Experience

The Barrington Career Center (Effective Job Search Skills, Career Coaching, Networking, Workshops)

• United States
• Professional Training and Coaching
• 1 - 100 Employee

• Board Member and Career Coaching Consultant

  • May 2020 - Present

  Formerly CareerPlace, we serve the greater Chicagoland area. We offer a complete line of job hunting services including Individual Coaching, over 15 Classroom Workshops and Job Search Work Teams. My role as a job search coach is to provide tools and mentoring for those looking for mid and senior level positions.For information, call (847) 387-3751, email info@thebarringoncareercenter.org or visit thebarringtoncareercenter.org. Formerly CareerPlace, we serve the greater Chicagoland area. We offer a complete line of job hunting services including Individual Coaching, over 15 Classroom Workshops and Job Search Work Teams. My role as a job search coach is to provide tools and mentoring for those looking for mid and senior level positions.For information, call (847) 387-3751, email info@thebarringoncareercenter.org or visit thebarringtoncareercenter.org.



Heathrow Scientific

• United States
• Medical Equipment Manufacturing
• 1 - 100 Employee

• President, CEO

  • Sep 2015 - Dec 2018

  Heathrow Scientific is a global manufacturer of laboratory instruments and supplies. The products are used in chemical, life science, and clinical applications as well as academic and government research activities. The company mission is to create products that encompass design, function and innovation while delivering superior quality. As the President of Heathrow Scientific, I have full P&L responsibility for the global business that covers Research / Product Development, Sales, Marketing, Customer Service, and Operations with shared resources including HR and Finance. I report to the Chairman.Responsibilities: • Creation of the company vision, mission and strategic direction that creates continual revenue and EBITDA growth.• Build a framework for quicker cycle time on new product development through R&D and marketing process improvements.• Selecting and managing global manufacturing partner programs for instruments and consumables.• Using lean, kaizen and other quality tools, creating sustainable operational efficiencies that deliver continuous improvement. • As company leader, building global relationships with key distributors and customers.



Leica Microsystems

• Germany
• Medical Equipment Manufacturing
• 700 & Above Employee

• Vice President and General Manager, North America

  • Oct 2012 - Nov 2014

  Leica Microsystems is a scientific and medical microscope operating company with worldwide revenues of $800,000,000 owned by Danaher Corporation, ranked within the top 150 Fortune 500 Companies.For a $200,000,000 North American Sales Division, I was the Vice President and General Manager with 10 direct reports and leading over 200 associates. Products included microscopes and sample preparation tools for life science research, surgical and industrial testing applications.Responsibilities:• Was the head of sales and marketing for 3 divisions which accounted for $200,000,000 in revenues. • As General Manager, was responsible for all functions. These operations included facilities, shipping/receiving, IT, inventory management, customer service, field service and call center management, HR and finance. • Was responsible for financial and regulatory compliance, including federal financial filing and FDA compliance activities. • Was the key signatory from contractual negotiations with dealers, suppliers, corporate contracts and for other executive commitments.Achievements:• Outgrew market with 6% revenue growth by restructuring sales organization, instituting rigorous CRM pipeline management processes, sales training programs and focus on key growth drivers. • Achieved 270 basis point operating profit improvement and highest financial audit score in company. • Stabilized and energized organization during three corporate reorganizations within two years, through proactive communication strategy including Town Hall, video and web cast meetings.• Conducted search algorithm mining of public funding data and sales lead qualification processes resulting in explosive funnel growth of $19,000,000. • Negotiated first company imaging center at world-renowned university, resulting in greater market awareness and on-going revenue stream. • Saved over $1,700,000 in operating expenses using lean, kaizen, and other Danaher quality management tools.

• Vice President - Life Science & Nanotechnology Divisions, North America

  • Nov 2007 - Sep 2012

  Sales and marketing Vice President with full profit and loss responsibility. Led nine direct reports responsible for sales, marketing, service, call center, consulting and budget for $90,000,000 microscope and sample preparation business into life science markets of research, clinical, and nanotechnology. - Increased revenues by over 27% in core market.- Managed integration of acquisition, retained key personnel and drove revenues resulting in explosive growth and 20% market share gain in 2 years.- Instituted strategic price increases resulting in improve operating margin expansion.-Build start-up sales and marketing channel, generating over 1000% growth and 15% share gain.



Sensicore

• Nanotechnology Research

• Vice President - Global Sales

  • Feb 2007 - Oct 2007

  Responsible for the development and implementation of a North American sales strategy for bringing an early stage venture capital based company’s products to market in the water testing industry. This position reported to the President/CEO and was responsible for building a team to achieve aggressive sales targets, customer satisfaction objectives and developing strong relationships with key account, executive decisions markers. -Developed and presented sales strategy and metrics to board for approval and received go ahead to begin recruiting team.-Assisted CEO and CFO on additional VC funding activities, including selling points to investors and ROI forecasts.



Agilent Technologies

• Biotechnology Research
• 700 & Above Employee

• Senior Sales Director- North America Pharmaceutical Business

  • Jan 2004 - Jan 2007

  Delivered $100,000,000 in sales into life sciences sector while driving down costs, increasing customer satisfaction, and growing market share. Managed eight direct reports and mini-profit/loss with over $10,000,000 budget, handled sales and support responsibility, and oversaw 100 direct/indirect associates. - Integrated new acquisition, retaining key talent and growing revenues by 15% in first six months.- Developed and implemented strategy to reduce costs, resulting in decreases in operating costs by 25%.- Achieved sales productivity gains of 40%, maintained customer satisfaction levels and sales volume, while driving market share gains.- Ensured achievement of departmental employee satisfaction scores in top 10% of company leaders.- Implemented global account program focused on multinational accounts resulting in 12% revenue growth.

• Marketing, Field Support Center Director - Life Science & Chemical Analysis Divisions

  • Jan 2002 - Dec 2004

  Managed marketing budget of over $20,000,000 while leading multifunctional, 88-member organization developing and implementing marketing programs for Americas as well as customer training, sales and support technical training, and application consulting. - Reallocated marketing dollars, resulting in over 50% sales growth in targeted markets. - Instituted customer/sales focus to marketing programs, increasing brand awareness at major trade shows and resulting in 10% increase in post-show brand awareness score. - Reduced marketing budget by over 40% while maintaining customer awareness/sales in core products and markets.

• Client Business Manager, Midwest - Bio-Pharmaceutical Market

  • Sep 1996 - Dec 2001

  Oversaw 15 sales and service representatives focused on Life Sciences market penetration in Midwestern United States. Led worldwide enterprise account management of major pharmaceutical company and co-managed national support agreement sales team. - Increased strategic account sales by 450% in four years and achieved preferred supplier status using C-Suite alignment activities.- Created worldwide communication plan for coverage of major pharmaceutical company. - Ensured overall district sales growth in excess of 143% in four years.



Hewlett Packard Enterprise

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Sales Manager, Northeast - Life Science & Chemical Analysis Divisions

  • Mar 1989 - Aug 1996

  Developed and implemented plan to grow company sales and market share in New York, New Jersey, and Puerto Rico geographic areas while maintaining customer satisfaction. Led ten district sales representatives.- Ensured average sales growth of 9.4% per year in depressed market. - Received multiple achievement awards, including Top District FY93 and Achiever’s Club Award 1991, 1993, and 1994. Achieved sales goals in five of six years in New York, New Jersey, and Puerto Rico Markets. - Managed and increased sales in Puerto Rico by over 100% in one year.

• Field Sales Representative, Mid-Atlantic - Life Science & Chemical Analysis Divisions

  • Jul 1985 - Feb 1989

  Maintained customer satisfaction and increased sales throughout major accounts and general sales territories in Pennsylvania, Delaware, and New Jersey geographies. Achieved FY87 and FY88 greater than 150% of quota, with over 75% growth, and balanced product line performance. Received many sales achievement awards, including Top Sales Representative of Year 1988 and Region Product Sales Awards for GC, IRD, and LC.