Business Development Strategic Planning

Stephen M. Swanick

Drexel Hill, PA

610-***-**** linkedin.com/in/steveswanick *****************@*****.***

DIRECTOR, BUSINESS DEVELOPMENT / KEY ACCOUNTS

Sales and Key Account Management leader with more than 20 years of experience supporting medical device, precision medicine, and diagnostic testing sectors. Expertise includes strategic planning; increasing market share, revenue, and EBITDA; building relationships with KOLs and IDN stakeholders; identifying leveraging innovative healthcare market trends; building corporate partnerships; brand positioning; pricing strategies; and contract negotiation. Known for leading high-performance teams and identifying blue ocean strategies.

CORE COMPETENCIES

Executive Sales Leadership

Market Access

Strategic Planning

Nationwide Healthcare Network

Revenue Growth

Sales and Marketing

Major Account Penetration

Market Expansion

C-Level Presentations

KEY ACCOMPLISHMENTS

As co-founder of PeriRx, negotiated contracts with three (3) national distributors for cancer diagnostic LDTs, generating $500K in sales within first 90 days

After launch of first blood-based CRC screening test at Guardant Health, secured $5M in annual sales via contracts with six (6) major IDNs resulting in demand pull-through after CMS approval

Drove rapid adoption of 50 cancer screening tests by IDNs and other organizations representing high risk populations and generated $2M in revenue for GRAIL within first year (at least 3K units)

Charged with cross-selling for five (5) divisions to major regional players and recognized with 2005 Divisional Teamwork Award for contributing to 27% increase in YoY sales at St. Jude Medical

As one (1) of eight (8) directors, delivered 17% of sales that positioned GRAIL for reacquisition by Illumina for $8B in 2021

PROFESSIONAL EXPERIENCE

SMS Consulting, Philadelphia, PA 01/2023 – Present

Strategy and business development consultancy serving for-profit / non-profit organizations in the Northeast US.

Principal Consultant

Provided strategic planning, revenue generation, financial management, and asset creation advice to clients.

Atheneum Partners, NYC: Delivered expert insights to life sciences practice, including oncology genetic testing, market access strategies, population health, product launches, and revenue potential

St. John`s Hospice, Philadelphia: Provided strategic insights to enhance revenue generation as well as food preparation support for organization serving homeless men with 1.1 million meals annually

Thomas Jefferson Health System, Philadelphia: Advised on strategies to create inbound referral patterns to optimize lab equipment ROI

Guardant Health, Redwood City, CA 11/2021 – 01/2023

Innovative cancer detection biotech company with $557M in VC funding and revenue forecast of $720M in 2024.

Director, Health Systems & Partnerships Marketing

Provided commercial leadership to senior team (e.g., CEO, Market Access, Medical Affairs, Commercial Development, Brand Management, and Marketing) to define value proposition, messaging, and positioning for liquid biopsy tests for early cancer detection and supporting analytics for product line known as SHIELD. Designed / executed sales and marketing strategy to launch first blood test for colorectal cancer detection.

After launch of first blood-based CRC screening test, secured $5M in annual sales via contracts with six (6) major IDNs resulting in demand pull-through after CMS approval

Matrix-managed initial team of eight (8) senior key accounts directors (SKADs) and two (2) marketing managers, providing sales and marketing leadership, mentoring, sales education, and coaching

Served on team that recruited, interviewed, and hired four (4) additional SKADs and two (2) direct reports, assistant director (health systems marketing) and director (healthcare technology)

Created targeted campaigns for each integrated delivery network (IDN) and supported SKADs in engaging with top 200 IDNs and promoting adoption of SHIELD products

Promoted engagement with non-health system partners (e.g., employers, unions, and retail pharmacies) to expand cancer screening beyond point of care, including CVS, Walmart, and Walgreens

Analyzed sales data / market trends to forecast sales, optimize pricing, and identify growth prospects

GRAIL, Inc. (divested from Illumina in 2024), Menlo Park, CA 10/2020 – 11/2021

Pioneering cancer screening biotech company with $2B in VC funding and revenue forecast of $118M in 2024.

Director, Key Accounts (Health System Partnerships), Northeastern / Mid-Atlantic US

Recruited to provide market access and market development to promote adoption of testing process for screening asymptomatic patients for 50 types of cancer. Modified sales tactics in response to market feedback. Co-founded enterprise’s diversity, equity and inclusion initiative.

Drove rapid adoption of 50 cancer screening tests by IDNs and other organizations representing high risk populations and generated $1M in revenue within first year (at least 3K units)

Presented to C-Suite and Board of Directors at Thomas Jefferson Health System and secured $2M contract for groundbreaking product prior to FDA approval

Presented information to 60 prospects about an innovative product not yet covered by insurance, the first multi-cancer early detection (MCED) test (Galleri) that created 3-year $100M pipeline

Established relationships with 30 KOLs and facilitated creation of thought leader panels in six (6) major markets to support development of future product offerings, e.g., liquid biopsies

Provided sales leadership expertise on cross-functional customization and implementation team over 12 months that met weekly with Salesforce representatives

As one (1) of eight (8) directors, delivered 17% of sales that positioned GRAIL for reacquisition by Illumina for $8B in 2021

PeriRx, Inc., Philadelphia, PA 09/2010 – 09/2020

VC-backed biotech startup that developed and commercialized saliva-based test for oral squamous cell carcinoma.

Co-Founder and Senior Vice President, Sales and Operations

Partnered with Chief Medical Officer to found enterprise that developed, commercialized, and sold cancer diagnostic laboratory developed tests (LDTs) in the US. Provided visionary sales and management and financial leadership and strategic direction for all aspects of commercial operations, including sales and marketing, contract negotiation, and intellectual property agreements. Raised $10M in initial capital funding from BioAdvance and Ben Franklin Partners of Southeastern PA.

Negotiated contracts with three (3) national distributors for cancer diagnostic LDTs, generating $500K in sales within first 90 days

Recruited and managed relationships with 25 industry-leading key opinion leaders (KOLs)

Researched target market segments, created four (4) customer profiles, and developed targeted sales campaigns to attract each population

Partnered with 20 US research centers to support clinical trial design and enroll 500+ patients for insulin resistance, lung cancer, and oral cancer

Created / delivered commercial strategy training to 15 direct and ~1K distributor sales reps

Drove creation of online sales vehicles to facilitate $250K in sales from physicians and dentists

Built team of 20 (e.g., attorneys, physicians, scientists, sales, marketing) and contracted with ~20 clinical trial sites

St. Jude Medical (now owned by Abbott Medical), Minnetonka, MN 01/2003 – 09/2010

Publicly traded leader in atrial fibrillation, heart failure, structural heart, and vascular closure devices.

Cardiovascular Account Manager

Marketed suite of six (6) types of cardiovascular surgical devices across five (5) states (DE, MD, NJ, PA, WVA) and generated $4M in annual sales. Established, negotiated, and managed relationships with C-level executives at 25 major regional and teaching hospitals.

Collaborated with two (2) IDNs after 2005 acquisition of Velocimed to refine processes for use of Proxis Embolic Protection Device and secured FDA approval in 2007

Increased and sustained market share with 12 key accounts from 5% to 90% within three (3) years

Served as region’s liaison with product development and provided VoC insights that led to launch of two (2) interventional devices for carotid surgery in 2004

Provided subject matter expertise as member of President’s Advisory Council and via delivery of field sales and product onboarding / training to 20+ management and account reps

Charged with cross-selling for five (5) divisions to major regional players and recognized with 2005 Divisional Teamwork Award for contributing to 27% increase in YoY sales

Delivered exceptional sales over nine (9) consecutive years, including Winner’s Circle (2003 – 2006), 2006 President’s Club, and #1 ranking out of 120 reps for US Embolic Protection sales (2007 – 2009)

EARLY CAREER

Peripheral and Cardiovascular Account Manager, Guidant Corporation, Philadelphia, PA

EDUCATION

Master of Science in Dynamics of Organization, University of Pennsylvania, Philadelphia, PA

International Business Study Abroad: spent seven (7) months at University of Nice, France; University of Cologne, Germany; and University of Hong Kong, Hong Kong.

Bachelor of Science in Business, St. Joseph’s University, Philadelphia, PA

PROFESSIONAL DEVELOPMENT

Wharton School: Strategic Alliances, Leadership Development Sales Training: Sandler (Major Accounts), High Impact Sales Leadership, Richardson Sales Performance, Korn Ferry Value Selling, Spin Selling, Brian Tracy 21st Century Elite Sales, Barco Holographic Sales

PROFESSIONAL ORGANIZATIONS

Irish American Business Chamber & Network

TECHNICAL SKILLS

CRM: Salesforce, Greentree, KEAP; Microsoft Office: Word, Excel, PowerPoint; Google Suite; Enterprise Software: Microsoft SharePoint, SAP Concur; EMR: Epic, Oracle Cerner

VOLUNTEER and COMMUNITY

Knights of Columbus, Ave Maria Council 4063

St. Bernadette of Lourdes: Martha and Joseph Committee, Eucharistic Minister, CYO Sports Volunteer

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