Sales Executive Leader

MARC KARLOFF

Marlborough, MA *****

617-***-**** ●*********@*****.*** ● linkedin.com/in/marc-karloff-9025782

SALES EXECUTIVE - BIOSCIENCES

Energetic, customer-focused, and relationship-oriented sales leader with successful experience in the Biosciences Industry. Demonstrated ability in providing customer-facing leadership, developing long-term strategic plans, and positioning businesses towards sustainable growth. Builds cross-functional and multi-level partnerships to accomplish organizational goals.

●Project Management

●Interpersonal Skills

●Salesforce.com proficiency/Tools

●Strategic Planning

●Forecasting and Analytics

●Client Retention

●Established a dynamic team environment.

●Develop new relationships to drive revenue (Key Opinion Leaders)

●Finance/Budgeting

●Team Leadership

●Cross functional teams

●Distributor relationships

Inside Sales Experience

PROFESSIONAL EXPERIENCE

Quanterix - The Science of Precision Health

Director Academic and Government Sales, Americas 07/2022-10/2024 Billerica, Mass

●Responsible for managing and leading a team of 7 BDM professionals. The team’s focus is on selling Biomarker solutions including assays and instruments for research (RUO) and Dx market (Lucent).

●Report directly to the VP of Sales.

●Managed the forecasting for the NA Academic sales team.

●Exceeded AOP 2022’,2023’ and Q2 2024.

●Currently H1 2024’ over AOP by 113% and forecasting to exceed yearly AOP.

●Academic team represents $50M/yr.- (Assays, Capital Equipment and Services)

●Managed the LATAM distributor relationship.

●Manage and coach the team to position them to succeed as a BDM and future career positions.

●Hire and manage recent sales professionals while monitoring and upgrading territories and talent

●Ensure full compliance, transparency, and effectiveness by utilizing the tools at Quanterix (SFDC CRM, One Drive, Microsoft Outlook, Outreach, Xactly, Clari).

●Manage and drive both bookings and revenue utilizing Oneteam calls, weekly 1.1 pipeline calls and weekly team calls. Report weekly forecast to the VP. Sales.

IDEXX BioAnalytics-Customized Testing Solutions and Global Expertise in Research Testing Services

Eastern Sales Manager 02/2022-07/2022 Westbrook, ME

●Managed a team of six sales professionals responsible for identifying new clinics and Veterinary Hospitals to utilize IDEXX solutions and Services.

●Achieved AOP for the first two quarters of 2022’.

●Provided forecasting to Sr. Management while driving a healthy SFDC pipeline.

●Collaborated with the Key Strategic Manager to identify KOL’s.

Canopy Biosciences (Lost Funding, Pandemic)

Senior Global Director, Sales 2020-2021

Canopy Biosciences is a global provider of research tools and services for genomics, transcriptomics, proteomics (including Chip-Cytometry) and personalized Medicine.

●Responsible for managing and leading 9 BDM's and FAS's, globally.

●Responsible for exceeding growth and revenue targets.

●Hire and manage new sales professionals while maintaining current talent.

●Provide for senior management sales forecasts, gap plans and overview of pipeline management strategies and tactics.

●Increased CRM opportunities by five times while working closely with each team member (1 on one and customer travel.)

●Drove CRM compliance to 100% by creating and implementing new KPI's while providing coaching.

MilliporeSigma (Prev. Sigma-Aldrich)

MilliporeSigma offers chemicals and Life Science solutions for all applications, laboratory, industrial, bioscience, biopharma, food, cosmetic, clinical, and pharmaceutical.

Regional Sales Director, Pharma/Biotech, Northeast Region 2013-2019 Burlington, MA

●Responsible for 2 Northeast regions with over $40M in revenue and exceeding revenue targets.

●Lead and managed eight sales professionals in the Pharma, Biotech and CRO space.

●Exceeded revenue targets on a consistent basis at an (80% clip).

●Recognized and awarded “region of the year” two years in a row by exceeding targets > 10%.

●Successfully integrated two sales teams due to an acquisition (MilliporeSigma) by incorporating team building activities, discussions on “change,” open communication and facilitating cross -training initiatives.

●Spearhead multiple global process improvement initiatives resulting in the streamlining of global requests and delivering a better product to the customer. Example-Initiated the revising of the RFP process which streamlined the process and allowed MS to win a higher percentage of RFP bid requests by 10-15%.

●Provided Senior Management with sales forecasts, gap plans and an overview of SFDC pipeline.

●Increased the volume of CRM opportunities by three times by working closely with each account manager (1.1 calls).

●Recruited and developed key talent and facilitated their promotion within the MilliporeSigma corporation, thus maintaining an elevated level of motivation and reducing retention risks.

Regional Sales Manager, Life Science Specialist Team 2003-2013

●LS Team Executed technical sales and supported high volume/revenue accounts, specializing in automation and advanced support, throughout North America by developing strategic relationships with key stakeholders and creating a positive customer experience.

●Implemented several Life Science performance metrics and processes for maximizing success. I.E- Implemented a performance calculator tool.

●Mentored and coached team members on sales execution strategies, pipeline management, account planning, presentation skills, closing skills, and time management.

PerkinElmer Life Science (Prev. NEN Life Sciences, Prev. E. I. DuPont)

PerkinElmer, Inc. is a global leader committed to innovating for a healthier world and helping solve critical issues impacting the diagnostics, discovery, and analytical solutions markets.

Regional Sales Manager Northeast 2001-2003 Boston, MA

●Oversaw sales activities of a $35M region covering Pharmaceutical, Academic and Government accounts.

●Provided strong leadership, communication, and clear expectations which drove the team to exceed sales targets.

●Directed a team of ten sales representatives and an instrument specialist in the New England region.

●Represented Life Science segments for diverse business units (HTS, Proteomics, and Research).

●Managed both capital equipment and reagent account managers.

Sr. Global Marketing Manager 1998-2001

●Successfully managed the reagent product line ($100M of business) for research customers within Pharmaceuticals, Biotechnology, and Academic/Hospitals.

●Developed and drove strategic OEM partners.

●Expanded product portfolio, including product launch and marketing, etc.

●Managed two product managers (1 -US/NA and one in Europe).

Sr. Account Manager 1989-1998

●Ranked in top 10% of Sales Force.

EDUCATION

Northeastern University, Boston, Massachusetts-B.S. Business/Marketing

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