Sales Manager

John P. Formento

* ****** **.

Royersford, Pa ***68

*************@*****.*** Cell 484-***-****

Profile

With years of experience in business operations combined with consultative selling skills will provide an employer a proven track record of exceeding performance and revenue objectives as a manager and an individual contributor in growth and turnaround situations.

Experienced Business Development Director selling Complex Enterprise Software to fortune 500 companies as well as smaller private and public companies with an industry focus in the Life Sciences.

Consultative sales experience in the Life Sciences industry. Over ten years of actual Pharmaceutical industry experience in Quality, Operations and Regulatory.

Mentored a new plant manager on improving the performance of a consistently underperforming plant. Uncovered the issues and helped recommend changes needed to turn around plant performance-see LinkedIn recommendation

Analytical and strategic planner, with advanced organizational, communication and interpersonal skills combined with P&L management experience

Strong leadership talents, exceptional attitude and spirit, and the ability to establish consensus across functional areas.

Fast sales closer with proven strategy to reduce enterprise software sales cycle times using consultative sales, strategic initiatives and relationship building to gain customer confidence.

Former Medical Device Company owner understands the drivers required for sales and profits growth

Launched a successful .com startup with son to challenge himself

Understands the role of technology in improving employee productivity and customer satisfaction.

Selected Accomplishments

1.Closed a competitive global enterprise LIMS ELN software initiative at Merck in less than one year from start of evaluation process with a value of over $10 Million.

2.Coordinated FDA recall without receiving any adverse 483 observations. Audited pharmaceutical contract manufacturers and labs for cGMP compliance.

3.Automation technology specialist in the Life Sciences Industry selling paperless systems, Electronic Batch Production Records and Regulatory Compliance Automation Technology for LIMS systems

4.Closed a global CRO for an enterprise software project in less than one year from start date with a value of over $1 million, a company record

5.Launched first Direct to Consumer marketing program for a pharmaceutical drug in the history of RPR.

6.Top sales performer at The Sycamore Group, Extedo and VelQuest every year of employment

7.Accomplishments at The Sycamore Group, Extedo and VelQuest resulted in a major acquisition or attracting outside investors.

8.Ran a medical device company successfully for over five years resulting in the successful sale of the company

9.Helped launch a new internet start-up Onlinemechanix.com with son and added over 1,000 member auto shops within nine months

LinkedIn Profile- http://www.linkedin.com/profile/view?id=47999391&trk=nav_responsive_tab_profile

Experience

05/2012-Present

Intelleges-Lumberville, PA

Sr. Sales Executive

Responsible for all sales and marketing activities for a start-up software company.

Developed a pipeline of 190 qualified leads in first four months by cold calling only. Made 200 cold calls per day.

Signed three deals in the first six months for a total of $435,000 .

Developed sales and marketing strategy for a start-up SaaS Subscription software company that automated the creation of questionnaires and the collection of data and documents from suppliers/subcontractors in the Pharmaceutical and Aerospace Industries for Government requirements compliance.

3/31/2012-2014

Onlinemechanix. com, Oaks, PA

Co-Founder

Assisted in initial concept, web-site design and execution

Launched site June 2012 as the first cloud based web site to offer consumers on-line appointment scheduling with their local auto shops

Added over 1,000 member auto shops within nine months of launch

Prepared media kits and had articles published in Tech-Crunch, Killer Start-ups and Technically Philly as well as local papers. Wrote Tweets and Social Media blogs to gain leads.

Added new functionality to web- site offering consumers the ability to get a quote prior to appointment confirmation to improve site.

1/25/2009-3/31/2012

Accelrys-Formerly VelQuest Corp. Hopkinton, Mass

Director, Business Development East Coast-VelQuest developed an ELN for automating a regulated paperless laboratory

Call on East Coast pharmaceutical companies selling quality systems-enterprise LIMS paperless laboratory software and services solutions. Systems included electronic manufacturing batch records.

Closed an account with a value of over $3 million in less than one year from employment start date-a company record

Developed a unique strategy to shorten sales cycles using consultative sales, strategic initiatives and relationship building to build customer confidence.

Worked with partners to gain entry into accounts and leveraged those relationships to shorten sales cycle

Call upon my over 20 years of experience in the pharmaceutical and medical device industries to gain the trust and respect of clients such as PPD, Merck, Novartis, Charles River Labs and many more

Perform on site and web based demos of the software to prospective customers as needed

Lead all new business development initiatives for the company

Closed a global LIMS ELN initiative at Merck with an value of over $10 million in less than one year from start to finish of evaluation process

Sales for 2011 were over $3.2 million with a $2.5 million quota 128%-Documentation available upon request

New Customers added and Sales volume over the three years resulted in VelQuest being purchased by Accelrys

Experienced in quality systems and regulatory compliance.

Experienced with POC deployments-Coordinated and scheduled technical and support services

9/2007-12/29/2008

Extedo, Inc, Germany

Director, Business Development-Extedo sells eCTD submission software

Built up sales pipeline from 0 to over $3 million in 15 months

Contact prospective customers, presented and provided information on Extedo eCTD software and services

Follow presales process from cold-call to close

Manage accounts from customer service perspective once closed and managed any customer inquiries

Performed onsite and web based demos to prospective customers as needed

Responsible for all East Coast accounts

My first 6 months of 2008 sales were 20% more than entire sales for 2007 for the entire company

Results of my sales efforts resulting in Extedo Purchasing Gecco ectd Software company

8/2006-9/2007

Octagon Research Solutions, King Of Prussia, PA

Director, Business Development-Octagon provides software and services for electronic submissions to the FDA

Called on Small, Medium and Large Pharmaceutical Companies selling eCTD submission software

Have existing contacts in Pharmaceutical companies including Astellas, Medpointe and many more

Created a $3.5 million pipeline in less than one year. The largest pipeline of software in the company.

Consultative selling skills and relationship building

Top lead generator through cold calling

Extensive knowledge of pharmaceutical industry regulatory and quality processes

4/2004-8/2006

The Sycamore Group, Ft. Washington, PA

Life Sciences Account Manager-Consultative Sales-The Sycamore Group is a software development company

Built a Life Sciences software business from scratch with no actual software built resulting in selling the company to investors to form a new company called MODA.

Responsible for driving revenue selling technology infrastructure, systems integration and high availability application development services for clean rooms for LIMS integration

Implemented new sales strategy to achieve information technology-based project penetration in large pharmaceutical companies leveraging process automation based PAT initiatives

Closed over $1 million in sales in my first year and established a $14 million pipeline

Developed strong relationships with the QA/QC and IT departments of McNeil, Wyeth, Organon, GSK, Astra-Zeneca, Merck, ImClone Systems and many others

Sales Highlight: sold custom technology for implementing custom automation initiatives using CAD, RF, RFID, bar-coding and biometrics (fingerprint scanners). All information sent to LIMS systems via radio frequency transmission-automating environmental monitoring sampling and testing. This multi-faceted project involved custom software applications, systems integration, database integration and IQ, OQ, PQ validation.

11/2001-4/2004

Exigent Group, New Orleans, LA

Marketing/Business Development Consultant-Exigent is a medical device product development firm

Partnered with medical device and pharmaceutical companies to create marketing, business development and product development strategies.

Prepare market penetration and promotional strategies for companies such as ESP Pharma, Sims/Portex, Kedi International (China)

Evaluate product development programs using market research data and focus group evaluations for cardiovascular products (ESP Pharma), ventilator circuit devices such as filters and tracheal tubes (Sims/Portex) and lipid lowering nutraceuticals (Kedi International)

5/2001-11/2001

Associates in Medical Marketing, Newtown, PA

Account Manager-AMM produces medical information and education publications selling into the Pharmaceutical Industry

Delivered sales presentations to pharmaceutical company marketing teams composed of product managers, product directors and vice presidents of marketing

Designed patient and physician education programs for companies such as Bayer Consumer, Janssen and Aventis

Developed physician and patient education programs in disease categories such as pain management, cardiology, dermatology and oncology. Programs were either CME or more product specific non-CME

Position eliminated due to 9/11 market disruption

1995-2001

Flocare Medical, Schwenksville, PA

Managing Director/Owner-Flocare Medical manufactures respiratory care disposable Humidifiers

Increased sales for a small medical device company from $350,000 to $520,000 in three years. The device is used in Anesthesia and Respiratory

Negotiated endorsement deal with Christopher Reeve for a line of Heat and Moisture Exchangers.

Directed all aspects of a small medical device company including marketing, advertising, merger/acquisition, financial and contracts as well as manufacturing and quality

Made sales presentations to hospital anesthesia, respiratory and purchasing departments.

Gave direction to a nationwide dealer network selling into major hospitals. Also developed international markets such as Brazil, Japan and Europe.

Rhone-Poulenc Rorer Pharmaceuticals, Collegeville, PA 1988-1995

1993-1995

Marketing Manager

Launched the first ever direct-to-consumer program in the history of Rhone-Poulenc Rorer using targeted market research data (IMS)

Increased sales of Nitrolingual Spray from $8.5 million to $15 million in two years

Worked with ad agencies to put together marketing campaigns and physician advocate programs.

Gave motivational presentations to over 900 sales representatives.

Performed market analysis and development for the Arcola generic division.

Developed disease management programs for managed care

1988-1993

Operations Manager

Directed business development activities for a small division of RPR.

Negotiated licensing agreement with Sanofi-Winthrop for a sustained release nitroglycerin tablet.

Increased sales from $1.5 million to $8.5 million in two years with the highest profit per employee of any RPR division.

Wrote Standard Operating Procedures and Validation Procedures for manufacturing plants.

Coordinated voluntary FDA recall without receiving a 483

Responsible for product purchasing and logistics-international shipping

1986-1988

Block Drug Company, Jersey City, NJ

Quality Assurance Technical Administrator

Wrote technical documentation for Block Drug’s three manufacturing facilities. Documentation included batch release documents.

Familiar with excipients and active ingredients used for the manufacture pharmaceuticals and OTC preparations.

Assured all documentation met FDA GMP guidelines.

Worked with R&D on technology transfer from pilot plant to scale-up

Education

Rutgers University-New Brunswick, NJ -1983

B.S. Biology with minor in Philosophy

Completed courses in Solution Selling and Miller-Heiman

Associations

Member of ASTM LIMS Guide revisions committee

Contact this candidate