Business Development Regional Sales

Daniel M. Waegner

O’Fallon, IL ***** – open to relo • Cell: 760-***-**** • *****@*****.***

Customer Sales & Business Development Leader

Regional Sales Management • Direct Regional Customer Sales • Key Account Management

Profile

Accomplished and experienced Business Development Leader with record of achievement improving financial performance of organizations in chemical and life sciences industries. Career advancement in a series of increasingly accountable leadership roles including Sr. Regional Sales Manager, Territory Sales Manager, and Sr. Manager Commercial Analytics. A proven manager, mentor, and effective steward of annual quotas of $150M.

Comprehensive experience in directing and improving core sales and marketing functions including sales cycle management (CRM), sales forecasting, account management, territory management, client relations, complex solution selling, tactical market planning, needs assessments, presentations, negotiations, and customer service.

Proficient in Microsoft Office, PowerBI, Sales Force - for Sales Performance and Profitability maximization.

Core Competencies

Complex Solution Selling • Consultative Sales • Account Management • Business Development • Client Relationship Management • Performance Management (KPI) • Personnel Management • Training & Development • Financial Forecasting • Process Improvement Leadership • Project Management • Excellence in Negotiations • Strategic Sourcing • CRM • Procurement • Operations Management

Professional Experience & Achievements

Thermo Fisher Scientific, Waltham, MA 1993 – 1998 2010 – 2013 2016 – 2023

Sr. Regional Sales Manager, Western Region – Global Chemicals Division 2016 – Feb 2023

Returned to West Regional Sales leader for the Global Chemical division responsible for continued growth for 30 states of approximately $150M annually. Led team of 6-8 senior technical sales professionals while serving as a trusted advisor and strategic partner to more than 300+ Distribution sales reps across the region. Provided leadership in sales planning / execution, performance management and reporting, region/territory structuring and forecasting, target account identification and development, pipeline management and team development, and channel partner (Distribution) relationship management.

Recognized as #1 US National Sales Leader, Western Regional Manager Award in 2021, 2020, 2018, and 2016

2022: Delivered 105% growth over prior year.

2021: Delivered 116% growth over prior year.

2020: Delivered 111% growth over prior year.

2019 – 2017: 105% vs PY 2019, 108% vs PY 2017, 107% vs PY 2016

Lead key strategic contract win examples:

oPolypeptide Group: $2M annually/ $10M estimated at 5yr term

oPhenomenex: $1.2M annually/ $4.8M target at 4yr term

oAeroJet-Rocketdyne: $3M Single Project Award recognized in 2022

Thermo Fisher Scientific, Waltham, MA

Territory Sales Manager - Global Chemicals Division 2013 – 2015

Spearheaded newly created MidWest region (MO, KS, IA, NE, OK) after returning to Global Chemicals in 2013. Established expanded relationships with approximately 25 individual Distribution Sales reps generating $10M+ annual Sales Revenue.

Took the lead in developing and growing key chemical accounts in industries including Pharmaceutical, Biotech, Industrial Manufacturing, Environmental Testing, Government R&D, and Academic Research.

Served as a trusted partner to key accounts that included Mallinckrodt Pharmaceuticals, Merck Animal Health, Zoetis/Pfizer, Integrated DNA Technologies, Thermo Fisher/ Remel, etc.

Year 2/ 2015: Delivered 108% growth over prior year – 4I ‘Integrity’ Award recognition for the Division.

Year 1/ 2014: Delivered 107% growth over prior year – 4I ‘Involvement’ Award recognition for the Division.

Daniel M. Waegner • 760-***-**** • *****@*****.*** Page 2 of 2

Life Technologies Corporation, Carlsbad, CA 2010 – 2013

A life sciences company and industry leader in consumable research products, genetic analysis, and applied sciences.

Sr. Manager Commercial Analytics

Liaised with Senior Leadership to ensure alignment and performance across the Commercial organization. Partnered with Sales leadership to ensure effective support, improve team collaboration, and increase operating efficiencies.

Directed 16 analysts tasked with increasing the productivity of more than 300 field-based sales professionals in areas that included customer relations and revenue generation through delivery of sales analytics and sales compensation support. Served as a strategic change agent and responsible for all annual territory and quota designs.

Effectively reduced overall territory alignment and quota process time. Implemented improved tools and new software to more effectively manage the territory alignment and quota process.

Increased service availability to global teams. Renegotiated global Compensation Software license agreement to deliver a 40% savings of more than $500K over an extended 3-year contract.

Improved Field Sales team performance by enhancing its mobility. Supported new iPad introduction program launch nationally with custom apps, automated catalogs, and streamlined CRM tools.

Enhanced team stability by cutting annual turnover rate from nearly 40% to 0. Hired new members, redefined roles and duties, and clarified career paths.

Thermo Fisher Scientific, Waltham, MA

Regional Sales Manager, Western Region – Global Chemicals Division 2007 – 2010

Drove continued revenue improvement for the Global Chemical division in a region spanning 22 states with $60M annually. Guided the efforts of 6 senior direct sales professionals while serving as a trusted advisor and strategic partner to more than 200 Distribution sales reps across the region.

Worked in close collaboration with staff in customer service, technical service, operations, marketing, finance, and Distribution to maximize productivity and improve the customer experience. Teamed with senior leadership from both the Global Chemical and Research Distribution channels on strategic initiatives, contracts/pricing, supply chain management, and team effectiveness.

Raised the performance bar for effective sales management by delivering consistently year over year.

o2009 – 108% to plan / target account performance 118% to plan

o2008 – 107% growth over prior year

o2007 – 108% growth over prior year

Positioned the sales force to significantly improve its productivity and efficiency. Spearheaded the implementation of the team’s first CRM tool, Saleslogix. Partnered with corporate system leader to customize the tool to the specific needs for this business. Drove delivery of all training for the team.

Improved channel partner relations while accelerating sales cycle time by more than 20%. Restructured pricing and contract processes to cut price quote response time from as long as 14 days to as little as 24 hours on routine requests and no longer than 5 days on more complex requests.

Territory Sales Manager – Global Chemicals Division 2000 – 2007

Supported all direct customer chemical sales in the territory and all collaborative efforts of more than 50 field Distribution sales reps spanning Southern CA, AZ and NM, generating $12M annual sales revenue. Partnered with management in Distribution, Sales and Manufacturing to proactively identify new product and market opportunities.

Took the lead in developing and growing key chemical accounts that included UCal, Scripps Research, Novartis, Amgen, Neurocrine Biosciences, Takeda, Quest Diagnostics, Illumina, and Bachem.

Delivered 111% to Plan / Target Account Performance 118% to Plan. Secured incremental new business by delivering custom chemical business at Bachem. President’s Council and Circle of Excellence Awards in 2006.

Career Note: Early career success with Fisher Scientific LLC, Pittsburg, PA as a Field Sales Representative (5yrs) and with Rigel Pharmaceuticals as a Purchasing Manager (2yrs).

Education

BS, Biology / Minor in Chemistry, Quincy University, Quincy, IL

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