Business Development Commercial Manager

THOMAS ANTHONY BECK

**** **** *. ******** ****, Raleigh, NC 27612 919-***-**** ********@*****.***

SUMMARY EDUCATION

Dynamic, motivated commercial manager with a 24+ year record of achievement and demonstrated success driving growth and managing people while generating revenue in highly competitive markets. Adept at increasing profit margins while maintaining customer rapport. Tenacious in building new business, securing customer loyalty, forging strong relationships with business partners, and establishing team alliance.

Pennsylvania State University

University Park, Pennsylvania

Bachelor of Science (1996)

KEY SKILLS

EXPERIENCE • CUSTOMER FOCUSED

National Manager, Centrifugation Specialists

Thermo Fisher Scientific, Raleigh, NC January 2015 – November 2024 PRESENTATIONS

Managed team of nine product specialists for the United States and supporting Canada. Develop and coach team to drive growth in the centrifugation business with sales generalists and channel partners. Work with the business unit to prioritize inventory and assist with promotions as well as marketing. Managed development of vaccine production business for the Americas and helped promote four members of team for

• SOLUTION SELLING

STRATEGIES

• ORGANIZATION LEADERSHIP

• SALESFORCE.COM /

management roles.

CRM UTILIZATION

National Manager, BioProduction Specialists

Thermo Fisher Scientific, Raleigh, NC January 2013 – January 2015 Managed team of six specialists supporting bioproduction throughout North America. Coached team on managing without authority tactics for sales generalists as well as promoting teamwork and making connections with other divisions within the organization. Worked with business unit and supply chain regarding commercial results, support, and actions needed. Maintained responsibilities for role of Industrial Centrifugation Manager and worked as business development director for vaccine production customers regarding purification, separation, and scale-up stages. Helped to develop three members of team to management positions in various roles while in the position.

• SALES PROMOTION

GENERATION

• TERRITORY GROWTH /

DEVELOPMENT

• COMMERCIAL MANAGEMENT

• CUSTOMER NEEDS

ASSESSMENT

• GO-TO-MARKET STRATEGIES /

Industrial Centrifugation Business Development Manager Thermo Fisher Scientific, Raleigh, NC July 2010 – January 2013 Acted as business manager for vaccine production equipment covering the Americas which included international responsibilities to manufacturing sites in Germany and Japan. Worked with engineering teams from large pharmaceutical companies to create upstream and downstream purification systems required for vaccine production. Attended FAT’s, SAT’s, and engineering test runs to optimize processes and ensure acceptance. Supported team of nine specialists regarding production centrifuges and assisted the business unit with supply chain as well as forecasting for the Americas.

TACTICS

• TEAM BUILDING

• SALES COACHING

• CHANNEL SUPPORT

• MICROSOFT WORD / EXCEL

• TALENT DEVELOPMENT

• POWERPOINT SKILLS

• TEAM DEVELOPMENT

• MENTORING EXPERIENCE

Centrifugation Specialist

AWARDS

• SALES MASTERS CLUB

2014, 2015, 2016, 2017, 2022

• PRESIDENT’S CLUB

2000, 2001, 2002, 2003, 2014,

2015, 2016, 2017

• LED NA LARGEST CFG ORDER

2010 - $6.9 MILLION

• LED NA 2ND LARGEST CFG

ORDER 2012 - $5.8 MILLION

• GOLD AWARD

2010, 2012

• GOLD AWARD

(TOP NA PERFORMER)

2009 - 151%

• GROWTH AWARD

(TOP NA SALES GROWTH)

2009 - 59% GROWTH

• SILVER AWARD

2007 - 108%

• GROWTH AWARD

2000, 2001, 2002, 2003

• FIELD ADVISORY COMMITTEE

2000, 2001, 2002, 2003

• AOP BOOKINGS ATTAINMENT

1999, 2000, 2001, 2002, 2003,

2004, 2006, 2007, 2008, 2010,

2011, 2012, 2013, 2014, 2015,

2016, 2017, 2018, 2020, 2021,

2022

Thermo Fisher Scientific, Raleigh, NC August 2005 – June 2010 Worked with sales team for the Southeastern United States (NC, SC, GA, & FL) focusing on sample separation products. Coached sales team to focus on selling systems to fit customers’ needs, flexibly adapt sales tactics as well as presentations to match individual sales cycle, chain of command, decision-making processes and need for relationship building. Developed sales strategies and product positioning for dynamic market. Senior Account Manager

Thermo Fisher Scientific, Raleigh, NC 1998 – August 2005 Kendro was a leading manufacturer of laboratory research products for sample preparation and storage with over 1,600 employees and revenues exceeding $400 million; acquired by Thermo Electron in 2005. Conducted sales and business development functions including new product rollouts, key account management, customer relationship development, contract negotiations, marketing newsletters, and order fulfillment for academic, biotech, pharmaceutical, government, and industrial customers located throughout southern Virginia, North Carolina, and South Carolina. Designed, negotiated, and adjusted various sales proposals for sample preparation and storage instruments with a focus on customer satisfaction and retainment.

Sales Representative

Thermo Fisher Scientific, Newtown, CT 1997 – 1998

Sorvall was one of the original innovators to manufacture centrifuges, and they were founded in 1948 by Dr. Ivan Sorvall. They were acquired by DuPont in 1996.

Worked developmental territory to promote centrifugation products in the Mid-Atlantic Region. This involved cold-calling, product promotion, quote generation, and centrifuge demonstrations. Received “Fast Start Award” for quickest ever to grow territory by $1M and promoted to account manager in less than one year.

PROFESSIONAL DEVELOPMENT COURSES

Dale Carnegie Sales Training

Karass Negotiations

Persuasive Communications

Clarke Sales Leadership

cGMP Training- Vaccine Production

IBS Professional Training Academy

Vaccine Development and Manufacturing

Miller Heiman Sales Training

Richardson Consultative Selling Skills

REFERENCES AVAILABLE UPON REQUEST

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