Dr Katherine Lau Email & Phone Number

Delft, South Holland, Netherlands

Strategic business development plans for Delmic’s next generation systems, which are aimed at breaking the barriers of life science research. Responsible for life science product mid-long term roadmap, expanding life science academic research market potential, pave way for entering life science industrial markets and create new revenue streams. My academic market expansion strategy involves synergising with suitable academic collaborators and OEM partners.For the industrial markets I have in particular developed a comprehensive biopharmaceutical market penetration plan through networking, thorough research and finding the values of cryo-ET & high throughput electron microscopy in drug discovery. We welcome collaborations and partnerships, which support our endeavours.

Delft, South Holland, Netherlands

Responsible for the commercial strategy and product roadmap for all Delmic life sciences products including cryo-ET and room temperature volume EM solutions. Built a team of product managers and applications specialists to provide dedicated sales support and excellent training and ongoing support for Delmic life sciences customers.Repositioned FAST-EM and provided thought leadership on the potential of high throughput electron microscope in life science research and drug development. Together with my team we demonstrated an AI/Deep Learning pipeline to automatically segment features in the large scale EM datasets for statistical morphometric analysis.

Netherlands

Responsible for the business success of the Cryo business unit by developing a sound commercial strategy in the short/mid-term and developing a solid road map in the long term. Launched two positively received cryo product lines resulting in over 6 installations in Europe and N. America within 18 months of launching. Successful European Innovation Council (EIC) investment fund application in 2021 - proposal ranked amongst top 2.5% of all European SMEs who applied.

Amsterdam Area, Netherlands

Responsible for driving the commercial success of Nikon super resolution (SR) microscopes in Europe by supporting subsidiaries and distributors commercially and technically. Unified sales messages and strengthened brand presence across Europe. Empowered account managers to create leads and imaging specialists to win opportunities. Key achievements:• Initiation of brand perception survey, analysed and identified brand uniqueness.• Helped win multi-systems projects worth €1 million by providing unique selling points, tender waiver arguments and competition analysis.• Unified the NIE demo request process to increase efficiency, and to ensure essential information is captured and communicated between NIE and subsidiaries/distributors. • Effective management of SR demo systems ensuring top systems stability through monthly meetings with key stake holders, discussing key changes and results, • My new sales messages-targeted Marcomms materials achieved top download rates on Nikon’s internal portal in 10/2019.• Enriched sales support materials with new, high quality applications examples.

United Kingdom

Key Account Manager for STFC, the University of Bath, the University of Southampton, the University of Portsmouth and Oxford Brookes UniversityResponsible for the full microscopy portfolio (LM, LSM, superresolution, SEM, XRM) and to strengthen the relationship between ZEISS and the key accounts through aligning our support with their visions. Key achievements:• Successful account development by aligning company’s support with the university’s vision.• Positively increased brand presence, contacts, promotional opportunities, leads, collaborations and sales revenues at key accounts.• Partnered ZEISS with the National Biofilm Innovation Centre (NBIC) as the sole imaging partner, accessing academic and industrial members across UK and Singapore.• Increased brand presence at ‘cold accounts’ by organizing successful symposia and workshops, attracting over 100 researchers/event/day.• Continuously introduced new high value (£200-850K) leads to the sales pipeline and active opportunities management and reporting through CRM.• Cemented the collaborative and exclusive partnership between ZEISS and the Science Technology Facility Council (UK) to co-develop commercialisable microscopy technologies. Worked together with STFC Business Unit Manager to obtain government funding to finance their capital equipment.• Won high value projects across the ZEISS portfolio (especially confocal, super resolution and SEM) worth €300-600K.• Maintained high customers satisfaction level by coordinating with service and applications engineers to provide consistent excellent service.Outreach experience: participated in the New Scientist Live! show at ExCeL London (9-2018) and Big Bang Fair at NEC, Birmingham (3-2018); demonstrated the use of microscopy to the public to inspire and to excite.

West England

As a 3D imaging sales specialist, I provided bespoke sales consultation to find the best imaging solutions to match my clients' needs. Portfolio: confocal, superresolution, lightsheet, multiphoton, coherent anti-stoke Raman (CARS) microscopy, TIRFKey Account Manager for the University of Plymouth, University of Southampton, Bath University and STFC.Achievements: - Developed and strengthened ZEISS relationship with key accounts by aligning company's support with the key accounts' visions. - Organised support activities such as on-site training workshops, exhibitions, symposiums, and seminar series. - Won high value opportunities at my key accounts through implementing strategic consultative sales processes and maximising demo success. Key to success:The success in event organisation and winning of opportunities lied in careful research, planning, bringing in stake holders and clearly communicating essential information and goals to them. Clear effective communication was key to excellent team work and synergy. I worked closely with ZEISS marketing team to ensure there was effective online and onsite marketing to maximise event attendance and impact, and investment (e.g. sponsorship) justified. To win opportunities through successful demos, I worked closely with the logistics, engineering and applications teams to deliver high standard demos.

My primary role was to develop and grow the life sciences spectroscopy market worldwide. I helped grow the life sciences sales worldwide 5-fold over a 5 year period by: -Expanding application areas for Raman spectroscopy in life sciences, including live cell imaging, digital pathology, surgical guide for brain tumour removal and 3D stem cell printing.-Development of new bio-market specific products.-Assisting market development worldwide and providing consultation to sales.-Market research and analysis. -Supervising industrial sponsored PhD students to maximise marketing outputs and potential IP. PhD projects: Raman based diagnostics for colorectal cancer, oral cancer and gliomas. -Liaising with Innovate UK-funded partners in a collaborative project aiming to develop a Raman- based platform for colorectal cancer diagnostics.

Jena, Thüringen, Germany

Devise work safety procedures for prevention of contamination in the cell lab and inform lab users, ensuring members follow the safety procedures and document cell lines contamination free status.

Development of methodologies for locating stem cells in the hair follicle, using FT-IR spectroscopy, qRT-PCR, immunohistochemistry and FACS.

Develop Y-chromosome microsatellites panels. Design of primers and multiplexes, PCR and capillary electrophoresis conditions.

Perform genomic tests, genetic ancestry report writing, development of haplotyping software for automation, stock control

Assisted in research on the effects of IGFs on the early bovine ovarian follicle development.

Phd, Physical Chemistry, Magna Cum Laude

Spectroscopy: Research and develop label-free modalities for hair follicle stem cell identification using vibrational spectroscopic.

Biospectroscopy, Experimental Dermatology, Stem Cells

Master’S Degree, Biomedical And Forensic Studies In Egyptology, Distinction

Thesis: Analysis of Fatty Acid Profiles of Mummified Humans and Animals by GC-MS

Bsc (Hons), Developmental Biology

Activities and Societies: Expedition SocietyBiological Sciences (Developmental Biology)

Bsc (Honours), Biological Sciences - Developmental Biology

Class 2) Thesis: A cell-cell interaction study, using the amoeba-to-flagellate transformation of SLB as a model (Awarded 2.1) Malvern.

High School, A Levels: Biology, Chemistry, Mathematics, A; B

Activities and Societies: Choir, Musical: Jesus Christ Superstar