PROFILE

Accomplished sales executive with 24 years of experience in sales and marketing, business development and operational management within organizations that provide software products and solutions to the life sciences and healthcare industries.

• Proven ability to manage and develop extremely complex sales processes and territories for early, mid and late stage products and services.
• Extensive experience in sales and sales management with a demonstrated ability to build and manage efficient and highly productive sales operations.
• Proficient in managing group economics including budget and P&L as well as goal setting, product pricing, cost control, and reporting.
• Proven track record of exceeding goals and client expectations.
• Strong leader and team player with excellent interpersonal, presentation and communication skills.
• Successfully develop and manage long-term mutually beneficial business and client relationships.

PROFESSIONAL EXPERIENCE:

Confidential, Wayne, PA 19087 May 2010 - Present
Director of Sales, LBS Informatics
Transitioned with the acquisition of MODA Technology Partners in May 2010. Responsible for managing and driving the global sales of MODA, an enterprise software platform.

• Responsible for the overall sales operation: account planning, territory alignment, pipeline management, forecast reporting, compensation planning, hiring, and managing the sales budget.
• Sold over $15M in MODA products and services to date, resulting in 25 new client names with installations at 48 facilities and over 1,500 users globally.
• In 2010, personally sold $2.7M in new business in addition to leading the global sales team.
• Define sales goals, conduct performance reviews, and provide coaching, mentoring and sales strategy to the global team throughout the entire sales process.
• Manage a global network of channel partners ranging from co-marketing relationships to full MODA software resellers and distributors.
• Developed and implemented a cross functional, overlay sales model to incorporate Lonza's existing global sales force. Enhanced the go-to-market sales strategy, communication processes and compensation plans that resulted in a 60% increase in the sales pipeline within the first 12 months.
• Developed and delivered sales training to the global LBS sales team.
• Worked with internal legal counsel to enhance all contract templates; negotiate and approve all NDA's, SOW's and contract agreements.

Confidential, Wayne, PA 19087 December 2005 - May 2010
Vice President of Sales
Led the global sales of MODA, an enterprise software platform, to meet the financial targets and growth expectations of this start-up software firm.

• First employee hired with the goal of driving market adoption and building and managing a global enterprise software sales team.
• Responsible for selling, hiring, account planning, territory alignment, pipeline management, forecast reporting, compensation planning and administering the overall sales budget.
• Member of the executive management team responsible for defining, developing and executing our vision and strategy.
• Raised over $8.5M through private investments, commercial venture capital and venture debt.
• Played a key role in establishing brand, sales process, market presence and culture.
• Met with the Board of Directors regularly regarding the sales pipeline and go-to-market strategy.
• Critical member of MODA's deal team during due diligence and acquisition process - ultimately acquired by the Lonza Group, a major global supplier to the pharmaceutical, life sciences and healthcare industries, in May 2010 providing significant returns to all investors.
• Managed company sales from start-up to $4M in revenue before ultimately being acquired by Confidential.
• Increased revenues on average by 180% annually.
• Enhanced the sales and forecasting methodology to provide improved visibility of sales revenues and cash flows for financial planning and reporting. The enhancements resulted in an 80% close rate of forecasted opportunities.
• Directed sales planning and market analysis activities including market research and competitive product analysis; developed pricing models and go-to-market strategy.
• Initiated, developed and managed a network of co-marketing and reseller partners to increase market awareness, sales reach, and revenues.
• Negotiated and approved all NDA's, SOW's, Partner and License Agreements.

Confidential, Rockville, MD 20852 October 2004 - December 2005
Director, Business Development
Responsible for account management and new business development of a global territory consisting of strategic accounts along with several small and mid-tier bio-pharmaceutical companies.

• Key strategic accounts included Merck, Wyeth and AstraZeneca.
• Increased pipeline by $2M in first 6 months.
• Sold $1.5M in new business within the first 12 months.

Confidential, Wayne, PA 19087 June 1993 - October 2004
Senior Account ExecutiveJune 2001 - October 2004
Responsible for account management of a global territory consisting of strategic accounts (Merck, Shire, Kyowa and Otsuka) and an emerging market territory (including support to the Asia Pacific Region).

• Sold $17M in enterprise software (FirstDoc) and general consulting services including strategic consulting (IT, regulatory compliance, clinical and R&D business processes improvement); system integration; content/document management; system support and outsourcing services.
• In 2004 was at 100% of $7M revenue goal through Q3.
• Exceeded sales targets of $3 - $4M (in 2002 & 2003) by an average of 120%.
• Established new relationship with key global account in 2002 and grew revenue to over $2M in 2003.
• In 2001 was tasked with selling FCG's services into new industries - Utility and Financial Services - and closed $1.5M in revenue within the first six months.
• Worked closely with FCG's Executive Management Team to start operations in Tokyo, Japan. Provided sales leadership and business development support to our internal team and local partners.

Client Services Manager September 1997 - June 2001
Responsible for the professional development and management of 30 consultants, delivery management, channel management, and new business development.

• Provided career development to associates including mentoring, coaching, motivating, and developing technical and professional training plans; developed and delivered annual reviews.
• Managed group economics, salary and R&D budgets, and business factors such as utilization, billing rates, gross profit, and retention.
• Interviewed numerous consultants and projects managers and made hiring decisions regularly.
• Managed channel partner relationships - facilitated monthly pipeline reviews; developed marketing programs and branding; participated in sales calls; coordinated industry trade shows.
• Provided program management and oversight to project managers regarding project planning, cost reporting, client communication and scope management.

Business Development Manager May 1996 - September 1997
Responsible for providing business development and sales support including proposal development, client presentations and software demonstrations. Supported industry-specific conferences, developed marketing campaigns and delivered industry presentations.

Project Manager June 1995 - May 1996
Responsible for the project/program management and requirements definition, design, development, and deployment of several Documentum-based content management applications.

Technical Lead/Analyst June 1993 - June 1995
Facilitated requirement definition, wrote functional specifications, and developed code in Documentum, C, Oracle, SQL, and UNIX.

Confidential, Valley Forge, Pa. 19406 September 1990 - June 1993
Software Engineer

Confidential, Ivyland, Pa. 18974 April 1988 - September 1990
Associate Programmer / Analyst

EDUCATION: Bachelor of Science, Computer Engineering Technology