Cell Signaling Technology, Inc. (CST) is a worldwide leader in the development and commercialization of antibodies, assays and research tools. As a company of scientists for scientists, we have developed PTMScan®, a technology to discover protein post-translational modifications, PhosphoSitePlus®, an online resource for investigation of post-translational modifications, and XMT® technology, a proprietary method to develop exceptional monoclonal antibodies. We are fully committed to developing new research tools to help define the mechanisms underlying cell function and disease, thereby broadly accelerating progress in biomedical research and medicine.Dynamic Account Manager with a passion for consultative selling. Responsible for selling off-the-shelf products, bulk products, and eligible services with customers, primarily academic accounts, in the state of Texas.Responsibilities Include:• Develop and implement strategic and tactical territory business plans that result in increased customer contact and achieve above market growth rates and increased market share• Execute an account “mapping” strategy to identify the key players within each account• Network within designated accounts to fully understand customer needs• Promote and position CST products and services to customers• Develop consultative relationships with customers to understand scientific details of customer’s application, product requirements, and purchasing motivations in order to influence product choices• Work with technical staff to provide information or solutions to complex customer requests and inquiries• Communicate information gathered during customer visits to sales management and marketing• Maintain customer information in Salesforce.com CRM • Maintain healthy funnel management through continual prospecting efforts• Participate in trade shows and networking events to improve company visibility, overall market share, and profitability

IsoPlexis is a young startup biotechnology organization, selling an innovative, multiplex, high content, single cell proteomics platform focused specifically on secreted proteins. The bulk of the focus is in all areas of immunology, specifically looking at various outcomes as they relate to cytokine and chemokine secretion in response to various therapies. There was particular effort and collaboration in the cancer immunotherapy space. Responsibilities for selling both the capital instrument and consumable stream, with heavy initial focus on capital placements. The territory covered TX, NM, OK, KS, AR, LA, TN, MS, GA and FL. • Resource limited Start-up environment required very strong self directed prospecting and strategy development• Due to limited resources, covered both the South Central and South East territories• Customer focus at both commercial and academic/government accounts• Selling at the C-Suite level down to the Senior Scientist in commercial accounts• Selling at the Division/Department Heads down to Primary investigators and Research professor in academic accounts• Unique market position straddling the research and clinical arenas

Responsible for directing all aspects of collaborative sales management for the nine North America territories, gain understanding of the needs and concerns, build consensus, encourage creative input, and empower team members. This includes:• Leading sales personnel to meet/exceed the corporate and territory sales objectives.• Enhance sales and services to existing accounts within each territory through continued customer contact and support of the entire product line.• Coach the team on effective selling strategies and tactics (via co-travel, phone and sales meetings), managing expenses, and developing their professional skills to maximize potential. • Provide honest, direct and meaningful feedback to direct reports regarding performance via regular team interactions, evaluations and annual performance reviews.• Train sales personnel in regards to established policies, practices, products and services. • Manage distribution relationships with regional and national sales organizations.• Manage local and global pricing agreements with key customers• Setup and Manage incubator sponsorship programs with J-Labs and the BioLabs sites • Analyze current and future sales potential and develop sales strategies to maximize revenue, margin and market share• Provide reports to management of sales activities, status of sales leads and projected sales.• Manage sales related operating expenses and processes, including the development of a sales budget, sales meetings, travel, and compensation.• Develop and present technical briefings for customers, as needed.• Communicate customer need, product improvement suggestions, new product ideas, user issues and competitive activities to marketing and the executive team.• Update direct reports on company and department business• Assist Marketing team in creation, review and field testing of new marketing and/or sales materials

The field marketing liaison role was an initiative I suggested and was implemented by myself and my sales manager. The goal of this role was to provide a direct channel between the field sales/support team and the marketing team in an effort to align the goals and messaging of both teams and ensure we maximized our resources. This role required:• Acquisition of market information including customer needs and suggestions for product improvements, new product ideas, user problems, competition, etc. • Advise management in helping to formulate the overall marketing plan.• Assist Marketing team in the information exchange with the field sales team to enhance alignment of marketing and sales goals and messaging. • Assist Marketing team in the creation, review and field testing of new marketing and/or sales materials.• Assist Marketing Product Managers in the pre-launch test marketing of new products at customer sites, as assigned.• Train sales team members on available marketing collateral.

I started in this role as a Sales Consultant in May 2011 and progressed to Technical Sales Consultant, Senior Technical Sales Consultant and finally Senior Technical Sales and Field Marketing Consultant. As a sales consultant, I was actively selling the LI-COR Biotechnology product line, with heavy emphasis on the Molecular Imaging Systems. While the role was heavily focused on the capital equipment, there was also responsibility for selling and supporting the consumable and reagent stream that accompanied both our instruments as well as some distributed product. This role required:• Qualifying and follow-up of sales leads generated by the LI-COR marketing efforts • Generate new potential sales leads from existing customer contacts and customer referrals • Implementation of an effective follow-up system for inquiries, sales and nurture leads to the point of sales closure. • Evaluate and recommend where product demonstrations should be done, arrange logistics, and assist in performing demos. Conduct customer demos as appropriate, and assist in exhibitions as needed.• Maintain customer contact for continued sales of consumables, support contracts, additional equipment.• Gather and summarize data for evaluation of market impact, share and market strategies. • Analyze current sales and future sales potential in territory and develop a business plan to maximize the market potential.• Substantial utilization of SalesForce.com for all CRM activities including quoting, recording of customer interactions, scheduling, and internal documentation of customer related activities.• Assist in follow-up of existing users to assure a high level of customer satisfaction.• Assist in selling outside of territory as needed.In this role I consistently achieved and exceeded my sales revenue goals averaging 103% to revenue target. Additionally, I was often recognized for analyzing and reducing the costs to do business through strategic analysis of my territory costs.

Proteomics Application Specialist - Pierce Protein Research ProductsAt Thermo Fisher, I was responsible for selling and supporting the Pierce, Affinity Bio-Reagents, Open Biosystems custom antibodies and peptides and Endogen product lines (all sold as Thermo - Pierce products at the time). In this role I was based in the Houston, TX metropolitan area; my final territory was responsible for the states of Texas, Louisiana, Oklahoma, and New Mexico (initially Alabama, Mississippi and Arkansas were part of the territory as well). The customer base was primarily academic research laboratories as well as some privately and publicly held biotechnology and pharmaceutical research facilities. During my tenure, I consistently exceeded my sales targets, finishing 2010 at 103% to goal, and growing the territory in the first 4 months of 2011 ~8% over prior year.

Scientific distribution sales representative in Dallas, TX.The sales position with VWR International, LLC was an outside general sales representative in the Dallas/Fort Worth metroplex. My customer accounts varied from advanced university research laboratories and institutions to one-man chemical blending operations to municipal water and waste treatment facilities. I started at VWR as an associate sales representative in June 2007, and was promoted to sales representative in October 2007, at which time I became responsible for the territory. During my time with VWR, account growth was stabilized (no longer receding), and began growing. The largest account and primary focus was the University of Texas Southwestern Medical Center, approximately 65% of the territory’s budget. Despite our largest competitor being the incumbent supplier, I used a customer centric sales approach, coupled with past research experience and knowledge to grow the account approximately 10% in total revenue and 23% in gross margin. Overall territory growth for the final 4 months was very positive, varying from 10-45% depending on the account.

Primary Investigator: Dr. Julian Leibowitz, MD., Ph.D.Laboratory Focus: Coronavirus Biology, Transcriptional RegulationMy primary research was focused on the vectoral release of Coronavirus viral particles from polarized epithelial cells. Specifically, we focused on determining if specific viral protein(s) are responsible for the vectoral release, as well as identifying the specific cellular machinery utilized for both apical and/or basolateral release of viral particles. Additionally, I developed a reverse genetics system for Murine hepatitis virus strain 1 (MHV-1), one of the model viruses used to study SARS. Finally, I directed the projects of several undergraduate research students as well as supervised several student workers.During my tenure, I was a contributing author to two peer reviewed publications.