DAVID STARK

SR. DIRECTOR, BUSINESS DEVELOPMENT SALES EXCELLENCE & BUSINESS DEVELOPMENT TEAM LEADER GLOBAL BIOTECH, CRO, PHARMA, AI MED-DEV, CDMO, IVD & RWD IVD SALES EXECUTIVE & AWARD-WINNING HUNTER 415-***-**** ad2z9p@r.postjobfree.com San Francisco, CA linkedin.com/in/dstark LEADERSHIP CAREER SUMMARY

• 25+ years in Biotech, Pharma, & Clinical Business Development as award-winning Sales Hunter with MedDev, MedTech, SaaS, & Clinical Software experience; built partnerships with healthcare titans like Genentech, Merck, Lilly, Abbott & Gilead

• Direct end-to-end sales pipeline and management including forecasting, proposals, lead generation, market plans, and customer growth leveraging massive global network of healthcare professionals and career in clinical drug development.

• Global Healthcare Strategist that formulates and operationalizes aggressive sales plans, territory expansion roadmaps, customer education, and bold growth targets to dominate market share, which has driven $600M+ in my career to-date.

• Selected from 52 global professionals for NAMSA’s “Sales Excellence Award” and “Breaking Barriers Hunter Award” in 2019 & 2020 respectively for outstanding revenue outperformance, team leadership, innovation, and Salesforce training.

• Built, scaled, managed globally distributed business development teams; trained and mentored a dynamic EU-based sales team and fostered a company-wide culture of sales excellence.

• International presence on LinkedIn; 23,148 Followers, 88,620 connections with an average of 900 daily profile views PROFESSIONAL EXPERIENCE

ChemDiv San Diego CA (6-month consulting contract) August 2023 – January 2024 Global innovator and leader in accelerated discovery and development. We design execution-ready integrated discovery/development projects that enrich partners’ pipelines with best-in-class molecules on accelerate. Senior Regional Business Development Director for Integrated Drug Discovery CRO Services

• Designed, integrated, and owned all business development strategies, value proposition, territory performance management, CRM, website, marketing plan, collateral, analytics, and compliance for Discovery services.

• Managed relationships with key customers and executive decision-makers by assessing customers’ needs and developing and implementing strategies that supported aggressive sales growth for team that forecasted 40% growth.

• Supervised, coached, and developed Sales team of 4 Business Development Reps.

• Partnered with Commercial team to facilitate planning sessions, representing the needs of customers.

• Lead liaison and collaborator that built consensus on strategies and tactics, driving business results up 15% in 6 months. RxE2 San Francisco Bay Area (Company did not receive funding) May 2022 – August 2023 Digital health company delivering a new community-based clinical trials concept powered by cutting-edge technology that provides patient recruitment, dispensing, counseling, and operational services to the pharmaceutical and biotech industries. Senior Director of Business Development

• Hired, developed, trained, and coached team of 5 BD leads to execute and monitor all lead generation strategies aligned with aggressive development goals for dispensing and clinical trial recruitment for Lilly, Science37, and BioMarin.

• Managed all hunting/lead generation and pipeline development activities for new business including sales calls, proposal development, negotiations, marketing plan, and social media campaigns for multi-platform B2B product offerings.

• Developed and facilitated training of lead generation software like Pipedrive and Salesforce for the teams in Drug Discovery, CADD, Preclinical & Drug Safety, Bioscience, DMPK, Chemistry, and In Vivo Pharmacology.

• Researched client product portfolios, strategies and monitored competitive developments, sponsor insights, and regulatory landscapes to influence commercial planning, positioning, and pricing dialogue.

• Integrated account management frameworks and performance management tools to guide innovation, new product development, and bring new products to market on accelerated timelines while remaining on budget by saving 32.5%. ADDITIONAL EXPERIENCE

Cytel Pacific Northwest (Company Acquired – removed sales team) April 2020 – May 2022 Largest provider of statistical software and advanced AI analytics for clinical trial design and execution. Senior Director of Business Development

• Directed team of 5 BDRs to oversee Pacific Northwest territory, customer base, market clinical trial design, competitive analysis, service integration, and statistical products to biotechnology and pharmaceutical markets for clients like Genentech, Jazz Pharmaceuticals, and Gilead.

• Managed territory with $14M in annual sales, onboarded 10 new logos with 66%-win rate on RFPs, delivered 33% growth, including 88%+ expansion on existing accounts within three months.

• Partnered with C-suite to define multi-year sales strategy, targets, and provide market analysis that informed account prioritization, pricing, promotional, and product decisions.

• Aligned Sales, Marketing, Finance & Legal teams to execute cross-channel outreach strategies and marketing campaigns, improving lead generation by 62%, and amplified brand awareness to major Pharma incubators at Stanford & Berkeley.

• Designed collateral, including whitepapers, infographics, and print/digital materials to nurture leads at each stage of the funnel, and educate prospects on clinical processes from pre-clinical to regulatory submission.

• Tracked top market players in the territory to monitor trends and adjust sales plans to achieve 56% of market share. NAMSA San Francisco, CA (Company acquired by CRO – moved sales internally) February 2019 – April 2021 The world's only 100% medical device-focused, full development Contract Research Organization (CRO). Senior Account Manager

• Directed business development strategies for the world’s only medical research organization, providing expert preclinical, regulatory, laboratory, clinical, and compliance services to medical device manufacturers J&J, Baxter and Siems.

• Built and maintained partnerships across ecosystem with Scientists, Biostatisticians, Medical Writers, Clinical Researchers, Compliance experts, and Manufacturers providing research/data to grow clients’ awareness of clinical operations.

• Preferred thought partner for C-level decision-makers and R&D leaders to bring leading-edge, AI-powered medical devices to market from initial concept through to clinical trial, FDA approval, and go-to-market Class III devices. o Advised management on each stage of product development and launch to offer critical inputs that enabled the commercialization of new devices and pharma products across EU, Japan, China, and South Korea.

• Analyzed clients’ product portfolios, strategies, competitive developments, consumer insights, and regulatory landscapes to drive commercial planning, positioning, and pricing that generated 42% growth YoY (23% in California market). Spaulding Clinical Westbend, WI (Sales team downsized) July 2016 – February 2019 CRO specializes in Phase I clinical studies. Our Phase I focus means our clients get high-quality results fast. Director of Business Development

• Managed team of 9 Business Development Specialists that fostered and grew CO-level stakeholder relationships at prospective and existing West Coast accounts across UCSF, Genentech, BioMarin and Gilead.

• Exceeded sales forecasts by $3.8M to deliver $6.8M in year 1 revenue through increasing mutable RFIs from companies like RJ Reynolds, Sentier Pharma (biosimilars) and Gilead.

• Synthesized needs assessments, competitive intelligence, market research, and global industry trends to elicit market feedback on prospects’ needs and outline a growth plan within key geographies and segments.

• Upsold/cross-sold by understanding client requirements and objectives to optimize value propositions and CRO.

• Established standardized reporting and forecasting templates to improve the visibility of prospects by product and market and executed critical decisions for budget allocation and customer targeting.

• Produced marketing materials, social media campaigns, whitepapers, and other creative content to support deal wins. Veristat Boston, MA (Company moved sales to Boston – unable to relocate at time) March 2015 – July 2016 Clinical research organization that combines industry-leading expertise with unwavering commitment to scientific integrity. Business Development Director

• Managed national sales team of 4 to oversee client relationships and steer sales cycles from prospecting and lead generation to pitch, contract negotiation, and close, improving customer acquisition and securing contracts up to $33M.

• Managed client portfolio that generated $4.6M annually and surpassed sales targets of $1.5M within first 6 months.

• Closed $6.8M of revenue in 12 months; averaged 1.5 RFPs per week with 68% conversion rate for Phase II, III, IV services.

• Liaised with Biometric and Clinical teams to direct end-to-end sales cycle with new sponsors (specific sponsors/clients).

• Integrated consultative selling approach to evaluate existing strategies and provide recommendations aligned with KPIs. ADDITIONAL EXPERIENCE

Insite Vision Inc. Alameda, CA (Company Acquired) August 2013 – March 2015 Develops ophthalmic pharmaceutical products based on its DuraSite drug delivery technology. Global Clinical Lead

• Managed cross-functional medical and clinical workstreams in matrix environment and served as top representative for clinical development to present clinical trends, outcomes, and study closeouts.

• Allocated clinical, study, and program budgets of $12 annually.

• Selected investigational sites alongside Clinical Development and vendors; reviewed/refined Clinical Operations Plans. Medpoint Digital Chicago, IL (Company lost funding) July 2012 – June 2013 Partners with biopharma companies to deploy virtual meetings and advanced portals that produce unique value. Director of Global Business Development

• Built, managed, and developed client relationships with new and existing accounts generating $6.5M annually.

• Secured two global corporate sponsors that funded 20% of annual revenues and value engineered 80% of product line.

• Administered KPI dashboards, scorecards, and other performance metrics to leverage data-driven insights on existing studies, which identified underperforming areas, and minimized variances to budgets or timelines with 33% cost savings.

• Global Compliance Lead on first-in-class GCP-compliant e-clinical systems, including EDC, data management portals, virtual investigator meetings, issue escalation tool (CAPA) and SDV; lead escalation point for clinical study process. Global Clinical System Manager Biomarin Novato, CA January 2011 – May 2012 VP of Clinical Development Histostem Inc. Amstem, Korea; San Francisco, CA January 2004 – November 2010 KEY SKILLS

Revenue Strategy Relationship Management Key Account Management Contract Negotiation Sales Pipeline Development Customer Acquisition and Retention Proposal Development Budgeting and Forecasting Pre-clinical /CDMO/Lab services Competitive Analysis Customer Success Pre and Clinical Trial Development KPI Performance Management Sales Training and Development Clinical Regulatory Compliance Go-to-Market Strategy

EDUCATION AND CERTIFICATIONS

Doctor of Chiropractic Palmer College

Bachelor of Science, Biology University of Iowa

Post-Doctoral Internship (Forensic Medicine) State of CA and State Hospitals CERTIFICATIONS

California License Chiropractic, DC14507 State of California Teacher for Clinical Research (ICH-GCP) California Teach Certification Medical Examiner and Disability, Medical Evaluator Orange County, CA

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