Sales / Services / Business Development / Management

Life Sciences / Research / Regulatory

Sales Management ( Supplier Management ( Service Sales ( Account Management

OEM ( Services ( Operations ( Analytical Instrumentation ( Capital

Equipment

Strategic sales and service executive with extensive experience in service

and sales management, capital equipment sales and service sales within the

pharmaceutical, biopharmaceutical, medical devices and healthcare

industries. Experience working for the largest companies servicing the

Life Science industry including VWR and Thermo Fisher Scientific as well as

OEM direct at Julabo USA. Professional qualifications include: supervision

of professionals with various backgrounds and experience levels; management

of multiple projects within single and multiple remote sites consistently

achieving customer satisfaction and business goals; lead and trained Sales

and Technical Support teams resulting in doubled sales volume for assigned

products by developing strong customer allegiance and product knowledge.

. People development, team building

. Building relationships

. Mentoring and leadership of direct reports, hiring, performance

plans

. Problem resolution with a focus on customer satisfaction and

proactive thinking

. Strong strategic planning and analytical skills to drive results

. Project Management of complex high volume projects within

established timeline and goals

. Integrated Service and Sales perspective

. Strong presentation and data analysis skills

. Bilingual (Fluent in English & Spanish)

Career Experience

JULABO USA, INC US, Canada & Puerto Rico 2012 - 2013

Director of Sales & Marketing

Designed and implemented a strategic Sales & Marketing reorganization,

including personnel, processes and product focus for a leading manufacturer

of liquid temperature control systems.

< Developed customer centered culture within team to drive customer

allegiance

< Created Inside Sales group to improve distributor support and customer

service

< Increased number of sales representatives and redistributed territories

to provide growth opportunities within all territories and in turn

position organization to achieve growth goals

< Hired personnel and reassigned responsibilities to more effectively

manage marketing activities

< Standardized advertisement and trade show material to increase brand

awareness

< Lead efforts to create and implement procedures, policies and work

instructions to support company's ISO registration initiative - completed

with no observations and greatly contributing to a successful

registration

< Refocused Business Development activities into new applications research

and generating qualified leads

< Negotiated and completed integration process of largest North America

distribution channel (VWR); achieved 108% sales growth (YOY) in 8 months

after agreement implementation

thermo fisher scientific South East US & Puerto Rico 2006 - 2012

Account Manager, Regional Manager

Operational and financial responsibility for $14MM in Asset Management

Services (Managed Services). Direct management of 10 Account Managers and

Site Managers. Establish strategic plans, performance monitoring and

improvement plans for life science and healthcare accounts.

< Mentoring of Account Managers in aggressive cost reduction and account

growth; improve profitability and market share

< Implemented and successfully completed development plan for struggling

employee. Plan resulted in employee closing new account within three

months on plan.

< Evaluation and approval of Service Level Agreement metrics and assure

compliance to exceed customer expectations

< Developed and implemented cost reduction plan resulting in 25% cost

savings. Plan drove customer allegiance and secured multi-year renewal

of $700K contract.

< Manage team within matrix organization driving efficiencies with Pricing,

Solutions Architecture, Contract Administration and Direct Services

departments

Strategic Account Executive

Responsible for sales and business development of services to the Life

Science and Healthcare industry on behalf of Thermo Fisher Scientific.

Financial and operational responsibility for over $2.2MM in services

including third party services management and direct services.

< Implemented Asset Management Services in new market (Puerto Rico) through

ground breaking sales and marketing strategies

< Improved profitability by implementing cost reduction strategies

including service contracts, MVS and entitlement optimization

< Achieved over 100% organic growth for the past two years and 100%

customer retention through continuous account and customer support

< Established partnerships with third party service providers and

influenced internal support performance to successfully deliver services

and exceed customer expectations

< Assure regulatory compliance on behalf of customer by aligning service

levels with applicable regulations

< Grew $250K program into $1.5M within 18 months

< Special Recognition Outstanding Customer & Team Support - Thermo Fisher

Scientific 2011

VWR Manat, Puerto Rico 1998 - 2006

Project Manager (2004-2006)

Projects include Stability Chamber Validation, CSV, mechanical

qualification of instruments at Microbiology and Chemical Laboratory, as

well as Standard Operating Procedures generation for administration and

operation of instruments/laboratories.

< Grew business by $750K on current and new accounts following detailed

strategic plan

< Retained customers and grew business at accounts while managing the on-

site staff and negotiating new business opportunities with clients

< Identified areas of improvement and developed plan to increase

performance and develop new leaders

< Completed multi-instrument full validation cycles on-time and on-budget

< Hired, managed and mentored a diverse group of 12 specialists

< Proactively initiated training program for specialists to increase team

regulatory knowledge and services quality

Business Development, Sales and Technical Support Team Leader (1998-2004)

Specialist on analytical instrumentation and consumables. Achieved

analytical instrument sales over $1M in first year, consistently exceeding

quota annually using technical support as a specific sales strategy.

< Developed and promoted sales and marketing strategy resulting in sales

growth over 50% in chromatography and 100% in spectroscopy; developed

training program for clients

< Supervised and evaluated sales team performance. Hiring and supervision

of sales team. Assured alignment of team with corporate and division

culture, values and goals.

< Established and managed communication channels with supplier contacts

increasing manufacturer product support and internal trainings

< Improved services lead time from over 6 months to 30 days by establishing

new work schedule based on customer expectations. business needs and

available resources

< Highest GC Sales Award for Latin America Region - Shimadzu Scientific

2001

Education

University of Phoenix, Guaynabo, PR

Master of Business Administration Degree - Major in Global Management

University of Puerto Rico - Medical Sciences Campus, R o Piedras, PR

Approved 40 credits towards Master of Pharmaceutical Science Degree

University of Puerto Rico, R o Piedras, PR

Bachelor of Science Degree - Major in Life Sciences (Chemistry)

Trainings,Seminars & Qualifications

EPA ( USP ( FDA ( cGxP ( 21 CFR 11 Regulations ( ISO

Negotiation Skills ( Sales ( Marketing ( Effective Presentation Skills (

Practical Process Improvement

HPLC ( GC ( UV ( FTIR ( Raman ( Microscopy ( Mass Spectrometry ( AA (

Stability Chambers

Titration ( Centrifuge ( Refrigerator ( Incubator ( Furnace Dissolution (

Balances

Polarimeter ( Ovens ( Coulometer ( NIR ( KF ( pH ( Density Meter

Scientific Presentations

- Determination and Quantitation of Environmental Organic Pollutants

in Edible Fish Tissue by GC-MS Ion Trap" R.D. Ram rez, et al.; 28th

International Symposium on Environmental Analytical Chemistry,

Geneva, Switzerland. March 1-5, 1998.

- "Environmental Organic Pollutants in Aquatic Animal Tissues from a

Contaminated Caribbean Estuary Lagoon" R.D. Ram rez, et al.;

Society of Environmental Toxicology and Chemistry 18th Annual

Meeting, San Francisco, CA. November 16-20, 1997.

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