertise includes strong strategic planning and differentiation skills, budgeting, and the management and administration of global business development, sales and marketing support teams. Due to his technical competence and expertise, Bob has a broad and deep contact base (clients and competitors) in the pharmaceutical, biotech and chemical processing market places.

Prior Experience

Pathfinder LLC, Cherry Hill, NJ, Director of Business Development

Bob managed the overall marketing, business development, and regional sales effort and budget for a project management consultant selling project execution services and resources to the life sciences and industrial processing sectors. Penetrating new markets and exceeding goals for sales with new, existing and assigned clients, Bob added an increment of 20% to overall sales revenue with new and assigned accounts. He also accounted to over 30% of overall sales prospects with new accounts. In addition to representing the firm at key conferences and professional society meetings, Bob improved the sales win rate to over 50% for proposals and improved the quality of sales deliverables. He was also responsible for strategic business development, marketing and public relations business plans.

Amgen

Small Capital Project Management Proposal

Education:

M.B.A., Southern Illinois

University, 1977

B.S., Chemical

Engineering, Northeastern

University, 1970

Professional Memberships: American Institute of Chemical Engineers

International Society of

Pharmaceutical Engineers

Publications:

"Ha ndbook for Downstream

P rocessing," Chapman

& Hall, New York, New York, (1997)

"Mixing for the Process

Industries," Chapman

& Hall, New York, Ne w York, (1992)

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Robert J. McDonough

Biokinetics, a Foster-Wheeler Company, Philadelphia, PA, Vice President Business Development

Bob brought in over 30% of the company's overall annual sales target of $30 million for contracted project services revenue at 15% profit margin. Achieving a sales closure "hit rate" of 60% based on the number of proposals submitted, Bob exceeded the business goal of 8-12 new clients annually. He increased repeat business with key clients including Amgen, Wyeth, Merck, Pfizer, Hoffman LaRoche, lmclone, Ortho Biologics, Bristol-Myers Squibb, DSM Biologics, Regeneron, GlaxoSmithKiine, Sanofi Pasteur, and Biogen. Bob directed business development activities during pre-proposal, proposal, and post-proposal phases with clients including sales calling, proposal and qualifications submittals, strategy-to-win sessions, presentations, contract review and sales closing negotiations, incentivized performance-based sales closings and contract negotiations.

In addition, he attended and participated in professional society meetings and exhibitions including ISPE, lnterphex, BioProcess International, AIChE/ECC, BioPharma, and lnformex Contract Manufacturing Conference.

Kvaerner John Brown, Bridgewater, NJ, Vice President Business Development

Bob supervised marketing and sales, and coordinated those functions on a global basis, for engineering, construction and validation services for pharmaceutical and biotech clients. He also managed the Pharmaceutical Business Unit marketing and sales in Bridgewater and integrated efforts in other offices. In addition, Bob directed the proposal preparation activities; established and managed budgets for sales revenue and profit margins, cost of sales, advertising and promotion activities for the Pharmaceutical and Biotech Business Unit. He exceeded personal goals for annual sales revenue ($15 million) and profit margin ($1million), as well as that for the business unit. Bob also under ran the annual budget for cost of sales, and was awarded full services for engineering, procurement and construction (EPC} with new clients such as PPG, Hoffman LaRoche, and Catalytica. He was responsible for significant repeat client business with Merck, Pfizer, Wyeth Ayerst, Warner Lambert, Ohmeda, lmclone Systems and Unigene. In addition, he supported business development activities and awards with new and existing alliance partners including Merck, Pfizer, Glaxo Wellcome, and SmithKiine Beecham.

Fluor Daniel, Marlton, NJ, Vice President Business Development

Bob's responsibilities included global sales and marketing of project services; management of staff; budget preparation and management;short- and long-term strategic planning, development and implementation; as well as marketing and sales forecasting to meet the needs of clients in the pharmaceutical and biotechnology sectors. He doubled the annual sales revenue and Contribution to Overhead and Profit (COP) for new awards versus backlog. Bob also participated in the evaluation and favorable decision to open a Puerto Rico office and joint venture relationship with other engineering firms in Switzerland, Germany, Russia, China and Japan.

Engineering and Construction Firms, PA, NJ, DE and OH, Business Development

For several firms, Bob spearheaded business development activities for the sale of engineering, procurement, construction management, commissioning and validation services for the industrial process sector with particular focus on the pharmaceutical and biotech market.

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Amgen

Small Capital Project Management Proposal

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RoberlJ.McDonough

Engineered Equipment Sales, NY and NJ, Planning, Marketing and Sales

Bob held a variety of planning, sales and marketing positions for engineered equipment manufacturers including:

• Prochem Mixers, Marlton, NJ, Regional Sales Manager

• ITT Standard, Buffalo, NY, Manager of Project Planning

• Altara Mixers, Rochester and Buffalo, NY, Director of Industrial Marketing

• Mixing Equipment, Inc., Rochester, NY, Market Development Manager.

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Small Capital Project Management Proposal

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