Brian J. German Email & Phone Number

Cleveland, Oh, Us

Cleveland, Ohio, United States

Cleveland/Akron, Ohio Area

• Advised Private Equity and lead due diligence projects (specialty chemicals and life science)

Cleveland/Akron, Ohio Area

Specialty chemical company that manufactures products primarily used in life sciences, healthcare and industrial markets.After divesting from Affymetrix, expanded Product Manager role and took on responsible including senior leadership, marketing strategy plus multiple induvial contributing roles (Product Management, International Distributor Sales Manager and Business Development). Owned P&L plus the development and execution of the sales and marketing strategy resulting in… Show more Specialty chemical company that manufactures products primarily used in life sciences, healthcare and industrial markets.After divesting from Affymetrix, expanded Product Manager role and took on responsible including senior leadership, marketing strategy plus multiple induvial contributing roles (Product Management, International Distributor Sales Manager and Business Development). Owned P&L plus the development and execution of the sales and marketing strategy resulting in 32% increase in sales. Product Manager ● Built and executed marketing strategy designed to maximize awareness of product portfolio and custom chemistry capabilities ● Crafted advertising plan using traditional and digital media channels and trade shows ● Created sales collateral which defined value proposition and coached sales professionals to identify target customers and position Anatrace products ● Expanded Product Road Map (custom synthesis business plan)Sales Leadership ● Identified need and built plan to expand global sales through channel partners ● Launched Anatrace’s first dedicated inside and external sales teams ● Designed and implemented forecast tool (Salesforce.com – tied opportunity management and sales cycle)Business Development ● Led cross-functional teams (R&D and Operations) to move Anatrace products/chemistry to new markets, resulting in partnerships that produced material used in a medical test and several industrial opportunities ● Identified and cultivated a corporate partnership resulted in Anatrace acquiring Microlytic ● Negotiated with university-based technology transfer offices to license and commercialize new technologies Product Launch ● Principal architect behind the go-to-market strategy and corporate collaboration (Microlytic) which co-launched the Analytic suite of products ● Developed “lean start-up” philosophy employed in custom chemistry business Show less

Cleveland/Akron, Ohio Area

Launched several new products including the most successful Anatrace product in brand history. The new NG Class Detergents added 8% of incremental new sales to top line revenue ● Negotiated deal with University Tech Transfer and multiple corporate partnerships ● Led marcom team and outside agencies to craft advertising support for product launches ● Partnered with Operations and Finance to manage inventory and pricingSurpassed 2012 revenue targets by ~16% without a sales… Show more Launched several new products including the most successful Anatrace product in brand history. The new NG Class Detergents added 8% of incremental new sales to top line revenue ● Negotiated deal with University Tech Transfer and multiple corporate partnerships ● Led marcom team and outside agencies to craft advertising support for product launches ● Partnered with Operations and Finance to manage inventory and pricingSurpassed 2012 revenue targets by ~16% without a sales team attached to the Anatrace brand ● Managed successful product launches ● Tactical changes to advertising content to improve sales ● Optimized eBlast messaging ● Developed KOLs at industry trade shows to continue advocating on behalf of Anatrace Products ● Created supply agreements for high volume customers that locked in steady business and built a revenue baseBuilt the first dash boards to track sales and marketing activities results Innovations include: ● Trend line analysis (trailing 12 mo trending line to make sense of volatilities in monthly sales) ● Bench-marked sales against Quarterly and Annual Goals to track real-time progress to goal ● First to forecast Anatrace products ○ Identify the high volume products ○ Provided a forecast for both sales and estimated manufacturing volumes Key contributor to a team that redefined a New Product Introduction Process, inside an ISO 1345 Quality System. ● Customized a Cooper Stage Gate New Product Introduction Process ● Mapped out required activities to launch custom products ● Optimized activities to create an efficient process for the business ● Created New Product Launch documents and check list that made the process transparent and easy to follow ● Championed the new process internally until 100% adoption was achieved Show less

Cleveland/Akron, Ohio Area

Australian clinical diagnostic company with ~$50 million in annual sales and ~60 employees on four continents.Sold diagnostic tests to hospital-based and private reference (Quest) laboratories. The medical tests were based on ELISA technologies and used for the detection of latent Mycobacterium Tuberculosis infections – QuantiFERON TB GOLD. ● Created a tactical level sales plan for a territory including OH, MI, IN, KY, PA and VA ● Completed fiscal year at 99% of quota… Show more Australian clinical diagnostic company with ~$50 million in annual sales and ~60 employees on four continents.Sold diagnostic tests to hospital-based and private reference (Quest) laboratories. The medical tests were based on ELISA technologies and used for the detection of latent Mycobacterium Tuberculosis infections – QuantiFERON TB GOLD. ● Created a tactical level sales plan for a territory including OH, MI, IN, KY, PA and VA ● Completed fiscal year at 99% of quota ($990,368/$1,000,000) Show less

Cleveland/Akron, Ohio Area

Clinical diagnostic company with over $38 million in annual sales and employing 70-100 employees.Sold Real-Time PCR based diagnostic tests (CMV, BK, HSV etc.) to hospital-based clinical laboratories using the Fisher Healthcare sales channel. Grew overall sales of molecular based medical test by over 196% in 2007 ● Employed Miller Heiman’s “Strategic Selling” approach to improve opportunity management Replaced transient one order business with a committed customer… Show more Clinical diagnostic company with over $38 million in annual sales and employing 70-100 employees.Sold Real-Time PCR based diagnostic tests (CMV, BK, HSV etc.) to hospital-based clinical laboratories using the Fisher Healthcare sales channel. Grew overall sales of molecular based medical test by over 196% in 2007 ● Employed Miller Heiman’s “Strategic Selling” approach to improve opportunity management Replaced transient one order business with a committed customer base generating reoccurring revenues worth 4 x the original revenue base ● Used strong qualification skills to identify high revenue impact prospects ● Became an expert in medical test validation methods ● Coached Clinical labs through evaluating and validating Nanogen’s qPCR testsManaged multiple sales teams ● Field Applications Scientist ● Fisher Molecular Specialist ● 21 Fisher Account Managers Show less

Cleveland/Akron, Ohio Area

Sales consulting organization with one dedicated client in the life science industryStarted business as a manufactures' representative for SynGene’s imaging systems. Over time, I took over managing sales through the US network of manufactures’ representative groups as well as all technical services such as product training, installations and imaging applications Direct Sales ● Launched Phenom Scientific as a Manufacturers’ Representative Group and generate $500K in sales… Show more Sales consulting organization with one dedicated client in the life science industryStarted business as a manufactures' representative for SynGene’s imaging systems. Over time, I took over managing sales through the US network of manufactures’ representative groups as well as all technical services such as product training, installations and imaging applications Direct Sales ● Launched Phenom Scientific as a Manufacturers’ Representative Group and generate $500K in sales with greater then 20% profit margins during the first 18 months of operations ● Ranked #1 Manufactures Representative in 2004 by demonstrating outstanding account management skillsUS Manufactures’ Representative Sales Channel Manager ● Leveraged leadership skills while managing instrumentation sales through SynGene’s partners in 2005-2006 which produced over $2million in sales both years Show less

Cleveland/Akron, Ohio Area

Private Manufacturers’ Representative Company with 30 employees which generated $70 million in annual salesLife Science Instrumentation Specialist responsible for the sales of imaging instrumentation, thermal cyclers, electrophoresis apparatus and analysis software to life science accounts ● Ranked #1, Molecular Product Group Specialist in 2003 via continued improvement of skills and maintaining high levels of account activity (Territory included OH, KY, MI and upstate NY)… Show more Private Manufacturers’ Representative Company with 30 employees which generated $70 million in annual salesLife Science Instrumentation Specialist responsible for the sales of imaging instrumentation, thermal cyclers, electrophoresis apparatus and analysis software to life science accounts ● Ranked #1, Molecular Product Group Specialist in 2003 via continued improvement of skills and maintaining high levels of account activity (Territory included OH, KY, MI and upstate NY) ● Launched the Molecular Product Group in the Midwest and sold ~$550,000 worth of instruments plus earned LABREPCO’s Annual Largest Revenue Growth Award in 2002 Show less

Mba, Finance

Activities and Societies: Weatherhead Business Symposium: Reinventing the Economy of Northeast Ohio. February 27, 2004. Co-organizer.

Bs, Molecular Genetics

Research - Project which looked at Herpes Simplex virus replication

Education record

Mba - Weatherhead School Of Management