GENOVATIVE SOLUTIONS, LLC

Consulting organization focused on the design, development and implementation of commercial strategies. Work with companies at various developmental stages in a variety of capacities to plan and/or execute commercialization activities.

  • Performed a series of projects with client to establish company as a leader and expand market presence. Created and executed positioning strategy including messaging, value proposition, sales collateral and web site content resulting in rapid and ongoing revenue growth. Re-branded company, built worldwide sales organization and various marketing efforts. Revenues have risen 5-fold in 2.5 years.
  • Conducted a primary research project resulting in the development of new market opportunities for one client. Designed and implemented sales and marketing plan for “re-launch” of company and product into this new arena
  • Designed, and implemented DNA market-development plan for multi-application sample prep company. Refined messaging and value proposition, created a series of sales tools, upgraded web site to bring added visibility and clarity to benefits for this application.
  • Assisted high technology DNA Analysis company in Business and Market Development role to expand market reach, penetrate new markets and enhance overall revenues.
  • Developed new sales teams, honed value proposition and messaging, created sales collateral for two other clients.
  • Working with several small European technology companies to establish commercial presence in North America.

 

SEQUENOM, INC.

Rebuilt North American sales and FAS team selling genetic analysis systems, services and consumables. Formed integrated team of sales, support and scientists to increase sales and launch new systems and applications.

  • Added Scientific and FAS team to Sales Organization, enhancing effectiveness and efficiency of sales team
  • Achieved 5x-6X increases in System Sales, Consumables Revenue and Overall Revenue in North America in 5 years
  • Launched Genetic Services business in North America adding nearly $1.5M in revenue
  • Opened South American distributor in 2008 resulting in first sales in Latin and Central America

 

GENVAULT CORP.

Launched DNA storage/retrieval systems business worldwide. Created sales strategy and assisted in development of marketing strategy. Helped to develop sales and marketing tools and worked with product development team to refine product to meet market demands.

  • Helped create and sold first “mini” Storage and Retrieval System
  • Sold only multimillion dollar Storage and Retrieval System in Company’s existence

 

PYROSEQUENCING, INC.

Created and led North American commercial organization to penetrate DNA mutation analysis market. Helped set up and staff the North American subsidiary. Joined pre-product launch, pre-IPO. Company went public on Swedish Stock Exchange in 2001 raising US$90M.

  • Designed North American Commercial Strategy including messaging, value proposition, marketing and creation of a commercial organization
  • Developed and implemented organizational and strategic plans for initial product launch and implemented plans to take company from early acceptance through market maturity
  • Took North America from $0 to >$4M in just over 2 years from product launch

 

BECKMAN INSTRUMENTS

Directed organization consisting of 4 sales district managers, 25 sales representatives and 5 scientific support staff selling systems and consumables for laboratory automation, high throughput screening and DNA analysis

  • Designed, proposed and implemented creation of North American “Lab Automation Sales Organization”
  • Added FAS roles to support sales and customers to enhance commercial efficiency and customer effectiveness
  • Nearly doubled system and consumable revenues in just over two years

 

RAININ INSTRUMENT CO.

Managed sales team and marketing manager representing HPLC and Peptide Synthesis instruments and consumables. Company sold for 2X previously offered price (private company, numbers not disclosed)

  • Helped company turn around 3 year diminishing revenue trend prior to my arrival to double-digit growth in 1995 through enhancing sales effectiveness, creating cross-functional collaboration and performing some marketing functions
  • Designed, created and executed two marketing campaigns that resulted in substantial product revenue upticks

 

PERSEPTIVE BIOSYSTEMS

Built and managed North American sales force for Venture Capital backed company selling protein purification instrumentation and media to Biopharmaceutical industry. Joined pre-product launch and pre-IPO. Company went public in 1992 raising >$60M then was sold in 1998 for $380M.

  • Established Industrial Products sales team in late 1992 which resulted in nearly 300% revenue growth in 1993
  • Developed Sales, Demonstration and Presentation approaches to enhance sales effectiveness, refine messaging and value proposition and “launch” newly released systems

 

APPLIED BIOSYSTEMS

Responsible for selling instrumentation for DNA and Peptied synthesis and analysis.

  • Top Five salesperson in North America in 1989

 

PHARMACIA INC.

Responsible selling instrumentation and media for purification and analysis of biomolecules in New York City.

  • #1 Salesperson in Northeast District (1985)
  • #1 Salesperson in North America (1986)