Experience

Singulex

• United States
• Biotechnology Research
• 1 - 100 Employee

• Area Sales Director - Central US

  • Jun 2018 - Present

  Joined as the first Area Director for the Central US prior to commercialization of the Singulex Clarity System. Responsible for creating and leading the Central Sales Team through system launch. Initial market focus in the high-volume centralized testing sites within IDNs and university-based health systems. Positioning and selling a first commercially applied technology, Single Molecule Counting. Primarily focused on infectious disease testing. Joined as the first Area Director for the Central US prior to commercialization of the Singulex Clarity System. Responsible for creating and leading the Central Sales Team through system launch. Initial market focus in the high-volume centralized testing sites within IDNs and university-based health systems. Positioning and selling a first commercially applied technology, Single Molecule Counting. Primarily focused on infectious disease testing.



Astute Medical

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

• Regional Sales Director

  • Feb 2014 - Present

  Astute Medical is focused on identifying novel biomarkers for acute high-risk medical conditions and diseases. These biomarkers assist the clinician with an earlier and more reliable patient risk assessment. Joined Astute Medical prior to FDA Approval of the company’s initial product as the first Central Regional Sales Director. Responsible for building and leading a regional sales team selling a novel diagnostic test to be used by Cardiovascular Surgery and the Intensive Care areas of the hospital.



Oxford Immunotec

• United Kingdom
• Biotechnology Research
• 100 - 200 Employee

• Sr. Area Sales Director

  • Apr 2008 - Nov 2013

  A medical diagnostics company developing novel new tests for various diseases based on its innovative, patented T-cell measurement technology. The company's first product is the T-SPOT®.TB Test, a cellular blood test for the detection of active and latent TB infection. Senior Area Sales Director, US Sales Hired at Oxford Immunotec as the first Area Sales Director to create and lead the sales organization for the Western-half of the country prior to FDA approval of the company’s first product. Promoted to Senior Area Sales Director in 2010. Primary responsibilities include the recruitment, training, strategy development, and leadership of a direct sales organization. Played a key role in developing a change in US strategy that resulted in the successful launch of a CLIA certified and CAP accredited lab service business after the initial launch of the company’s first diagnostic test product. • Successfully built and led the West Region as the number one region. • Led the sales force expansion from 11 reps and 2 Area Sales Directors to 21 reps and 4 Area Sales Directors during 2012 calendar year. • Achieved consistent increase in year-over-year per-rep productivity in increased revenue.



Biosite(inverness)

• Regional Sales Director

  • May 2004 - Apr 2008

  Recruited, trained and led an 11 state region focused in the hospital and physician markets. Regional organization consisted of 6 Account Executives, 1 Health Systems Executive and 5 Clinical and Technical Consultants. Managed all sales, clinical and technical aspects of a $31M region. • Exceeded total sales plan in 2005, 2006 and 2007. • Number one region on Shortness of Breath product launch. • Helped pioneer the use of cost models and case studies to justify conceptual point of care sale.



Remel

• Medical Equipment Manufacturing
• 1 - 100 Employee

• US Director of Sales

  • 2003 - 2004

  US Director of Sales Responsible for leading the sales activities of 5 Regional Managers and 33 second level reports across the US. Developed and implemented sales plans to achieve and exceed goals. • Successfully launched new line of rapid diagnostic kits including Flu and RSV. Sales results set new company record for revenue and profits for a new product launch. • Developed and implemented new revenue and gross profit based incentive plan aligning field sales and corporate goals. • Developed sales training program, including the selection and hiring of the first National Sales Trainer.



biomerieux

• Director of Sales and Marketing

  • 1999 - 2002

  Managed US Commercial Operations including Sales, Marketing, Corporate Accounts, Customer Service, Technical Service and Customer Training for the Industry Division. Provided international support of St. Louis manufactured products to subsidiaries and distributors. Managed 8 direct reports with 38 second level reports across the US with annual revenue of $28M. • Achieved 3 consecutive years of double-digit instrument and disposable revenue growth – Average 1999 -2002 growth of 13%. • Established first Corporate Accounts position that successfully grew pharmaceutical market revenue and protected core business. • Implemented a Product Specialist sales strategy growing FY2000 revenues by 12% in a highly competitive market.



Abtox Inc.

• Vice President Marketing

  • 1995 - 1998

  Hired as Director of Marketing in 1995, promoted to Vice President of Marketing in 1996. Given additional responsibility for Instrument Field Service and Clinical Affairs. Developed North American Corporate Accounts role. Member of senior management team that built global distribution channels in Canada, Europe and the Far East. • Successfully negotiated 10 multi-year corporate agreements with Premier, GSA and Kaiser, along with other corporate accounts and IDNs representing over $10M in sales. • Grew capital, consumable and service revenues from zero to a run-rate of over $20M in 2½ years.



Abbott Labs

• Various Sales, Marketing and Corporate Accounts Positions

  • 1983 - 1995

  Positions included: • Business Unit Marketing Manager – STD and Allergy Business Unit • National Accounts Manager • District Sales Manager – Chicago Region • Regional Product Manager – Chicago Region • Analytical Systems Product Specialist – St. Louis District • Diagnostic Systems Specialist – St. Louis District Achievements include: • District of the Year and President’s Club winner in 1989, ranked #1 of 56 • President’s Club winner as District Sales Manager in 1990, ranked #2 of 56 • Five district members promoted • Analytical Systems Product Specialist of the Year and President’s Club winner in 1985, ranked #1 of 41 • President’s Club winner as Analytical Systems Product Specialist in 1986, ranked #6 of 41