Award-Winning Global Sales Executive and BD Leader

Anthony H. Perfetto

**** **** ****** *****, *********, Maryland 21704

Emai: *************@*****.*** Mobile: 410-***-****

Director of Business Development

Award Winning Sales Executive Exceeds Goals By 148% With 25+ Years’ Experience: Award winning global sales executive with 25+ Years’ experience, consistently exceeds goals by 148% in alignment with strategic objectives driving global expansion for CROs, clinical laboratories in pharmaceutical, medical devices and biotechnology industries.

Develops Innovative Business Models and Market Penetration Strategies: Develops and introduces partnering models, new business models accompanied by market differentiation strategies to successfully penetrate and cultivated a loyal customer base with a certified reputation for excellence in fostering lasting partnerships with clients in the C-Suite.

Collaborates Cross Functionally for Growth: Collaborates cross-functionally with C-Suite clients, corporate leadership, clinical teams and project managers to negotiate clinical trial and corporate services customized to client while maximizing revenues and customer satisfaction.

Recognized Industry Expert with Proven Track Record: Proven track record in Bio-Analytical, Safety, quality control and raw material testing demonstrated by repeated #1 corporate rankings and quota-surpassing performance.

Builds and Leads High Performance Sales Teams: Builds and coaches global high performing teams combined of onshore and offshore, in Europe and Asia-Pacific, leveraging an integrated matrix to win $3.0M+ in new business.

Awards: Salesperson of the Year (2004, ESOTERIX); Circle of Excellence Award (2004, ESOTERIX); President’s Circle Top 1% of Company Top Gun Awards (1993-1999, Quest Diagnostics), #1 District of the Year as Sales Manager (1993, Quest Diagnostics)

Industries: Pharmaceutical; Medical Device; and Biotechnology; GLP and GMP lab testing; Clinical and Non-Clinical

WORK EXPERIENCE

Managing Director- Consulting, Biotech, Medical Device Industries, Gaithersburg, MD 08/2013-Present

Established and provided sales support for several West Coast Clients.

Provided non-clinical and regulatory arena audits, lab protocols, CRF design and guidance with the FDA.

Director National Sales, SGS Life Sciences, Rutherford, NJ 04/2013-08/2013

Directed the large molecule program, working with Pharmaceutical, Biotech and Medical Device strategic accounts, nationwide providing testing solutions relating to method development and validation, biologic characterization, bio safety as well as quality control for companies developing Biologics across SGS’s 4 North American laboratories.

Technical Sales Director East Coast, Cardinal Health Specialty Solutions, Beckloff Associates, Overland Park, KS

04/2011-05/2013

Identified and developed key strategic national accounts presenting various efficient partnering models to increase throughput by 22%, reduce product time to market by 15% and reducing costs by 18%.

Created and established a strategic plan aligned with corporate goals ultimately defining a sales pipeline of $12-15M+ used to guide market development, deliver comprehensive proposals representative of the company’s offerings tracking all deals in Salesforce.com and achieved sales goal of ~30% of the pipeline.

Established a continuous communication channel and contact e-database for connection with DIA, BIO, APPS, seminars and trade shows for the firm and became an active member in The Technology Counsel of Maryland (TCM).

Regional Account Manager Southeast-Midwest, WUXIAPPTEC, Philadelphia, PA 01/2009-01/201

Grew territory by 35% for the East, Southeast and Mid-west territories while maintaining existing business of $6m by designing and executing strategic planning, formulating business plans based on corporate offerings and tracking opportunities in Microsoft CRM. Selling Quality Control Testing Service

Global Business Development Manager, BioReliance Corporation, Rockville, MD 01/2009-04/2009

Built and grew a global high performing sales team of 22+ representatives, onshore and offshore in European and Asia-Pacific region, through integrated matrix selling to establish BioReliance as the world’s leader in biosafety testing.

Coached and trained the team to achieve a rolling target of $3.0M+ in new business within 5 months.

Led task force to improve and develop the clinical trial services segment within the company, Europe and US to improve the infrastructure and core business segment for CTLS. Developed a contact record database similar to Salesforce.com.

Manager of Business Development, ICON (formerly known as Aptiv Solutions (CRO), Gaithersburg, MD 04/2005-01/2009

Global business development executive, exceeded targeted sales objectives, delivering single-year gains in net sales of up to 48% and consistently exceeded revenues to 11.4M+ in 2007 and $7.2M for 2008.

Completed in-depth market analysis, comprehensive business development, corporate positioning plans and created a focused business model clarifying prospective targets and clearly providing competitive differentiation.

Collaborated with clinical teams and project managers to customize clinical trial services. Maximized revenues and customer satisfaction negotiating for profitable, timely, high-quality and performance-based deliverables.

Sales Executive, Esoterix Clinical Trials, Austin, TX 06/2002-01/2004

Award winning salesperson, ranked as company’s #1 sales executive (out of 26) in 2003 and earned #3 status (out of 29) in 2004 consistently exceeded annual sales goals by as much as 120% and executing on a multi-million-dollar portfolio.

Penetrated government and DoD markets, closing the company’s first competitive contract wins in this sector for $5M+. Additionally, negotiated and closed strategic new federal, military accounts including U.S. Central Command (U.S. Army), U.S. Navy, the NIH (National Institute of Health) and USUHS (Military Medical Schools).

Negotiated and closed deals with Fortune 500 pharmaceutical companies such as Wyeth, Merck and Amylin as well large CROs for example Johns Hopkins, University of MD, University of VA, and Med Star Health.

Negotiated and sold business to the DOD for $4M.

Business Development and Sales Consultant, Independent Consultant, Olney, MD 04/2002-06/2002

With a client focus, increased market penetration $1M+ winning key business in both federal and state government entities as a result of accessing critical RFPs.

Developed key relationships at the C-Suite, provided consultation to CEOs, presidents of emerging and mid-size companies, coaching them to construct highly successful new business models and market differentiation strategies.

Sales Representative, Specialty Laboratories, Valencia, CA 01/2001-03/2002

Grew the strategic account base to include 50+ hospitals and produced $2M+ in annual sales, a territory record high by developing the new market of private research companies in the Mid-Atlantic region by marketing full service offerings.

Created and evolved a proven cold calling sales strategy program with repeat and referral business focused on customer service excellence and base sales production.

Quest Diagnostics Nichols Institute, San Juan Capistrano, CA, Baltimore, MD 09/1976-12/2000

District Sales Manager, Quest Diagnostics Nichols Institute, San Juan Capistrano, CA, Baltimore, MD 09/1997-12/2000

Award winning Sales Executive, increased sales to historic levels and achieved 148% over target per territory throughout Mid-Atlantic region including MD, DC, VA, and DE, ensuring corporate compliance.

Oversaw the P&L performance of 6 regions and 6 sales representatives. Mentored and coached the sales team to grow their territories enhancing profitability by 21%. Fostered employee development, provided performance evaluations.

Managed Care Director, Quest Diagnostics Nichols Institute, San Juan Capistrano, CA, Baltimore, MD 09/1995-09/1997

Increased the lives covered to 6M+ by securing managed care contracts with dozens of new accounts valued at 10M+.

Grew the managed care business by 33% by negotiating and closing a large PPO.

Account Manager, Quest Diagnostics Nichols Institute, San Juan Capistrano, CA, Baltimore, MD 09/1976-09/1995

Grew territory to $3M+ in newly pioneered areas and was ranked the company’s #1 sales rep for 10+ years.

EDUCATION

MS, University of Maryland, College Park, MD

BS, Biology and Mathematics, University of Maryland, MD.

BS, Business Administration, University of Houston Texas

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