Sales, Business Development, Client Services, Marketing

Alfred D. Koster

Yardley, PA *****

**********@*****.***

SUMMARY

Results-focused senior business development director consistently driving sales and new client development by applying innovative, value-selling and consultative skills in serving the biopharma, drug delivery, diagnostics, healthcare, CPG, patient advocacy, clinical trial and litigation support verticals

Extensive experience in sales prospecting, strategic account management, client service, marketing and product development encompassing global custom market research, SaaS, RWE/PRO analytics, payer/managed markets, behavioral economics, consulting, CI, HCP/EMR/IDN software, DEI, social analytics, knowledge management, linguistic, technology and service-based organizations

Advanced educational background in marketing applied to all sales facets in driving brand success

Excellent communication and interpersonal skills utilized in fostering new, multi-level relationships and exceptional customer satisfaction and loyalty

Savvy approach to identifying and orchestrating major BD opportunities satisfying enterprise-wide, cross- functional, franchise and brand-specific needs spanning the peri-launch commercial planning continuum PROFESSIONAL EXPERIENCE:

INSPIRE, INC – Arlington, VA 2022-2023 (5 months)

Company houses the largest repository of patient-created health content on the internet featuring 10 million annual visitors, 200+ disease specific communities and 3,000+ conditions. Authentic, engaged, diverse patient and caregiver voices are mined, linguistically analyzed and combined with primary research, PROM, and RWE/claims data to comprehend the holistic experience, journey and perspective throughout the commercial process – from clinical trial design to product development and marketing. VP, Client Solutions - Insights

Responsible for prospecting, new business development and strategic partnering with C-level, commercial, brand, insights, and patient advocacy teams (incl. DEI) in priority accounts

Orchestrated and resurrected sales at a priority account and key oncology brand

Re-authored capabilities presentations and proposals to align products with industry/audience lens

Identified and fostered alliances with industry consultants and “patient-centric” partners INSTAR (Division of PSL Group) 2021-2022

Provider of primary qualitative market research services delivered with a consultative, analytical lens to the pharmaceutical and biotech industries. Solutions leveraged tracking, testing, market value driver and chart study expertise, featuring ML-driven, spontaneous qualitative probing and behavioral science elements capturing respondent conviction.

Senior Consultant

2021 Achievers Club recipient (143% quota attainment) representing sales in all new accounts

Orchestrated global account strategy to attain preferred vendor status and generate initial sales for major pharma LatAm business unit

Served as relationship manager, strategic business partner and trusted advisor for key accounts STRATEGIC RESEARCH INSIGHTS (SRI) – Lawrenceville, NJ 2018-current Provider of primary qualitative and advanced quantitative custom market research, big data analytics, predictive modeling, payer/managed markets, and marketing consulting services to inform drug development, business development, commercial strategy and brand planning in life-science arena. Director, Business Development and Marketing

Responsible for new sales in assigned territory and key accounts, development and execution of all marketing materials and campaigns, conference orchestration, authoring of whitepapers, new channel media promotion, and building and training of a national sales team

Achieved $1 million 2019 annual quota in challenging house account, principal-driven landscape

Trained and directed new sales team on industry and competitive landscape, all products and business applications, company positioning, solution selling, tailored outreach messaging, strategic territory management, account prioritization, capabilities presentations and materials, proposal development, objection handling and CRM implementation and best practices

Instituted strategic marketing and business development plans, authored extensive library of innovative capabilities material spanning all therapeutics areas and business needs productizing and illuminating innovations and thought leadership

Researched, productized and launched new products (Behavioral Economics, Full-Service Rapid) BRUNO and RIDGWAY RESEARCH ASSOCIATES – Lawrenceville, NJ 2017-2018 Founded in 1970, provider of custom market research to the biopharma, medical devices, diagnostics, healthcare, litigation support and CPG sectors.

SVP Business Development and Marketing

Hunted, campaigned and generated business representing 140% increase in new and latent clients

Re-established preferred vendor status and revenue stream in multiple accounts

Transformed operation from “Sell and Do” to proactive outreach and in-bound marketing model

Instituted strategic marketing and business development plans; authored extensive library of content across verticals productizing and illuminating thought leadership

Orchestrated complete modernization of website; developed social, in-bound marketing strategies

Built network with alliance partners to accelerate business development and product innovation VERILOGUE (Acquired by Publicis) - Horsham, PA 2013-2017 Full responsibility for RevealMR product, an AWS-based insights and analytics platform for complex searching, meta-analysis and sharing of multi-media content across qualitative and quantitative projects to address business challenges, validate insights, inform brand strategy, maintain business continuity, galvanize agency creative, and enrich sales training. Director, REVEALMR

Directed team responsible for RevealMR new business development, client engagement/retention, marketing, project management and innovation/product development

Created and executed sales strategies, campaigns, webinars, product demos, promotional videos, pulse searches and thought leader presentations to generate new and renewal account revenue

Received 2015 Publicis Motivate Award (Achievement/Collaboration) as recognized by peers MEDIMIX INTERNATIONAL – Yardley, PA 2012-2013

Primary, syndicated and social market research supplier specializing in emerging markets. Complex studies focused on oncology, companion diagnostics/targeted therapies, auto-immune and diabetes. Associate Vice President – Business Development, North America

Exceeded annual quota ($1.2 million) encompassing 80% new account business

Sold and managed 23-country, emerging market NSCLC and companion diagnostic study GfK HEALTHCARE - Princeton, NJ 2011-2012

Global market research supplier encompassing traditional and virtual qualitative techniques, advanced custom and standard quantitative, syndicated, pulse, digital, social and ethnographic. Associate Vice President - Account Management

Resurrected AOR relationship and sales ($2.5 million) with Top 10 global pharmaceutical target ORC/GUIDELINE (acquired by infoGroup) - New York, NY 2006-2011 Integrated custom research and intelligence provider encompassing secondary research, primary custom, CI, product development Intelligence and KOL/expert network solutions. B2C and B2B studies addressed strategic planning, product development, BD/licensing, REMS, label comprehension, IP, FDA/legal, compliance, packaging, patient journey, satisfaction/loyalty, and claims substantiation. Senior Sales & Account Director - Pharmaceutical and Healthcare Practice National responsibility for sales and account management of new and existing clients

Eclipsed 2010 and 2009 annual quota of $1.1 million fulfilling multiple business unit objectives

Instrumental in planning and build of client base in newly formed oncology/biotech practice Director Client Solutions - Mid-Atlantic

Surpassed 2008 annual quota ($1 million) 70% primary custom market research, 85% new client

2007 Winners Club (143% of quota) – second in company history (since 1969) to exceed $1 million TARGETRx - Horsham, PA 2001-2006

Sales Manager - Key Accounts

2005 sales surpassed $4.2 million, representing 55% growth

2003 sales of$2.4 million to key target accounts including Merck, Pfizer and J &J

Closed $1.1 million in 2002 revenue, including 330% revenue growth with priority biotech MEDICAL MANAGER NORTHEAST (acquired by Healtheon/WebMD) - Plymouth Mtg, PA prior to 2001 Senior Account Manager

Orchestrated $4.2 million technology/clinical-based sale to enterprise-wide BC/BS network INTEGRATED MEDICAL MANAGEMENT - Malvern, PA

Regional Director, Sales & Business Development

Achieved 135% of annual sales quota representing $3.7 million contracted revenue EXECU-FLOW (acquired by Medic Computer Systems) - Edison, NJ Marketing & Internal Sales Director

Managed eight employees involved in market research, advertising, promotion and sales Associate Sales Director

#1 producer new sales revenue-1992

1990 Salesperson-of-the-Year – previously unexplored territory

#1 producer new sales revenue (1990 and 1991)

SMS (Shared Medical Systems) PHYSICIAN SERVICES - Fort Lee, NJ Installation Director, Regional Sales Representative EDUCATION:

Rutgers University, Graduate School of Management - New Brunswick, NJ MBA in MARKETING Ursinus College - Collegeville, PA BA in ECONOMICS REFERENCES:

Provided upon Request

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