Kelli Smith Email & Phone Number

Greater San Diego Area

• Responsible for QIAGEN’s strategic growth of B2B digital channels: 43% digital share (2019) YTD +$25.4M - Maintaining growth in NA, while innovating and developing in emerging digital regions
• Contributed to segmentation of QIAGEN accounts and strategically aligned with commercial operations to penetrate long-tail accounts within Grow Smarter Team (Voice-of-field program)
• Continually evaluating 3rd party sellers and distributer options for specific product lines/by region
• Work cross-functionally with marketing leadership to align digital sales and marketing strategy
• Assess resource requirements and perform under budget (2018; on-track for 2019)
• Provide training and career development plan for direct reports while supporting extended team

• Regularly consulted with sales leadership to drive strategic account strategies to grow consumable spend through B2B, QIAstock, and third-party affiliates – US West/US South/ANZ/LATAM
• Contributed to exceeding shift goals to digital channels in 2017 (Global) +5.8% Y/Y in 2017 ($24M)
• Key player in driving $3M incremental revenue through eCommerce channel in 2016 (US)
• Strategically selected and launched marketing promotions in addressable B2B accounts (3x/qtr) 2016
• Conducted main group pricing optimization to reduce sales quoting and increase customer efficiencies
• Lead on contract management process and key contact for negotiation of terms on key accounts

North America, West

• Regularly consulted with sales leadership to drive strategic account strategies to grow consumable spend through B2B, QIAstock, and third-party affiliates – US West/US South/ANZ/LATAM
• Contributed to exceeding shift goals to digital channels in 2017 (Global) +5.8% Y/Y in 2017 ($24M)
• Key player in driving $3M incremental revenue through eCommerce channel in 2016 (US)
• Strategically selected and launched marketing promotions in addressable B2B accounts (3x/qtr) 2016
• Conducted main group pricing optimization to reduce sales quoting and increase customer efficiencies
• Lead on contract management process and key contact for negotiation of terms on key accounts

West US

• Increased West region Supply Center consumables sales by 15% YOY in H1 2013
• Executed offline to online ordering shift programs by working directly with customers on site
• Manage and support 20 full and part time field SCSs to stock, merchandise, and optimize mix of Supply Centers in the West NA region
• Supported deployment of RFID target list, launch, and post launch process at new supply centers
• Support role in SC Global Homepage project, Ironman workflow gap ID tool, and Pivot competitive analysis switching tool

• Grew existing supply center footprint in East region by 28.8% in 2011by opening new supply centers and optimizing mix at current supply centers
• Completed 134 health checks out of goal of 120 in Q4 – 111.7% to plan
• Contributed to growing AB channel by 177.6% growth YOY (Goal 35%) – 507% to Goal in Q4
• Opened 16 new supply centers since Aug 2011 and developed funnel for 2012 - 33 New Start ops
• Built strong relationships with sales teams by reaching out regularly for health checks, new starts, and current territory developments
• Provided process improvement ideas for Ironman, heath check tracker, and inventory model process

Utilized product features and benefits and personal selling skills to identify sales leads, initiate sales process, and successfully promote company name while also achieving assigned sales plan. Ongoing participation in product and systems training (Siebel CRM, Cognos), marketing campaigns and special projects as presented by Life Technologies to develop.

Supported management team in identifying operational opportunities for continuous improvement and initiating changes to processes as neededCompleted highly regulated documentation processes associated with Post Donor Information Reports, Quality Incident Reports, CA/PAs, Medical Incident Reports, and Non-Conforming Materials ReportsIncreased actual yield.

Effectively performed daily lab functions while using sterile techniques and cGLP including: animal tissue dissection; liquid nitrogen storage and Cryostat operation, immunocytochemistry techniques, fluorescence microscopy with confocal microscope, Western Blotting, HPLC techniquesCo-author of published scientific paper: Spatial and Temporal Distribution.

Mba

Bachelor Of Science Degree, Biomedical Science

Master Of Science Degree, Biomedical Science