Postdoctoral Fellow, Pharmacodynamics @
The Ohio State University
Life science business leader and cell & molecular biologist with 20 years of product management, business development, and technical expertise leading emerging and established companies to commercialization in proteomics, genomics and pharmacodynamics. Knows the unique strategies and tactics to quickly address the challenges and take advantage of the opportunities that large (PerkinElmer), medium (Harvard Bioscience) and small
Life science business leader and cell & molecular biologist with 20 years of product management, business development, and technical expertise leading emerging and established companies to commercialization in proteomics, genomics and pharmacodynamics. Knows the unique strategies and tactics to quickly address the challenges and take advantage of the opportunities that large (PerkinElmer), medium (Harvard Bioscience) and small (Protein Forest) companies face when building their business. Has led cross-functional new product development teams on both national and international levels in both the genomics and proteomics marketplaces. Participated in corporate strategy development, reporting directly to the CEO and meeting regularly with the Board of Directors and investor analysts. Has played a key role in acquisitions by analyzing the commercial potential of target companies, sales projection modeling, and presenting ‘Go/No-Go’ recommendations to senior management. Recently led the successful commercialization of a proteomic biomarker discovery platform (instrument, reagent kits and software). This venture involved creating a Sales & Marketing function, coordinating new product introduction activities between R&D and manufacturing, training and supporting a domestic sales team and international distributors, launching a CRM system, and creating and directing budgets (R&D, Sales & Marketing) tied directly to corporate P&L. This also involved creating a Tech Support system, coordinating the work of outside contractors, training and managing a global distributor network, and preparing product line road map and marketing plans based on regular customer interaction, market analysis and competitor intelligence. This ultimately led to a successful sales outcome ($600K in first 6 months) contributing to the successful acquisition of the company.
Global Product Marketing Manager @ From February 2014 to Present (1 year 11 months) President @ Summary:
Providing both emerging and large established Life and Health Sciences organizations with executive level leadership and expertise in transitioning new technologies into successful commercial launches and market expansions. Services include technical development (reagent kit, instrumentation , software, automation and platforms), project management (including resource allocation, budgeting and risk management, ) , product management, beachhead strategy development (including market segmentation, customer profiling and uncovering new revenue opportunities), results-based product launches (including international expansion and direct and distributor sales channel management) , Sales & Marketing (including pricing strategy, P&L, sales training and collateral production, MARCOMM, building the team and infrastructure), risk mitigation, budget preparation and implementation, product life-cycle management, introductions to key industry leaders, fund raising and new product definition (including market based specification identification, use cases and ‘killer application’ identification and development).
Examples of Client Engagements:
Major Life Science Company
•Created and implemented a tactical marketing plan resulting in 100+ new sales leads and user publications (launched Q1 2011) for Mass Spectrometers to be used in proteomic research (ave. list price $ 500K).
Emerging Software Company
•Led the Life Sciences Division including opportunity analysis, development of customized beachhead marketing and business strategy, introduction to key customers and industry leaders , and helping to raise capital ($3 – 5M Series A).
Life Science Service Provider
•Guided successful commercialization by developing a customizable marketing and pricing strategy, including compelling value statements, for finding new business and closing on new opportunities. Business is now generating revenue and has a positive trajectory for growth and expansion. From December 2009 to Present (6 years 1 month) Senior Electrophoresis Product Manager @ Summary:
• Successfully led global electrophoresis business in a very competitive market space. Cross-functional leadership, market & competitor analysis, building new sales tools, training material creation, promotional programs (local & global) implementation, product launches, acquisitions leadership, and development and implementation of tactical marketing plans resulted in reinvigorated distributor and direct sales outcomes.
• Developed & implemented international sales channel management plan – grew sales by 30% with new and reinvigorated distributors in first 3 months
• Provided technical and commercial leadership in acquisition activity – Technical and commercial potential assessment including sales projection modeling, resulted in presentation of business rationale for “Go/No-Go” recommendations to senior management
• Expanded market opportunity and brand strength with the launch of two new products for molecular biologists. Generated new leads and sales for both new and existing products during the first quarter after introduction. From June 2011 to March 2012 (10 months) Product & Applications Director @ Summary:
•Led the successful commercialization of a proteomic biomarker discovery platform (instrument, reagent kits and software) which ultimately contributed to the successful acquisition of the company.
•Launched successful commercialization effort of digital ProteomeChip product line. Achieved $600K sales revenue in first 6 months
•Created effective marketing campaign which built brand recognition and generated qualified sales leads. Protein Forest went from an unknown start-up to a recognized leader in proteomics
•Developed dPC technology Sales demo kit and protocol (used by Sales and Global Distributors to demonstrate the technical performance of the dPC platform). From February 2008 to December 2009 (1 year 11 months) Technology Center Lab Director @ Summary:
•Responsible for driving tactical initiatives around training, sales support and applications development for the Life Sciences division, a $1.2B business.
•Created Technology Lab concept, which was to build a state-of-the-art lab ($1.2M capital equipment) that would serve as a premier showcase of PerkinElmer technologies and innovations for our customers and collaborators, facilitate cutting edge applications development and proof-of-concept studies, as well as to drive successful sales outcomes.
•Led effort to create new Technology Training Modules for the Sales Organization. This training was specifically designed to integrate sales skills with a critical understanding of the technology behind our product offerings for successful sales.
•Maximized utility of the lab and other center facilities by balancing the competing needs from Sales, Service, Technical Support, Applications, R&D and Senior Management. From January 2007 to February 2008 (1 year 2 months) Strategic Collaborations Coordinator @ Summary:
•Derived maximum value from our worldwide strategic collaborations with key opinion leaders in diagnostic biomarker discovery by actively managing the relationships.
•Facilitated rapid integration of PerkinElmer technologies into collaborators’ labs by handling logistics of instrument and reagent delivery, providing on-site training as well as technical guidance during the effort.
•Established detailed plans for each collaboration, ensuring that the goals and interests of each party were clearly understood and aligned with expectations. In addition, they provided a valuable metric to gauge progress and to make adjustments, ensuring the successful completion of each effort. From January 2006 to January 2007 (1 year 1 month) R&D Project Manager @ Summary:
•Responsible for leading multiple high-value product development efforts with globally dispersed cross-functional teams to successfully meet both the strategic goals of 1) gaining market share through innovation, and 2) driving technological excellence.
•Led product development teams for the successful commercialization of a diverse range of product offerings. This included reagent kit offerings (MICROMAX™ microarray kits, BioXPRESSION™ biomarker discovery kits, etc.) software efforts (ProteinArray™ Analysis Software, WorkOut 2.0 VICTOR™ data analysis software, etc.) and instrumentation efforts including the development of the Cellular Workstation (drug discovery assay automation).
•Spearheaded product development process improvement initiative resulting in facilitating other project mangers to shorten project cycle times, meet or exceed cost performance targets and communicate more effectively with Senior Leadership. From July 2002 to January 2006 (3 years 7 months)
Certificate in Project Management, Project Management @ Boston University From 2003 to 2005 Postdoctoral Fellow, Pharmacodynamics @ The Ohio State University From 1994 to 2000 Ph.D., Cell and Molecular Biology @ University of Vermont From 1990 to 1994 BA, Biology @ Colby College From 1983 to 1987 Andrew PMP is skilled in: Product Management, Risk Analysis, Risk Mitigation, Business Case Preparation, International Project Management, Sales Forecasting, Strategic Business Planning, Channel Management, Technical Feasibility Assessments, Cross-Functional Team Leadership, Tactical Marketing, Pricing, Globalization, Customer Acquisition, Competitive Intelligence
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