Sales Manager

Shawn W. Bates

*** **** ******** ****., ******** Northeast, SC 29229 (45 min to Charlotte Intl Airport)

+1-803-***-**** ***********@*****.***

PROFESSIONAL EXPERIENCE

Vice President, Global Marketing & Sales Business Development PSI 3/19 – Pres (1)

Global Commercial Multichannel, Medical Affairs, and Patient Support Development for Biotech, Medtech, and Pharma Markets

Company: A multi-million-dollar Multichannel Medical Affairs, Sales, Marketing, Market Access, and Patient Engagement Support company specializing in the strategic and tactical pre and post commercialization of molecules and products in the Biotech, Medtech, and Pharmaceutical Spaces.

Responsibilities: Global P&L leadership for all Marketing, Sales, Business Development, and Program Management Operations for the company including 1 Business Development Director, 1 Sales Director, 1 Client Services Director, 3 Program Directors (Medical Affairs, Patient Engagement, Commercialization), 1 Marketing Director, and a 150-200 contract medical and sales personnel operation. Spearheaded each client companies' program design and development for strategic short and long-term Medical Affairs, Patient Engagement, and Commercialization plans and established pre-launch and post-launch expansion strategies and tactics.

Highlights:

1) Increased annual contracted revenue by over 150% (+$19M) in a 12-month period through the creation of 3 new distinct brands and their associated services - PSI Biotech, PSI Medical, PSI BioPharma - for clients in the pre-launch, launch, and post-launch phases. Expanded PSI’s primary client portfolio to include 8 new biotech companies and 5 new medtech companies for the global commercialization of several phase II and phase IV products.

2) Developed, implemented, and sourced the creation of PSI’s 3 core services within the first 4 months repositioning the company as a “first choice” for start-up companies and our collaborative BD partners for early development phase biotech and medtech companies.

3) Developed and led the company’s global marketing and business development strategy resulting in new market penetration into the biotech and medtech markets, providing an increase in sales of 38% and general brand awareness. The strategy created lead generation and incorporated global and U.S. collaborative partnerships with Investment Banking Firms, Venture Capitalists, Private Equity Firms, Consulting Groups, CROs, and Venture Catalyst University and Non-profit Foundations (e.g. Basel.Swiss, UC Davis, Johns Hopkins, NPCF, Crosstree, and more). Banking and investment collaborations involved valuation “upgrades” for early development companies.

4) Generated greater than 300 Million in sales revenue for PSI’s clients to date. Led the development and tactical implementation for more than 20 client’s - global and U.S. - medical affairs, patient engagement, and commercial channel (sales, marketing, market access, and advocacy) strategies in 15 distinct therapeutic areas exceeding customer expectations with an average satisfaction score of 96/100 and an average ROI of 8/1.

5) Directed the implementation of all programs, globally scaling each organization’s medical affairs and commercial channels, delivering successful product launches for 7 medtech and biotech products/molecules in the US, UK, EU, Canada, and Japan. This involved the creation of a Value Based Healthcare (VBH) value proposition, a regulatory approval process, market access, a sales and medical affairs channel structure, KOL development, CME deployment, and a digital marketing mix specific to each country.

Global Head of Marketing & Sales Business Development Awen International 2/14 – 3/19 (5)

Commercialization Strategy Development in the Biotech and Medtech Sectors

Company: A multi-million-dollar full-service life sciences development firm supporting pre and post commercialization strategy development, organizational builds, portfolio expansions, valuation enhancement and emerging business opportunities for the Rare Disease, Immunology, Oncology, Hematology, Orphan Drug, Neuroscience, and Precision Diagnostics marketspaces. Clients included Biotech and Medtech start-ups companies, Investment Banking Firms, and Venture Capitalists.

Responsibilities: Global P&L leadership for all Marketing, Sales, and Business Development Operations; including Lead Business Development Director, Lead Consulting Expert, and Client Services. Managing 16 personnel - 2 Sales Management teams, the Marketing Management team, and the Sales Operations team. Developed and copyrighted intellectual property. Provided expertise to Valuation Committees. Spearheaded client companies' vision, global strategic short and long-term pre and post commercialization strategies, trade industry relations strategies (KOL, CE, and Research), organization functional area builds, and established pre-launch and expansion commercial strategies (e.g. direct, remote, distribution sales; marketing; market access; KOL development; and advocacy).

Highlights:

1) Built and scaled the organization’s multichannel marketing and sales strategy and plans that increased sales by over 330% in a 4 year period. Established over 20 new clients. Generated over $28.1M in total revenues. --2) Designed and implemented multichannel marketing and sales strategies, CRM functionality, playbooks for sales-marketing promotion tactics/tools, medical affairs strategies, market access strategies, and thought leader management programs for over 20 companies. --3) Designed organizational builds for product medical affairs, patient support, and commercialization. Developed VBH value propositions, regulatory and market access, digital marketing mixes, sales, medical affairs, patient engagement, thought leader management, sales operations, and KAM leadership structures for 19 companies globally including the UK, EU, Australia, Japan, South Korea, New Zealand, Middle East, Canada, South and Central America. --4) Assisted over 30 clients in developing MSL and branded thought leader management programs totaling over 200 KOL/Thought Leaders.

Regional Business Director (East) BioTelemetry, BioTel Research 7/13 - 2/14 (.8)

Oncology, Rare Disease, and Neuro Business Development, Sales, KOL/TL Management, and Clinical Research Precision Diagnostics

Company: Provider of Rare Disease, Oncology, Immunology, Cardiology, Hematology, and Neurology clinical research services through the use of precision diagnostic medical devices and equipment.

Responsibility: P&L leadership for 4 Sales Managers, 1 Clinical Specialist, 1 KOL/TLL Manager, and 1 Business Development Manager (26 total personnel) - Each Sales Manager led 6 account managers in sales to Hospital IDNs, Hospital O.R.s, Universities; Researchers; Hospital & University C- Suite Executives; various Oncology, Rare Disease, Neuroscience, and Cardiology Specialists. Partnered with large IDNs to establish health outcomes and clinical research. (Position eliminated due to company merger with MedNet)

Results: 1) Region generated over $20M in a 6 month period. --2) Achieved annual quota of 103%. --3) Improved regional ranking from #4 to #1 in six months. --4) Established 11 KOLs in 6 months. --5) Led the team establishing a talent ID program for the sales function.

--6) Developed a Value Based Healthcare (VBH) value proposition, pioneering the utilization of hospital university clinical research contracts to create a source for health outcomes data collection to be packaged as an additional source of revenue for the company.

Regional Director (East and Midwest) Dentsply Sirona 1/10 – 6/13 (3.7)

Oncology Wound Care and Implant Facial Reconstruction Sales, KOL/TL Business Development, CME & Research Contracting

Company: World’s Largest Cranial Oral Maxillofacial & Orthopedic Surgical Implants, Wound Care, Device, Equipment, and Surgical Services manufacturer in the world operating in the Oncology and Wound Care market spaces utilizing Direct Sales, Inside Sales, Distribution, and KOL/TL Sales & Marketing Channels.

Responsibility: P&L leadership for a small scale business unit of 45 personnel staffed with 4 Direct Sales Managers, 1 Key Account Manager, 1 Marketing KOL/TLL Manager, and Distribution partners – Each DSM managed 8 Clinical Specialists, and 2 Implant Specialists in the sale of Surgical Implants, Wound Care Bone & Tissue Transplants, and Surgical Equipment in Ambulatory Care Centers, Hospital OR’s, IDNs, Universities, Government, and Key Accounts to Oral Maxillofacial Surgeons, Trauma Surgical Teams, and Orthopedists. Strategic Business Development / Partnerships for Industry KOL/Thought Leaders in Surgical Practice Development, Industry Trade Group Clinical Education and Research Programs, Medical University Education and Research, and Government Affairs related Advocacy Development.

Highlights: 1) Handpicked for start-up and scaling of the Implants and Wound Care division. --2) Consistently ranked in the Top 2 of the nation with an average annual quota performance of 103% over a 4 year period. --3) Ranked #1 nationally for total portfolio and product launch portfolios. --4) Hired, recruited, and mentored 7 of the top ten sales managers. --5) Established +50 KOL/Thought Leaders. --6) Worked across company divisions to create a ONE Dentsply strategic contracting program leveraging over 200 products growing sales revenue 300% in key accounts across the division.

Lilly Innovation Council Lilly BioMedicine 5/03-11/09 (8.7)

6 Sigma Black Belt and Leadership Innovation Champion

Company: The 7th largest biotech company in the world specializing in the pathologies of Oncology and Neuroscience.

Responsibility: A cross-functional 6 sigma innovation & leadership champion responsible for the operational excellence of multiple functional areas (sales, HR, marketing, operations, IT, T&D, regulatory & compliance) and the development of the below programs.

Highlights: 1) Championed Value Driven Sales & Marketing Models: Value based selling model, Value based customer segmentation model, and SOM & customer belief correlation model. --2) Enhanced Marketing and Sales Force Performance Metrics: Qualitative customer value metric (CVM), Sales force SOM metric, Sales reporting tool (SRT). --3) Maximized Cross Functional Coordination: Marketing & sales product brand value proposition development teams, B2B state action teams, Sales and Market Access competency model creation, Competency assessment & development tools, CE field training program, Account & territory management training, and Payer market training. --4) Defined Business Development Planning: CRM development, State account and patient flow mapping.

Oncology Regional Sales Manager Lilly BioMedicine 8/07 -11/09 (1.6)

Oncology Key Account Sales and KOL/Thought Leader Development

Responsibilities: Managed 12 direct and indirect sales representatives in sales of Oncology medications to Hospital IDNs, Key Accounts, Universities, KOLs/Thought Leaders, and Specialty Physicians. Implemented regional strategic partnerships with industry trade organizations for CME and advocacy campaigns.

Highlights: 1) Handpicked for recruiting and interviewing 100’s of candidates for multiple division expansions. --2) 1x President's Club Award Winner. --3) Ranked #3 Region in National Sales Force in 2009 (out of 86) and ranked #6 Region in National Sales Force in 2008. ---4) Achieved average annual quota of 114%. 5) Hired 2 and trained 4 President's Club Winners.

Neuroscience Regional Sales Manager Lilly BioMedicine 12/05 - 8/07 (1.9)

Neuroscience Key Account Sales and KOL/Thought Leader Development

Responsibilities: Managed 24 direct and indirect sales representatives in sales of Neuroscience CNS and PNS medications to Hospital IDNs, Key Accounts, Universities, KOLs/Thought Leaders, and Specialty Physicians. Implemented regional strategic partnerships with industry trade organizations for CME and advocacy campaigns.

Highlights: 1) Handpicked for recruiting and interviewing 100’s of candidates for multiple division expansions. --2) Handpicked for management in the startup of the Neuroscience Account Based Division. --3) 1x President's Club Award Winner. --4) Ranked #1 Region in National Sales Force in 2006 (out of 138). --5) Consistently ranked in top 10-15% of National Sales Force. --6) Achieved average annual quota of 106%. --7) Hired 7 President's Club Winners across the division. --8) Hired 2 National Rookie of the Year Award Winners.

Oncology Marketing Brand Manager Lilly BioMedicine 12/03 - 12/05 (2)

Oncology Product, KOL/Thought Leader, Market Access, and Therapeutic Market Development

Responsibilities: Drove product development and market expansion for Gemzar. Responsible for Product Brand Marketing Strategy, Planning, Marketing Mix Implementation, Program Evaluation, Online Presence, Industry Relations, KOL, and Advocacy Campaign Management. Provided Clinical Education, KOL Development, Product Revenue Forecasting and Budgets. Established local and federal Payer Assistance Programs for Oncology.

Highlights: 1) Grew the Gemzar Brand by 42% globally exceeding forecasts 2 years consecutively. --2) Recruited trained and collected regular insights of over 45 National KOLs/TLLs growing the therapeutic marketplace and brand awareness. --3) Assisted in the CME content development of over 300 national KOL/TL Oncology CME programs.

Senior Key Account Manager Lilly BioMedicine 5/01 - 12/03 (2.6)

Oncology and Neuroscience Market Access, Sales, and KOL/Thought Leader Development

Responsibilities: KAM for the Lilly Oncology and Neuroscience product portfolio and the market access of Federal Government, State & Private Hospital IDNs, National Distributors, and Medical University Account Contracts. Delivered Value Based Healthcare (VBH) messaging to payers. Implemented strategic partnerships with industry trade organizations for CME and advocacy campaigns. Team Lead for the SC, NC, GA Government Affairs and Advocacy Support Team.

Highlights: 1) Ranked #1 in Market Access / Sales Force in 2003 (1 out of 56). --2) Improved territory ranking from #23 to #1. --3) Achieved average annual quota of 110%. --4) Rookie of the Year Award Winner.

NON-PROFIT BOARD & ADVISORY EXPERIENCE

The below foundations serve as substantial platforms for business development, KOL/thought leader engagement, patient engagement & advocacy, and research in the oncology, rare disease, and medtech market spaces.

Advisory Research and Programs Committee Member National Pediatric Cancer Foundation

Company: The NPCF is a national research foundation focused on the development of molecules for pediatric cancer. The organization currently has 26 molecules in development spanning substantial collaborations with academic research institutions and KOLs (e.g. Johns Hopkins, Duke, Cleveland Clinic, Moffitt, UNC, University of Florida, Nationwide’s Children, Vanderbilt, Levine).

Board Advisory Member Cancer Research Institute

Company: The CRI is an international research organization, founded in 1953, with the legacy that built the field of cancer research in tumor immunology. The organization provides international funding for academic investigators carrying out new immunotherapy research against cancer and diseases associated with the immune system, including AIDS, diabetes, MS, RA, and other immune system disorders in collaboration with 43 academic research sites and KOLs globally including the U.S., Europe, Canada, and Australia.

Council Member – Oncology, Rare Disease, and Medtech Commercialization Expert GLG & AlphaSights

Company: GLG and AlphaSights are the world’s leading professional services firms providing business development platforms that connect decision-makers at major corporations (CEOs, CFOs, COOs, CMOs, CCOs), investment bankers, private equity investors, venture capitalists, strategy consultancies, non-profits, and Boards of directors to the foremost subject matter specialists in various sectors.

MILITARY LEADERSHIP EXPERIENCE

Department Of Defense - United States Army – Captain 6/96 – 7/04

Business Unit Leader (HHC Company Commander) - Leadership of a $4M organization containing: 7 Directors, 16 Senior Managers, and 92 Total Personnel. Responsible for the Vision, Guidance, Leader Development, Training, HR, Logistics, Maintenance, and Security.

Head of Protocol & Public Relations (Major General’s Aide de Camp) - Leadership of a Protocol and PR staff organization including: 2 Directors, 4 Senior Managers, and 17 Total Personnel. Responsible for all Protocol and PR planning, operations, and coordination. Coordination regularly involved multiple high-profile state government, federal government, and community organizations. SPECIAL NOTE: This is a position normally occupied by a senior officer with over 10 years of field experience.

Head of Operations & Training (Battalion S-3 Operations & Training Officer) - Leadership for the Operations and Training Department for a 602 personnel organization containing: 3 Senior Managers and 24 Total Personnel. Responsible for the planning, resourcing, analysis, executive presentation, and coordination of complex multi-level organizational training; long range operations; and short-range operations. SPECIAL NOTE: This is a position normally held by a senior officer with over 15 years of field experience.

Chief Operating Officer (Executive Officer) - Leadership for a $40M organization containing: 4 Directors of Field Operations, 2 Senior Managers, and 53 Total Personnel. Responsible for all organizational departments & systems: personnel records management; leader development, training management; logistics management; security management; deployment; and a $2.8M annual budget.

Director of Operations (Platoon Leader) - Leadership for a $12M organization containing: 5 Senior Managers and 16 Total Personnel. Responsible for all unit operations and systems: Plan development & execution; leader and personnel development; training; maintenance; and deployment; and an operational budget of $1M.

EDUCATION

Bachelor of Science in Electrical & Computer Engineering The Citadel, Military College of SC, 1996

GPA: 3.4 - Honors Program - Tau Beta PI Engineering Honor Society Member

US Army Distinguished Military Graduate (Ranked in top 5% Nationally)

Training / Certifications / Accreditations

LEADERSHIP

Basic, Experiential, and Specialized Leadership, Leader Development Coach, Instructor for Leadership Climate Assessment & Feedback (360), Situational Leadership (I&II), Instructor for Leadership Training Evaluators, Team Building Skills, Coaching Effectiveness

SIX SIGMA

Six Sigma Champion Leadership, Six Sigma Black Belt, Lean Six Sigma Management, Six Sigma Kaizen Management

SALES

Sales Leadership & Management, Practical Sales Management (I, II, III), Manager Sales Coaching, Sales Trainer, SPIN Selling, Professional Selling Skills (PSS), Key Account Development & Management

HR

HR Management, Employment Law, Instructor for Organizational Ethics, Resilience Coach for Dynamic Environments, Insights (I&II) Trainer, Crucial Conversations, Emotional Intelligence (EQ) Trainer Certification, Targeted Selection, Sexual Assault/Harassment Prevention and Response Management

SALES OPS

Business Analysis, Project Management

TRAINING

T&D Train the Trainer, Training Development/Management/Evaluator

PUBLIC AFFAIRS

Protocol & Public Relations

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