Deborah Hostetter Email and Phone Number

Experience: Turned around a floundering social enterprise with an earned revenue model (non-profit organization) dedicated to employing adults with developmental disabilities. Established a strategic vision, objectives, policies, and procedures for the plan. Implemented full P&L based financial system. Led $1.5-2 million annual budgets. Accomplishments: Arrested five-year loss trend and removed $300K in expenses in year one. Established performance goals and improved manufacturing efficiencies 227%; increased gross profit twelve basis points and reduced operating costs 46% in first 24 months.  Delivered a positive net income in first year (after 5 consecutive years of losses) and maintained operational integrity for eight years. Created a culture focused on continuous improvement of quality and safety performance. Implemented CAPA procedures and a World Class Safety program that reduced injuries by 99%. Personally negotiated over $2.0M in new business and raised over $1 milion in gifts, foundation grants and equipment/capital grants. Launched a secure document destruction business (DeCycleIt!) to provide a new earnings direction and operational diversity;designed installation, wrote procedural/Quality manuals and managed the start-up; worked with Board member branding expert to develop company brand; wrote content for website and product brochure. Awarded “ Business Plan” winner in 2011 YouthBridge Social Entrepreneurship and Innovation competition conducted by Washington University.

Managed external market research, PR, and design firms and created a portfolio of sales media products including training aids, advertising, catalogs, company-wide product literature. SME in marketing to OEM, irrigation, and electrical equipment channels.Accomplishments: Introduced new patented product concept - halved customer installation time while providing superior performance over competition. Developed an ISO 9000-2000-compliant Customer Satisfaction program and implemented a comprehensive Symantec CRM solution. Branded premier product prior to patent expiration and implemented market defense strategy. Reduced marketing expense $750,000 year one.

Managed a portfolio of key pharmaceutical, biotechnology, medical, university, and industrial accounts with annual revenues in the $227 million range. Owned market research, sales & promotions, and new product concepts. Product marketing SME for DNA, RNA, oligo, protein synthesis, and combinatorial chemistry applications to key accounts including Monsanto (Pharmacia), Merck, Searle, Abbott, Lily, Genentech, Baxter, Pfizer, Biogen, and Vertex.Scope: Directed a lean team of 15 technical, highly educated (M.S.s and Ph.D.s) sales reps.Accomplishments: Introduced field based business management concept to support new product development, strategic and tactical selling strategies, and improved operational metrics across the board. Generated 20% annual growth in focus account program and significantly reduced account erosion. New products and processes accounted for million dollar revenues in years one to three, and tens of millions of annual dollars thereafter.

Conceived and pioneered a chemical technical sales model to support a large research sales team. Achieved $4 million in new sales in implementation year which resulted in program expansion to National team. Company subsequently applied concept to biotech and safety divisions. Awarded “Premier Chemical Achievement Award” for body of work.