Contract Research Organization - Preclinical Biomedical Laboratories, Drug Development. Japan's largest CRO, established 1957.

A Small Molecule CRO / CDMO enabling drug discovery.

Responsible for all aspects of Sales, Market Development and Strategic Business Planning in assigned territory - the US - coast to coast.Business: iPSC Targeted Differentiation, Generation of Patient-derived iPSCs and Isolation of High-Quality Primary Cells / Fresh Immune Cells.Responsibilities include:Influence client-use behavior and achieve a consistent high level of performance for branded products.Develop a strategic business plan to outperform competitors and generate new business revenue.Meet and exceed annual sales goals and contribute to the overall company objectives.

Hired to position the DHMRI in the Western U.S., map-out the new territory sales plan, identify target customers and begin the sales process.Business: A Contract Research Organization that produces genomic sample analysis for customers working to improve agriculture, nutrition, and human health.Responsibilities included: Develop sales plan for new territory:- Identify target companies that require genomic and metabolomic analysis of plant & soil samples.- Establish the tactical plan for each target company to position the DHMRI and win the business.- Set up CRM to provide control of progress in achieving revenue targets. Identify profitable new business opportunities in early stage and advance through sales process.- Articulate the DHMRI’s technologies to agricultural, biopharma, and academic audiences.- Coordinate and communicate contract proposals to meet client’s objectives and specifications.(DHMRI reduced Operations and eliminated BD/Sales in 03/2020 with onset of pandemic)

Responsible for the sales, market development, strategic business planning and implementation for the Company’s products and services throughout the Western US.Business: Human Primary Cells separated from whole blood and bone marrow: Mononuclear Stem/Progenitor Cells (CD34), B Cells, Pan T, Dendritic, and Hematologic diseased cells.Responsibilities included: Identify commercial opportunities and make business case for resources to win client business. Know applications / use of cells, recommend plan to collect, process, and deliver fresh primary cells. Represent Company at conferences, trade shows - leverage position to engage profitable new business.Results: Improved underperforming accounts and sold new business at Amgen, Celgene, Abbvie, Allergan, Verily, BMS, Adaptive Bio, Dendreon, Seattle Genetics, Stanford, UCLA.

Responsible for driving new business sales for Custom Services in Life Science Division.Business: Design and development of monoclonal antibodies and host cell lines for R&D andcommercialization, Cell line optimization for process scale-up, and Biomarker assay development incl prototype test kits.Responsibilities included: - Articulate the company’s proprietary science technologies to biopharma and academic audiences. - Identify profitable new business opportunities in early stage and advance through sales process. - Coordinate and communicate contract proposals to meet client’s objectives and specifications.Results: - New client business opportunities identified and sold at: Amgen, Novartis, Bayer Healthcare, Merck (Palo Alto), Seattle Genetics, Dow Agriculture, Pfizer Animal Health. - 2013 sales quota exceeded by 23%; Total revenue $5.1MM. - 2012 sales quota exceeded by 7%; Total revenue $3.5MM.

- Expand technical services for high-value client accounts- Presented ‘New Technology’ seminars at key accounts• Recognized highest producer - Life Sciences Products and Services (President’s Club)• Achieved plan for increased Year-to-Year sales quota from 2008 at $1.5MM to 2012 at $2.9MM• Led sales team each year for new sales production

Achieved sales plan in new assigned territory through relentless prospecting, presenting, and follow up.Business: Custom monoclonal and polyclonal reagents including bioprocessing i.e., affinity purification services, antibody characterization, cell line optimization, and cell banking.Responsibilities included: - Generate product/service orders by assessment of client’s business, technology, and project needs. - Prospect new business leads and convert opportunities into manufacturing orders.Results: - Achieved 2005 target sales goal for new territory at $750k, 1st year. - Exceeded 2006 sales goal by 12%; Total Revenue $1.1MM. - Made 2007 sales plan at $1.26MM.

Genomic technologies for the rapid discovery and optimization of novel products from gene pathways to identify and produce enzymes.• Planning/conducting complex lab experiments; adapting defined protocols and procedures• Published scientific paper with Sr. Scientists; two discovery patents and experimental procedures• Areas of special competence: Biochemistry, Analytical Chemistry, Recombinant DNA Practices