Mary Trout Email & Phone Number

Marlborough, Ma, Us

Healthcare executive within medical device industry; diverse device, pharmaceutical, capital, and diagnostics experience

Wayland, Massachusetts, Us

Waltham, Ma, Us

Promoted to General Manager for the Maternal Health business unit, and leading commercial operations for Makena® and Cord Blood Registry. Revenue accountability of $600M with operating budget of $56M. Accountable for brand strategy and execution; lifecyle, sales, marketing, key accounts, patient assistance, 3rd party home health promotion and hub services.

Waltham, Ma, Us

Worked closely with AMAG through CBR acquisition to facilitate consolidation of sales operations, design and build out an expanded sales force. Develops effective marketing and sales strategies for both consumer-focused CBR registry services and the prescription-based of FDA-approved Makena®, an injectable pharmaceutical that reduces women’s risk of preterm birth. Launched single dosing of Makena® and home health relationship to drive market share and reach more prescribers.• Identified from the acquired company to run the field sales operations of the parent company; oversees a team of 7 direct reports and 125 indirect reports, generating over $400M in annual revenues and $26M budget• Conducts outreach to 41,000 OB/GYNs to drive identification of appropriate patients for Makena injection therapy as well as encouraging the collection of cord blood stem cells from 4M births.• Coordinates the organizational structure, including assessment of current operations, overhauling ineffective processes, designing performance management and implementing effective procedures.• Integral team member in building corporate value and generating turnkey systems to facilitate the smooth transition and profitable sale of CBR.• Develops top-down sales and marketing strategies for Makena to capture 140K new prescriptions and launch new dosing option

Tucson , Arizona , Us

CBR was acquired by AMAG Pharmaceuticals in August, 2015. Hired to spearhead the overhaul of the healthcare professional strategy and sales implementation for national operations generating over $MM and increasing the cord blood unit base to 600K units. Managed $MM operating budget while supervising a team of 50 field salesperson and operation team, and during tenure, 7 marketing personnel. • Sat on the organization’s senior leadership team responsible for the $MM sale of CBR to AMAG. • Provided ultimate authority over cord blood collection kit field logistics, quality collections, healthcare provider certification, compliance, quota, incentive plan, training and provider support line and network.• Developed and implemented strategic marketing plans for diverse audiences, including healthcare providers, direct consumer clients, trade organizations, and KOLs.• Collaborated with the 40-person consumer inbound sales call team to adjust sales strategies based on real-world customer questions, concerns, and insight.• Led field expansion, corporate account, and business development activities to tap new revenue streams.KEY ACHIEVEMENTS:★ 2015: Gained access to more hospitals and OBs through extended field footprint campaign.★ 2014: Grew business 12%, overcoming a 5% loss prior to joining company.★ Aligned direct-to-consumer marketing and field sales activities, resulting in an 80%+ revenue increase.★ Doubled cord blood collections by gaining more network-based OB healthcare provider registrations.★ Served as executive liaison to develop and negotiate public cord blood partnerships with Institute of Transfusion of Medicine and industry partnerships with IDNs within US Women’s Health Alliance.

Norcross, Ga, Us

Promoted to lead the North American Corporate Accounts to maximize P&L of $MM division, specifically targeting GPOs, IDNs, and all blood centers while maintaining long term business relationships with the 2 largest national commercial laboratories, Quest Diagnostics and LabCorp. • Hired, coached, and develop a new team of 7 Corporate Account Managers; managed 6 Area Sales Managers and 30 Sales Representatives in a matrix environment.• Developed top-down sales strategy designed to overcome challenges of changing market and meet the needs of the key client base.• Analyzed healthcare market data to discover creative solutions to expand market reach and select strategic contracting relationships while minimizing costs.KEY ACHIEVEMENTS:★ 2007 – 2013: Grew business by 25% at Quest Diagnostics, 25% within Blood Donor Centers, 40% through the HealthTrust GPO and 30% through Broadlane.★ 2012: achieved over 100% of capital financial plan and drove the majority of total US instrument sales through contracts with GPOs/IDNs.★ 2012: conducted market research on blood utilization trends to support Marketing efforts.★ 2012: championed and led marketing efforts and trial studies for Treponema Pallidum Hemaglutination Assay (TPHA) for diagnostic use, which will add 9M tests annually.★ 2012: Awarded President’s Club.★ Converted key national accounts such as American Red Cross, Blood Group Alliance, Blood Systems Inc., Creative Testing Solutions and Greater New York Hospital Association to primary source agreements.★ Led sales to gain over 1,000 capex instrument installations through strategic group contracts.★ Won revenue streams with Premier, Community Hospital Systems, Catholic Health Partners and LabCorp★ Developed innovative contract models utilizing volume commitment agreements with American Red Cross, which simultaneously blocked 3 competitors from submitting RFP proposals.★ Fostered executive relationships with KOLs to help identify new opportunities.

Norcross, Ga, Us

Promoted to manage the expansion of $MM and multi-year contract strategies by securing mutually beneficial corporate agreements with C-Level executives of strategically identified GPOs, corporate accounts and major IDNs with revenues over $MM annually. • Managed a group of 3 Corporate Account Executives direct reports; mentored 6 Sales Managers and over 21 indirect report salespeople differentiate Immucor’ s contract offerings within national accounts.• Led the overall IDN capital equipment sales strategy, resulting in 25 IDN primary source contracts and 190 instrument installations across the US; converted 89% from competitive accounts.KEY ACHIEVEMENTS:★ 2008, 2009, 2010: Achieved President’s Club each year.★ 2010: Secured a 5-year, primary source agreement with Quest Diagnostics and a 3-year dual source agreement with Broadlane that blocked competition, grew market share and exceeded revenue goals.★ 2009: Pioneered and obtained a sole source agreement with Blood Group Alliance a committed dollar volume of annual business, an unprecedented strategy in blood banking agreements.★ 2008: Negotiated and secured the largest IDN contract in North America; installed 27 instruments throughout the Alverno Health System.★ Won and managed the implementation of over 150 instrument installations within GPO contracts and 34 instruments within Quest Diagnostics.

Norcross, Ga, Us

Recruited for the newly created position to generate long-term sales relationships for ongoing services and capital equipment with IDNs, GPOs, national blood centers and commercial laboratories. ★ 2007: Achieved Presidents Club award for sales 150% to goal; grew reagent revenue goals 20% over plan.★ Successfully sold over 50 Echo ® analyzers within the first 3 months of launch, generating $M in new business and replacing competitive product in the marketplace.

Emeryville, California, Us

Chiron was acquired by Novartis Vaccines and Diagnostics, Inc. in 2006.Managed the $MM Western US territory, selling molecular diagnostics assays in blood and organ donor testing facilities. Developed ongoing client relationships with every level, from the lab personnel to the C-Suite executives, to secure contracts and demonstrate product usage and dissuade competitor’s product usage.• Monitored, addressed, and overcame competitors’ marketing strategies for NAT testing.• Increased business into non-traditional market sectors by understanding customers’ strategic goals, resulting in an efficient, centralized testing model.• Gained influential KOLs in organ and tissue donor centers to champion products and services.KEY ACHIEVEMENTS:★ 2002 – 2007: Awarded President’s Club each year; consistently #1 in customer satisfaction★ 2007: Successfully sold the first fully automated NAT testing instrument, the Tigris®.★ 2005: served as internal champion during launch of molecular screening of HIV/HCV into the tissue testing market, resulting in a national business increase of $M annually and 100% market share★ 2005: Introduced NAT to the Mexican blood screening market; led implementation of 2 testing centers★ Helped the sales team grow market share from 50% to over 87% in the NAT testing market.★ Won $MM in new annual business by converting major blood centers from competitor’s products.

Emeryville, California, Us

Coordinated and delivered molecular and instrumentation training for over 100 members of the sales teams, technical staff, and marketing department to ensure product compliance and customer satisfaction.

Washington, Dc, Us

Bachelor Of Science, Biological Sciences

Masters Degree, Business Administration