Sales Representative/Business Development
Resume:
Joseph Harrison, Ph.D.
* ***** ****** . ******, *** Jersey . *********@***********************.***
Sales and Business Development Professional
o Increase sales potential by discovering hidden market niches
o Invent and develop methods for identifying new customers
o Identify and exploit weaknesses in competitors' products and sales
techniques
o Develop and implement techniques to recruit new customers and eliminate
competition
o Devise methods for generating more leads and more effective networking
Professional Experience
2003-Present Optimize Scientific Sales, Summit, NJ
Contract Sales Representative/Scientific Sales Consultant
. Provided invaluable prospecting and telemarketing assistance
to a newly started CRO resulting in its growth from a local-
only service area to a global service provider of in vitro
assay services.
. Worked with over 20 clients by providing sales or marketing
services that always resulted in moving their business
development activities forward.
. Generated promising leads in the US for a European drug
discovery services company struggling to gain traction in
North America.
. Found decision makers and set appointments from a short list
of companies that had never responded to any marketing
attempts by a small CRO providing wet chemistry services.
. Helped an Indian CTO find over 100 prospective customers in
North America and build new relationships.
. Hired by a CRO to rebuild a long-neglected territory in the
face of weak demand and strained relationships with
customers.
. Built positive relationships with customers. Leveraged single
contracts into more than 25 times additional business while
reducing marketing costs by as much as 100%.
. Created new market niches by generating strong demand for
seldom-requested services.
. Chosen by an instrumentation company to market and sell a new
technology for protein purification after 12 months of failed
attempts. Focused on academic and industrial research
customers (i.e., Astra-Zeneca, Aventis) in the Northeast US.
. Leveraged sales and marketing weaknesses into strengths -
increased profit margin, reduced the sales cycle by over 300%
and closed the first, and only, agreement in the US to
purchase new protein purification technology.
. Increased productivity of trade show participation by more
than 35% and the customer base by over 100% through
aggressive, creative prospecting.
. Retained by a marketing firm to write articles about
effective business development strategies for sales and
marketing professionals.
. Sought out by sales managers to offer advice on how to
increase sales or introduce and sell a new product or
service.
Joseph Harrison, Ph.D. . *********@***********************.*** . (908) 821-
3671 Page 2
2002-03 Schr dinger, Incorporated, New York, NY
Client Representative
. Selected by the VP of Sales and CEO to rejuvenate demand in a
weak and competitive market.
. Negotiated and closed more than $158,000 in sales of modeling
and simulation software used in drug discovery.
. Sold to pharmaceutical and biotechnology companies (i.e.,
Schering-Plough and Serono) in the Northeast US and eastern
Canada.
. Established new, strengthened old and repaired damaged
relationships with key drug discovery chemists and managers.
. Converted intractable sales prospects by probing needs and
objections.
. Increased profit margin of select products through inventive
price negotiations and sales techniques.
1999-2001 CDI Corporation, Parsippany/Millburn, NJ
Account Executive
. Generated $115,000 in fees by recruiting talented sales
professionals worldwide.
. Conceived of and developed a more effective sales approach -
increased job orders 40%.
. Invented, developed and perfected a better closing technique
- increased closing ratio 30%.
. Anticipated changing economic conditions and adjusted sales
approach and focus.
. Promoted from Internet Researcher to PC then to Account
Executive by exhibiting exceptional recruiting skills,
ingenuity, aggressiveness and tenacity.
1995-1999 Rotation Golf, Summit, NJ
Self-Employed
. Sold customized golf clubs to individual golfers and retail
customers. Focused on identifying, understanding and meeting
customer needs. Generated repeat business and a rapidly
growing referral business.
1991-1995 Ciba-Geigy Corporation (now Novartis), Summit, NJ
Research Scientist II
. Accelerated drug development by performing qualitative and
quantitative analysis of drugs and their metabolites.
Supported clinical studies and metabolism research, utilizing
analytical techniques.
. Streamlined and simplified complex processes by writing
computer programs for data management and the operation of
analytical instrumentation.
. Expedited the drug development process by executing
analytical and method validation studies consistent with FDA
guidelines.
1988-1990 Eastman Kodak Company, Rochester, NY
Analytical Chemist
. Conceived of, designed and executed creative approaches to
the qualitative and quantitative analysis of environmental,
biological, food and photographic samples. Utilized expertise
in chromatography, mass spectrometry, spectrophotometry,
radiochemistry and various wet chemistry techniques.
. Orchestrated analytical and method validation studies under
GLP.
. Educated staff scientists in the use of sophisticated
analytical techniques and sample analysis - increased
capacity of the laboratory by 40%.
. Spearheaded a cost saving program by educating and motivating
scientists and research managers. Implementation and
execution of the program resulted in savings of over $80,000
per year.
1988 Enwright Associates, Greenville, SC
GC-MS Operator
. Devised and implemented an analytical test that generated
more income and increased profit margin.
. Trained technicians in the use of advanced laboratory
techniques and methods.
. Streamlined laboratory operations by automating certain tasks
- increased efficiency of the laboratory over 25%.
. Evaluated and restructured workflow in the lab. Reduced turn
around time by 50%.
EDUCATION
Ph.D. --Microbiology and Immunology, University of South Carolina School of
Medicine.
B.S. --Biology, University of South Carolina.
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