Founder & Senior Commercial Advisor · Denver, CO
Designed and deployed full commercial functions at pre-scale organizations — CRM selection, territory design, sales playbooks, hiring profiles, and onboarding. Closed the first five logos at L7 Informatics before building the team that scaled to 25+ clients.
Stewarded a $367M global pharma revenue base across 26 enterprise accounts at Thermo Fisher Scientific, navigating post-M&A integration, multi-divisional alignment, and C-suite relationships across major biopharma organizations.
Molecular biology foundation (BA, CU Boulder) enables genuine technical dialogue with scientists and R&D leaders. Fluent across NGS workflows, cell/gene therapy, CRISPR, liquid biopsy, and lab informatics.
Execution-level BD for early-stage ventures — LOI development, partner qualification, outreach sequencing, and meeting documentation. Currently supporting Codebreaker Labs Pioneer Program partnerships with academic medical centers and genomics platforms.
Deep experience sizing and entering new verticals — from genomics tools to lab SaaS to causal genomics data-as-a-service. Comfortable with ambiguity, first-principles market mapping, and building narrative before proof points exist.
Launched and operating Stacks Advisory, a commercial infrastructure consultancy for life science ventures. Full-stack founder work: brand, web, content strategy, client development, and delivery — building inbound through a 40-post LinkedIn thought leadership program.
Demonstrates deep familiarity with FDA 21 CFR Part 11 requirements for electronic records and signatures in life sciences settings. Understands the practical implementation of compliance frameworks including audit trails, timestamp validation, protocol revision control, and closed-loop data integrity for discovery and development-stage automation systems.
Deep expertise in LIMS solutions that streamline integrated laboratory processes and facilitate communication between lab technicians, managers, bioinformaticians, and scientists. Experience with configurable workflow applications including sample tracking, inventory management, and instrument integration.
Knowledge of full data provenance tracking from instrument connectors through QC and mapping pipelines to experiment-specific analyses. Expertise in maintaining audit trails that enable compliance with FDA, CAP, and CLIA regulatory requirements.
Deep familiarity with federal and state healthcare compliance frameworks including anti-kickback statutes, AdvaMed Code standards, and FDA regulations governing medical device company interactions with healthcare professionals. Experience with policies governing HCP training, educational grants, meals, and transparency requirements.
Experience operating under Federal Acquisition Regulations (FAR) and government contract compliance programs. Understanding of audit requirements, ethics reporting systems, and compliance certification processes for federal, state, and local government procurement.
Expertise in evaluating and classifying laboratory automation systems under FDA open/closed system definitions. Understands that most real-world discovery systems qualify as open systems due to shared credentials or external database dependencies, requiring enhanced authentication and integrity controls.
Knowledge of designing secure, computer-generated, time-stamped audit trails that preserve record history without obscuring prior data. Includes understanding of NIST clock synchronization for legally defensible timestamps supporting patent filings and regulatory submissions.
Understands closed-loop automation design principles where database records are only created upon instrument confirmation of completed processes. Expertise in transaction processing rollback mechanisms to prevent partial or corrupted data entry during system failures.
Deep familiarity with L7 ESP's modular architecture including LIMS, Analysis, Containers, Inventory, and Data applications. Understands how native integration across ESP applications enables comprehensive laboratory operations tracking and workflow management.
Experience with configurable LIMS solutions that allow user-defined workflows without requiring vendor professional services. Enables labs to develop custom solutions matching specific operational needs while minimizing implementation downtime.
Knowledge of advanced queuing systems for managing and tracking complex laboratory workflows. Expertise in configuring customized work queues that optimize technician productivity and workflow visibility.
Connected patient registries with biomarkers, RNA sequencing data, and analytical instrument results within unified platforms. Enabled tracking of differentially expressed lncRNAs over time to accelerate understanding of transcriptional regulation factors.
Positioned platforms to overcome impedance between genomic research results and clinical/patient relevance. Facilitated collaboration between researchers, physicians, nurses, and informaticians on single operational platforms with full audit capabilities.
Managed systems integrating patient registries, wet lab workflows, analytics, sequencing data, consent tracking, EMR connections, and sample provenance. Supported tagging of patient samples with metadata and supplemental imaging from FACS and radiology.
Designed longitudinal research frameworks capturing dynamic immune responses, infection progression, and structural lung changes over time in pediatric CF populations. Integrated clinical phenotyping with molecular profiling across multiple disease stages.
Deep expertise in CF innate immune dysfunction, including monocyte tolerance mechanisms, cytokine imbalances, and the interplay between CFTR defects and inflammatory signaling. Understanding of how systemic factors alter circulating immune cell transcriptional profiles.
Knowledge of epigenetic regulation in immune cells, including histone modifications at enhancers and promoters that govern inflammatory gene expression. Familiar with chromatin accessibility states underlying trained immunity phenotypes.
Design and administer Salesforce and HubSpot CRM systems from the ground up. Built architecture supporting 500+ contacts with deal desk workflows, standardized stage criteria, and DocuSign automation achieving 95% contract completion rates.
Build commercial operating systems that improve forecast accuracy, pipeline hygiene, and scalable execution. Implement quote-to-cash optimization, approval workflows, and data governance reducing cycle time by 40%.
Deploy Tableau and BI dashboards tracking pipeline health, conversion rates, cycle time, and win/loss analysis. Establish quarterly business review operating rhythms that improve deal velocity and cross-functional alignment.
Establish data governance policies and master data management practices ensuring CRM integrity, accurate reporting, and compliance with enterprise security requirements.
Manage multi-year account plans for global enterprise customers with consistent 105-120% quota attainment. Expanded strategic account base from 8 to 25 accounts with 19% year-over-year revenue growth.
Streamline quote-to-cash motions through deal desk approval workflows, DocuSign CLM integration, and contract automation. Support complex enterprise deals spanning Sales, Legal, Procurement, and IT/Security stakeholders.
Apply MEDDPICC rigorously to qualify and advance complex enterprise deals. Structure discovery around Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implications, Champion, and Competition to de-risk long-cycle opportunities.
Structure and negotiate complex agreements including MSAs, SOWs, DPAs, and DUAs with Fortune 500 biopharma companies. Conduct comprehensive security and privacy diligence reviews to accelerate deal closure.
Implement DocuSign CLM and eSignature workflows achieving 95% completion rates. Automate deal desk approval processes to reduce friction and accelerate time-to-signature.
Lead quarterly business review cadence with C-level executives driving 90% customer retention and identifying $3M+ expansion opportunities annually. Structure joint growth plans that align vendor and customer objectives.
Build extensive KOL networks spanning 40+ academic and pharmaceutical research institutions. Leverage scientific credibility to influence adoption and inform product strategy.
Develop repeatable partnership playbooks for co-sell and co-market initiatives with technology and service partners. Structure integration and OEM partnerships that expand market reach.
Conduct security and privacy diligence reviews for enterprise prospects including HIPAA, SOC 2, GDPR, and GxP environment requirements. Navigate IT/security and data governance stakeholder concerns in complex deal cycles.
Define ideal customer profiles and disqualifiers to make focus a competitive advantage. Execute small number of high-leverage plays end-to-end with clear targeting criteria.
Package the story for each buyer combining outcome narrative with proof and risk mitigation plan. Remove uncertainty through structured diligence and pilot programs.
Align scientific, IT/security, data governance, legal, and procurement stakeholders to accelerate decision-making. Reduce sales cycle friction through multithreaded engagement.
Build partnership ecosystem strategies and partner-ready narratives supporting co-sell, co-market, and integration/OEM conversations. Establish repeatable partner pathways for commercial acceleration.
Develop competitive positioning maps and market segmentation models. Leverage tools like ZoomInfo and LinkedIn Sales Navigator for account mapping and stakeholder analysis.
Structure business cases combining ROI analysis with value proposition development. Translate technical platform capabilities into executive-ready narratives.
Design stage governance and KPI dashboards that improved forecast accuracy and deal velocity by 40%. Implement operating cadence and metrics for pipeline management.
Built comprehensive regional/channel alignment models spanning NA, EU, APAC, and emerging markets. Tracked revenue across direct, CCG, VWR, and Tier 2 distribution channels with bridge analysis for customer wins, losses, and channel shifts.
Structured channel strategies across six global regions including Central South America and Middle East Africa. Managed complex distributor mix balancing direct sales against CCG, VWR, and tiered distribution partners.
Owned revenue planning across molecular biology, PCR, cell science, bioreagents, and bioprocess production product lines. Managed pricing, market growth, and product lifecycle factors in annual planning cycles.
Achieved President's Club status at Becton Dickinson — Clontech, placing in the top 4% of global sales professionals. Qualification required exceeding 100% of Annual Operating Target while delivering positive year-over-year territory revenue growth.
Demonstrated consistent territory revenue growth versus prior year performance. Met rigorous qualification criteria combining weighted revenue performance to target (80%) and territory growth metrics (20%).
Designed comprehensive scorecard systems tracking key account performance across direct, distributor, and direct-ship channels. Enabled year-over-year variance analysis by business unit and product line to identify growth opportunities and optimize channel mix.
Developed analytics frameworks spanning VWR, CCG, Cardinal, and Tier 2 distributors to monitor channel-specific revenue and penetration. Created consolidated views enabling comparison of direct versus indirect channel performance at the product and customer level.
Managed commercial operations across cold storage, centrifuges, biosafety cabinets, CO2 incubators, fluid handling, and temperature control product lines. Oversaw multi-brand portfolio including Forma, Revco, Sorvall, Heraeus, Nalgene, and Nunc brands.
Managed global and North American corporate account assignments across 35+ strategic accounts spanning pharma, biotech, diagnostics, and academic institutions. Coordinated account ownership across District Managers, Territory Account Managers, Regional VPs, and Senior Representatives to ensure unified customer engagement.
Built and maintained comprehensive revenue tracking systems for global corporate accounts across multiple business divisions. Managed year-over-year variance analysis and quarterly performance monitoring for enterprise pharmaceutical and biotech customers.
Analyzed revenue performance across BID, CSD, GSD, BPD, and OEM business units for major corporate accounts. Tracked quarterly and annual metrics to identify growth opportunities and underperforming segments.
Managed commercial relationships with major pharmaceutical accounts including Amgen, AstraZeneca, Bayer, Biogen, BMS, Eli Lilly, GSK, J&J, Novartis, Pfizer, Roche, Sanofi, and Takeda. Tracked multi-million dollar revenue streams across product divisions.
Managed complex promotional code systems spanning digital, sales, and back-pocket channels across North American regions. Coordinated discount structures, bundle configurations, and extension tracking for molecular biology and genomics product portfolios.
Designed and maintained tiered discount programs including percentage-off, bundle pricing, and fixed-price promotions for qPCR, genetic analysis, and antibody products. Balanced competitive positioning with margin protection through targeted back-pocket promos for difficult accounts.
Designed and modeled sales compensation structures including tiered payout scales, quota attainment thresholds, and large deal bonus mechanics. Built scenario analyses comparing plan variations to optimize rep motivation while managing commission liability across 35+ territory sales reps.
Managed quarterly quota distribution across North American sales territories spanning Central, Southeast, Western, and Canada regions. Tracked individual rep performance against quota with granular YTD and QTD earned vs. paid reconciliation.
Developed comprehensive models calculating percent-to-quota, tiered payout multipliers, and overachievement bonuses. Analyzed distribution of reps across performance bands to inform compensation plan adjustments and forecast total commission expense.
Managed complex global sales pipelines spanning multiple product divisions including Bioproduction, Genetic Sciences, Chemical Analysis, and Laboratory Equipment. Coordinated cross-divisional opportunities with estimated values ranging from $50K to $30M across strategic and business development teams.
Oversaw opportunity management across top-tier pharmaceutical and diagnostics accounts including Abbott, Amgen, Pfizer, Roche, Novartis, and AstraZeneca. Coordinated multi-site global strategic initiatives spanning R&D, manufacturing, and commercial operations.
Identified and tracked LSG revenue synergy opportunities across the enterprise portfolio, flagging cross-sell potential in major accounts like LabCorp, Merck, and Genentech to maximize wallet share from strategic relationships.
Designed and executed channel swap analyses to optimize revenue allocation between direct sales and channel partner (CCG) distribution. Modeled quarterly revenue shifts across product lines to maximize margin while maintaining market coverage.
Built comprehensive portfolio models tracking Detection, Modulation, and Tools product lines across quarters. Analyzed revenue-to-channel percentages and portfolio mix to inform strategic pricing and distribution decisions.
Developed revenue attribution frameworks comparing direct versus channel performance with variance analysis against prior year benchmarks. Quantified financial impact of channel swap scenarios to guide go-to-market decisions.
Design and execute quarterly business planning with SWOT analysis and SMART objectives. Build 100-day action plans aligned to district, regional, and company goals for accelerated growth.
Maximize sales call effectiveness through rigorous pre-call preparation, objective-driven agendas, and systematic post-call review. Focus on high-value activities with clear customer commitments.
Execute intelligent pricing decisions balancing price gain with long-term share gain. Leverage impact analysis and price recommendation tools while selling on value rather than price.
Orchestrate seamless handoff of qualified opportunities from marketing, TAS, and FAS teams through unified CRM workflows with defined SLAs and status tracking.
Maintain rigorous funnel hygiene with consistent stage progression, probability weighting, and velocity tracking. Apply Miller Heiman blue sheets for complex opportunity advancement.
Build forecast confidence through disciplined funnel metrics, win-loss analysis, and opportunity spread across quarters. Ensure sufficient pipeline coverage against committed targets.
Designed SPIF programs with tiered stretch targets (10-20% above baseline) to drive incremental unit sales. Modeled lead generation scenarios across best/worst/likely cases to set realistic closure rate expectations and payout thresholds.
Built probabilistic models for field lead generation incorporating rep-level activity rates and closure rate assumptions. Applied scenario analysis to project quarterly unit sales impact from technical sales specialist programs.
Analyze invoice-level data across thousands of SKUs to identify revenue patterns and customer purchasing behavior. Track shipment timing, pricing variances, and channel performance at the individual order level.
Manage complex academic purchasing relationships with major research universities including UC system, Caltech, Arizona State, and Cedars-Sinai Medical Center. Navigate supply center fulfillment and departmental purchasing workflows.
Deep expertise in protein electrophoresis, western blotting, and detection product lines including NuPAGE gels, transfer buffers, and ECL substrates. Support researchers with complete workflow solutions from sample prep through detection.
Structured tiered KPI frameworks spanning Customer, Financial, People, and Quality dimensions across process manufacturing, discrete manufacturing, and commercial operations. Designed measurement hierarchies balancing executive visibility with operational granularity.
Implemented Customer Allegiance Score methodology as primary customer health indicator. Integrated proactive order status communication and complaint response tracking into unified customer experience measurement.
Developed cash conversion cycle tracking integrating DSO, inventory turns, and payables management. Linked working capital metrics to operational execution and forecast accuracy.
Built Cost of Quality measurement systems capturing prevention, appraisal, and failure costs. Tracked Out of Box Quality metrics as leading indicators for customer satisfaction and warranty expense.
Established First Call Resolution benchmarks for both technical support and customer service functions. Designed escalation tracking to identify training gaps and process improvement opportunities.
Created cycle time measurement spanning quote generation through order fulfillment. Segmented metrics by customer service versus operations accountability for targeted improvement.
Deployed Employer of Choice survey frameworks alongside Role Model Leader Index to correlate leadership effectiveness with retention and productivity outcomes.
Developed comprehensive revenue models tracking quarterly performance across product lines with CCG margin assumptions, direct vs. channel splits, and incremental revenue attribution. Built systematic frameworks distinguishing reported revenue from total end-to-end revenue across global and regional views.
Created multi-sheet analytical workbooks comparing worldwide and North America performance across identical metrics. Enabled regional variance analysis and identification of geographic revenue concentration patterns.
Designed margin assumption frameworks for allocating centralized corporate group revenue contributions across product lines. Applied consistent 25% CCG margin assumptions to calculate revenue-to-CCG transfers and incremental revenue impacts.
Built quarterly tracking systems for distinct product categories including Detection, Modulation, Tools, and MolBio portfolios. Monitored percent-of-SMF revenue metrics to identify portfolio balance shifts and growth trends.
Led program management for transitioning strategic account coverage during Life Technologies integration into Thermo Fisher Scientific. Designed frameworks to eliminate resource duplication while ensuring non-disruptive customer transfers across enterprise accounts.
Appointed to manage complex organizational transition bridging legacy SRM team with Corporate Accounts infrastructure. Built partnership frameworks between commercial organizations to optimize coverage of large pharma accounts including Merck, Novartis, and Eli Lilly.
Designed and delivered integration training programs for Technical Sales Specialists during post-merger integration. Created lead handoff processes and rules of engagement to enable cross-selling between legacy organizations.
Developed decision-tree selling strategies against key competitors like BioRad T100 and C1000. Mapped customer needs to product differentiation points including touchscreen interfaces, gradient capabilities, and mobile app connectivity.
Trained field teams on segmented thermal cycler portfolio spanning price-sensitive to high-throughput applications. Articulated value positioning across 2720, SimpliAmp, Veriti, and ProFlex platforms with clear use-case alignment.
Managed strategic account portfolios across European subsidiaries with multi-currency revenue tracking at AOP rates. Delivered consolidated dashboard reporting across four strategic accounts covering Gene Detection and Gene Modulation product lines.
Built consolidated revenue views across multiple European subsidiaries with CCG true-up adjustments and freight exclusions. Enabled year-over-year growth analysis across complex organizational structures.
Drove RNA product portfolio generating $194K to $423K in annual revenue across strategic accounts. Managed significant year-over-year growth trajectory demonstrating strong customer adoption.
Oversaw shRNA product line performance within strategic accounts, tracking revenue fluctuations and identifying growth opportunities. Managed product line recovery from $3.2K to $32K annual performance.
Built detailed revenue analysis frameworks comparing performance across CCG, VWR, Tier2, and Direct channels. Tracked YTD versus prior year and AOP comparables with growth percentages and variance analysis across all distribution channels.
Developed OEM revenue estimation models to separate OEM business from regional category totals. Created annualized projections showing OEM contribution percentages across North America, Europe, and Asia-Pacific markets.
Analyzed channel composition percentages to understand revenue distribution shifts between direct and indirect sales. Monitored changes in CCG, VWR, Tier2, and Direct channel proportions year-over-year to inform go-to-market strategy.
Conducted detailed YTD variance analysis comparing 2014 to 2015 performance across major pharma accounts including AstraZeneca, BMS, and Pfizer. Identified revenue shifts at account, geography, and product line levels to inform strategic resource allocation.
Analyzed revenue distribution across geographic regions including US, Europe, Greater China, and emerging markets. Tracked significant shifts such as 172% growth in Greater China and 10.5% growth in Europe to inform global account strategy.
Segmented $10M+ enterprise account revenue across business units including Cell Biology, Synthetic Biology, qPCR, and Protein Biology. Identified growth drivers like Sera (+176%) and Cell Engineering (+16%) versus declining units.
Built and maintained daily sales dashboards tracking instrument and consumable revenue across Americas regions. Monitored daily, weekly, monthly, quarterly, and YTD performance against prior year comparisons with variance calculations.
Managed revenue reporting across GA East, GA West, Canada, Government, and Core territories. Tracked performance by product category including qPCR, CE, and Ion Torrent instrument and consumable lines.
Analyzed revenue split between capital equipment placements and recurring consumable streams across sequencing and amplification platforms. Tracked installed base leverage through consumable pull-through metrics.
Analyze revenue performance across channel partners versus direct sales organization. Built comparative frameworks showing CCG distributor sales against LSR direct sales across product categories and customer segments.
Developed detailed revenue analysis across elite academic medical centers, research universities, and NIH. Tracked multi-year purchasing patterns across institutions including Harvard, Stanford, Johns Hopkins, and Memorial Sloan Kettering.
Structured revenue reporting across Nucleic Acid Detection, Gene Modulation, and Molecular Biology Tools categories. Identified growth variance between product lines to inform portfolio strategy and resource allocation.
Monitored purchasing patterns across major pharmaceutical accounts including Pfizer, Merck, and GlaxoSmithKline. Analyzed revenue trends to identify account-specific opportunities and competitive dynamics.
Operated within Thermo Fisher's Appreciate recognition system, a points-based platform tied to 4i Values and Customer Allegiance. Familiar with tiered award structures from peer-level acknowledgments through VP discretionary cash awards up to $2,500.
Utilized Actionable Insights and Team View dashboards to monitor team recognition activity and export recognition data. Leveraged Talent Maps for visibility into organizational recognition patterns.
Apply structured continuous improvement frameworks to drive productivity, quality, and working capital optimization. Execute systematic process improvement initiatives aligned with enterprise goals.
Drive customer experience improvements through order fulfillment excellence and value proposition delivery. Focus on measurable customer satisfaction metrics to gain market share.
Leverage digital capabilities and eBusiness initiatives to strengthen customer value proposition. Connect digital transformation to commercial execution and growth acceleration.
Accelerate revenue growth in Asia-Pacific and emerging markets through targeted commercial strategies. Balance regional expansion with core market optimization.
Drive product vitality metrics through disciplined new product introduction processes. Connect NPI commitments to organic growth targets and commercial execution.
Design and execute high-impact initiatives to improve employee engagement survey results. Connect colleague engagement to mission awareness and cultural competitive advantage.
Enhance enterprise productivity by leveraging shared services and procurement initiatives. Drive cost optimization through centralized operational excellence.
Apply Miller Heiman's LAMP framework to develop one- to three-year strategic account plans. Guide cross-functional teams in protecting and growing key customer relationships through structured collaboration and resource allocation.
Align selling team members with their counterparts in customer organizations to improve communication and collaboration. Analyze relationship status to identify discrepancies and develop shared vision between organizations.
Evaluate account portfolios to identify focus investments versus stop investments. Allocate limited resources more effectively across strategic accounts based on growth potential and relationship health.
Transform vendor relationships into trusted advisor status with strategic customers. Manage customer perception to reduce price sensitivity and competitive threats through deeper collaborative partnerships.
Designed and managed end-to-end annual quota setting processes from AOP finalization through quota letter distribution. Coordinated cross-functional timelines spanning sales directors, HR, finance, and IT to ensure quota assignments aligned with corporate targets and were implemented in reporting systems.
Led business requirements for Sales Data Warehouse (SDW) updates including territory structures, FX rate implementation, and true-up factor configurations. Coordinated sandbox environment testing to validate 2014 rules against historical data before production deployment.
Established correlation between natural revenue numbers and true-up calculations tied to HFM financial systems. Designed uplift rules and true-up factor processes to bridge commission revenue across fiscal years and territory realignments.
Created and managed detailed project timelines coordinating sales, HR, finance, legal, and IT dependencies for annual compensation planning cycles. Identified critical path items and established milestone checkpoints to accelerate quota rollout ahead of sales meetings.
Managed complex account structures distinguishing ship-to vs sold-to revenue attribution across $11M+ accounts. Tracked revenue performance across 25+ product lines and 30+ sales representatives at granular ship-to location level.
Analyzed revenue variance across diverse product portfolios including Cell Biology, Molecular, Synthetic Biology, qPCR, and Protein categories. Identified growth drivers and underperformers with year-over-year variance analysis at product line level.
Coordinated coverage across core account managers, technical sales specialists, and product specialists to optimize territory performance. Managed accountability across 30+ rep codes serving single strategic accounts.
Built lookup tools mapping account numbers to SGN identifiers across multi-team sales organizations. Enabled rapid account ownership identification spanning CORE, Pro Bio, and Mol Bio field teams.
Designed account assignment frameworks supporting parallel coverage by CORE account managers and specialist Technical Sales Specialists (TSS). Structured position codes and primary flags to clarify ownership across overlapping territories.
Implemented trade channel and sub-trade channel coding (DIR/DRA/DRI) to segment direct accounts from distribution-served accounts. Supported channel strategy decisions through systematic account classification.
Deep technical knowledge of transformation efficiency metrics and competent cell strain selection including TOP10, OmniMAX 2, Mach1, DH5α, and specialty strains. Understand genotype markers and their functional implications for cloning applications.
Expertise in precast agarose gel formats including E-Gel dry-run systems, traditional gel platforms, and competitive positioning against Bio-Rad, Lonza, and Sigma offerings. Navigate pricing tiers and technical differentiation across product lines.
Knowledge of gel documentation system market segmentation from consumer-grade through multiplex fluorescence detection. Understand feature-price relationships for cameras, light sources, and automation options across competitive landscape.
Technical fluency in nucleic acid stain portfolio including SYBR Safe, SYBR Gold, and ethidium bromide alternatives. Navigate safety, sensitivity, and light source considerations for customer applications.
Managed country-specific merit increase and salary adjustment budgets across 50+ countries spanning North America, EMEA, APAC, and Latin America. Navigated regulatory complexities including mandated increases in markets like Belgium and Finland while optimizing discretionary budget allocation.
Administered compensation programs accounting for hyperinflationary markets like Argentina (18%+ merit budgets) and emerging market dynamics in India, Vietnam, and Indonesia. Balanced market competitiveness with corporate budget constraints across diverse regulatory environments.
Build bottoms-up revenue projections for new product launches across multiple market segments. Apply hedge factors and regional allocation models to translate global projections into territory-specific forecasts.
Evaluate portfolio gaps in NGS sample preparation kits supporting Ion Torrent and Illumina workflows. Assess competitive positioning against market leaders to prioritize range expansion investments.
Develop market entry strategies for emerging gene editing technologies including Cas9 kits. Project initial revenue potential for first entries into synthetic biology applications.
Developed comprehensive product cross-reference databases mapping Qiagen catalog numbers to Thermo Scientific equivalents. Enabled sales teams to quickly identify competitive displacement opportunities across nucleic acid purification workflows.
Maintained detailed understanding of blood DNA, tissue DNA, viral nucleic acid, and plant genomic purification kit portfolios across competitors. Supported sales enablement with size and application matching between Qiagen and Thermo Fisher GeneJET/MagJET product lines.
Designed and managed product bag assignment matrices defining which SKUs each sales role can sell. Coordinated complex multi-organization product eligibility rules across Core, Genetic Analysis, Cell Biology, Bioproduction, and specialty teams.
Structured product access rules differentiating Core sales, Technical Sales Specialists, and Application specialists. Maintained year-over-year product assignment rules tracking changes across 70+ distinct sales roles and product combinations.
Administered OEM and license commercial supply product categorizations including IDX, ANT, MDX, AMI, and PLA license types. Ensured proper product routing between direct sales and licensed commercial channels.
Structured master license and services agreements for enterprise science platform deployments. Negotiated subscription terms, authorized user provisions, and professional services frameworks for informatics solutions.
Managed software deployment options including on-premise installation and cloud service provider arrangements. Ensured contractual protections for proprietary platform rights across deployment models.
Deep familiarity with reverse transcriptase product lines including SuperScript IV and SuperScript VILO for cDNA synthesis applications. Understanding of performance differentiators such as inhibitor resistance, thermostability, and reaction speed in RT-qPCR workflows.
Experience with hot-start DNA polymerase products for high-specificity PCR amplification. Knowledge of fragment amplification capabilities and KB Extender applications for long-range PCR.
Designed and managed complex sales hierarchies spanning VP, Director, Regional Manager, and Account Manager levels. Built territory coding systems enabling precise alignment of field resources across functional specialties.
Created systematic territory coding frameworks (e.g., 3.1SLN, 19.4.1NIH, 10.27DGS) enabling clear organizational mapping. Established naming conventions that encoded geography, function, and account type for rapid territory identification.
Implemented territory structures differentiating between Core, Genetic Analysis (GA), Clinical (ONC), Animal Health (AH), Technical Sales Specialists (TSS), and Inside Sales (IS) teams. Aligned territory types to product complexity and customer requirements.
Designed and managed comprehensive sales training programs spanning multiple tracks for sales professionals and district managers. Developed curriculum including Sales Essentials, Professional Selling Skills, Selling in a Competitive World, and Professional Sales Negotiations courses.
Implemented Needs-Based Coaching frameworks focused on employee competence, relatedness, and autonomy to drive sustained performance. Applied research-backed motivation principles to shape coaching conversations and feedback delivery.
Delivered executive presentation skills training as part of advanced sales curriculum. Emphasized audience engagement techniques and structured presentation methodologies for customer-facing interactions.
Developed and facilitated Professional Sales Negotiation training for both sales representatives and district managers. Integrated negotiation skills with coaching methodologies for management development tracks.
Managed hands-on instrument demonstrations and wet lab training experiences at the Life Learning Center facility. Coordinated product knowledge sessions showcasing instrument capabilities to new sales hires.
Designed frameworks to classify enterprise accounts by scope (Global, NA, BPD) and channel alignment (Fisher Prime, VWR, Controlled). This segmentation enables targeted resource allocation and relationship management strategies across complex multi-tier account portfolios.
Designed and managed Go-Do sales promotion tracking systems measuring rep-level completion of targeted product campaigns. Tracked completion rates across Cell Analysis, Endpoint PCR, and qPCR Consumables initiatives with district-level rollup analytics.
Built comprehensive tracking frameworks monitoring sales initiative execution across East, West, and CA/Government regions. Created dashboards showing individual rep goal achievement and district aggregate completion percentages against defined targets.
Coordinated specialized product initiatives across Inside Sales (IS) districts alongside Core and Academic (ACA) field territories. Managed campaign tracking for geographically distributed inside sales teams executing focused product promotions.
Designed and managed complex territory-to-SGN (Ship-to Geographic Number) mapping structures linking sales territories to account master data. Created systematic relationships between position codes and territory assignments across diverse product lines.
Developed and maintained position code structures (AM designations) linking account managers to specific territory-product combinations. Managed multi-dimensional territory assignments spanning imaging, flow cytometry, molecular biology, and specialty product lines.
Built territory matrices spanning EVOS imaging, flow cytometry (FLOW/FLOWTSS), genetic analysis (GACE), cell biology (CBI), and clinical solutions (CSS) product lines. Coordinated territory coverage ensuring account managers had appropriate product-territory assignments.
Designed and communicated multi-team integration plans combining legacy Life Technologies and BID sales organizations. Structured district-level management hierarchies spanning US and Canada with clear specialist role definitions.
Developed targeted communication sequences for distinct sales audiences during organizational transitions. Crafted role-specific messaging that addressed quota continuity, product bag changes, and territory impacts for each affected team.
Designed spiff programs to accelerate cross-selling of legacy products during integration periods. Structured stretch goals and payout mechanisms to drive Thermal Cycler sales through specialist-to-field handoff workflows.
Structured methodology for comparing current territory performance against prior year baselines and growth targets. Enables rapid identification of revenue gaps requiring pipeline coverage through opportunity development.
Applied close-rate analysis to determine required pipeline multipliers for target attainment. If revenue gap is $1M and win rate is 50%, pipeline must contain $2M in opportunities to achieve goal.
Leverage ZoomInfo and market intelligence platforms to map Flagship Pioneering portfolio companies and their leadership networks. Track funding rounds, organizational structures, and strategic investor relationships across emerging life sciences ventures.
Build and maintain executive contact databases with accuracy scoring, LinkedIn integration, and multi-channel outreach capability. Enable strategic account targeting through verified direct phone and email data.
Design and manage strategic instrument seed programs to drive consumable pull-through revenue. Balance upfront investment against long-term customer capture and recurring revenue potential.
Architect trade-in policies that accelerate customer upgrades while managing returned equipment valuation. Create competitive switching incentives that reduce barriers to platform adoption.
Leverage 'Pivot' and similar competitive switching platforms to systematically convert competitor-installed base. Enable field teams with cross-reference tools and switching justification content.
Coordinate regional marketing programs including events, demo depot operations, and promotional campaigns. Align marketing investments with territory-level revenue objectives.
Execute Jump Start and similar new lab programs to capture emerging research accounts at establishment. Coordinate equipment, reagent, and service bundles for de novo lab outfitting.
Enable field teams with marketing concierge functions for custom collateral, promotional item fulfillment, and campaign coordination. Bridge central marketing resources with local execution needs.
Manage eProcurement business-to-business connections with institutional purchasing systems. Enable seamless ordering through customer procurement platforms and supply center integrations.
Design and execute sales summits, regional meetings, and weekly sales update calls to drive alignment. Create communication rhythms that reinforce strategy and accelerate field execution.
Navigate credit limit policies and order hold procedures to maintain revenue velocity. Partner with finance to resolve credit issues and protect customer relationships.
Ensure deal structures comply with revenue recognition policies and fiscal calendar requirements. Coordinate quarter-end transactions to optimize timing while maintaining audit compliance.
Structure and administer customer rebate programs to drive volume commitments. Track rebate accruals and ensure accurate payout calculations aligned with contractual terms.
Coordinate demo equipment inventory and deployment through centralized depot operations. Enable customer evaluations and proof-of-concept demonstrations to accelerate purchase decisions.
Navigate institutional bid processes and contract negotiations with standardized workflows. Ensure compliant responses while optimizing pricing and terms for competitive positioning.
Experience deploying scientific software across diverse environments from single workstations to enterprise cloud. Ensure self-contained installation with minimal configuration for rapid time-to-value.
Leverage existing job schedulers, file systems, and user models to integrate seamlessly into compute environments. Support all major job schedulers with task graph engines executing shell scripts as primary units.
Connect laboratory instruments and software systems via REST APIs and CLI tools. Integrate with major platforms including EMR systems using HL7, eliminating manual data transfer and reducing turnaround time.
Deploy discrete software modules matching specific workflow requirements without full platform overhead. Enable incremental functionality additions while maintaining end-to-end data provenance across all applications.
Manage versioned and curated libraries of commonly used open-source bioinformatics tools for NGS informatics. Enable rapid user onboarding while supporting development of complex workflows through user-friendly builder tools.
Track manufacturing and processing capacities alongside inventory stocks through holistic operational management. Enable faster access to operational metrics driving improved organizational ROI.
Maintain deep data provenance critical for healthcare, diagnostic, and therapeutic environments. Support audit requirements for FDA, CAP, and CLIA regulatory agencies through complete record accessibility.
Designed comprehensive multi-phase training programs for sales force integration following acquisitions. Structured blended learning approaches combining pre-work eLearning, on-site hands-on training, and post-training reinforcement modules.
Organized sales enablement content around complete scientific workflows (ePCR, protein analysis, sample prep) rather than isolated products. Mapped training modules to customer application areas to enable consultative selling.
Managed iLearn platform course assignments and completion tracking for distributed sales teams. Coordinated mandatory vs optional eLearning modules with specific completion deadlines tied to role requirements.
Designed and executed deployment of biometric assessment tools across seven schools simultaneously. Managed data collection infrastructure for 1000+ students generating 42,000+ individual measurement sessions in a single semester.
Structured research protocols combining field deployment (school-based riding programs) with controlled laboratory settings. Designed measurement frameworks to capture brain activity, cognitive function, and mood both during and after physical interventions.
Developed validation approaches linking physiological metrics (target heart rates) to multi-dimensional outcomes including academic performance, social development, and health indicators. Built dosing parameters specifying minimum intervention thresholds for measurable results.
Execute bilateral confidentiality agreements to enable strategic business discussions with potential partners. Structure terms protecting intellectual property, financial projections, and competitive strategy while enabling productive commercial exploration.
Scope and structure LIMS deployments for IVD and CDx laboratory operations supporting NGS workflows. Address sample management, batching, reagent tracking, and bioinformatics integration requirements across DNA, RNA, and ctDNA sample types.
Define requirements for laboratory financial metrics including turnaround time measurement, operational bottleneck identification, and cost modeling to optimize laboratory throughput and economics.
Designed and managed the full development lifecycle for NGS diagnostic kits, spanning design, implementation, testing, and deployment phases. Coordinated cross-functional teams across bioinformatics, engineering, and commercial functions with structured timelines from 3-9 month design through production release.
Established update governance frameworks balancing security patches, bug fixes, and feature releases with commercial royalty structures. Defined support escalation tiers with SLA response times and clear ownership boundaries between vendor and customer support responsibilities.
Architected deployment strategy for bioinformatics pipeline bundles across multiple supported platforms with branded download sites and CRM integration. Managed dependency validation, reference data packaging, and automated testing across deployment targets.
Developed comprehensive MSA frameworks governing SaaS licensing, on-premise deployment, and professional services engagements. Structured agreements to address hosted vs. on-premise delivery models, authorized user licensing, and subscription term renewals.
Established licensing governance covering software rights restrictions, open source component management, and derivative work prohibitions. Implemented controls for non-production use, backup copies, and unauthorized system deployment.
Structured order form frameworks supporting both direct and reseller channel distribution models. Defined authorized user scaling mechanisms and fee structures for license capacity expansion.
Design tiered annual subscription pricing with early-commitment discounts to accelerate deal closure. Structure implementation fees separately from recurring license costs to optimize cash flow and demonstrate value.
Experience with PAXgene Blood RNA Tube workflows for clinical sample collection and stabilization. Understand upstream requirements for RNA extraction from whole blood in diagnostic applications.
Familiar with globin mRNA depletion protocols critical for blood-based transcriptomic analysis. Recognize importance of this step in improving signal-to-noise ratio in RNASeq from blood samples.
Map clinical sample collection through wet lab processing, library preparation, sequencing, and bioinformatics pipeline execution. Bridge development/validation phases with commercial output requirements.
Understand bioinformatics pipeline inputs including fastq files and QC files flowing through proprietary algorithms. Connect raw sequencing data to clinically actionable outputs.
Designed and implemented complete sample management workflows from receipt through final patient report generation. Configured automated monitoring systems for sample progress across multiple processing stages including extraction, QC, and sequencing.
Established digital capture systems for specimen and patient data through electronic forms or automated file ingestion from cloud storage locations. Configured data field structures to support downstream diagnostic report generation.
Configured ESP to monitor remote storage locations for incoming data files from external molecular biology labs. Implemented automated workflow step execution based on file type detection and sample association logic.
Configured workflow fields and data ingestion for library preparation quality control results. Established automated association between QC data and in-process samples and batches.
Established frameworks for defining and managing authorized user access across enterprise software deployments. Created compliance structures ensuring user-based licensing terms are properly enforced across customer organizations.
Developed contract structures addressing third-party embedded software components including open source. Managed licensor relationships and ensured compliance with upstream licensing obligations.
Designed auto-renewal contract mechanisms with appropriate notification windows for enterprise SaaS agreements. Built processes ensuring subscription continuity while maintaining customer flexibility.
Advise on baseline, performance, and optimal server configurations for enterprise software deployment. Balance hardware investment against application risk and operational requirements.
Evaluate disk architecture options including RAID10 for high performance and RAID1 for cost-effective mirroring. Match storage strategy to organizational downtime tolerance and operational scale.
Define minimum cloud instance specifications for enterprise informatics platforms including vCPU, memory, NVMe storage, and network bandwidth requirements. Navigate M5d instance families for production workloads.
Guide clients toward third-party compliance solutions like ValidatedCloud for healthcare cloud deployments. Ensure informatics platforms meet regulatory requirements in cloud environments.
Design reliable server configurations combining load balancers, shared storage, application servers, and clustered database servers. Structure redundant infrastructure for enterprise informatics platforms.
Architect identity management systems that federate with external parties using OpenID Connect and SAML protocols. Enable Active Directory integration through KeyCloak proxy for seamless single sign-on across enterprise environments.
Design granular permission systems where users inherit capabilities through role assignment rather than individual grants. Structure workgroups as specialized role subtypes for managing read access to scientific data resources.
Implement TLSv1.2 data-in-motion encryption with high-strength cipher suites and perfect forward secrecy. Configure elliptic curve encryption for backend service messaging and optional TLS between services and PostgreSQL databases.
Provide installation qualification, operational qualification, and performance qualification documentation to support customer regulatory compliance. Enable supplier qualification through comprehensive requirements and process documentation.
Execute monthly OWASP-compliant dynamic application security testing alongside static code analysis. Ensure immediate remediation of high and medium priority security vulnerabilities identified through automated scanning.
Develop quality management systems aligned with FDA requirements for software in regulated life sciences and healthcare environments. Follow GxP standards for software development lifecycle governance.
Design and implement compartmental epidemic models (SEIR-style) to project infection dynamics under varying intervention scenarios. Apply these models to evaluate screening frequency, test sensitivity, and behavioral interventions for outbreak containment.
Conduct rigorous cost-effectiveness analyses comparing screening strategies across multiple parameters including test frequency, sensitivity, specificity, and cost per test. Generate actionable recommendations balancing epidemiological outcomes against budget constraints.
Define minimum performance standards for mass screening programs including frequency requirements, sensitivity thresholds, and isolation capacity planning. Model trade-offs between test characteristics and outbreak control effectiveness.
Designed pilot implementations for academic genome engineering and iPSC centers. Scoped solutions covering cell-line engineering workflows, customer request intake, design rationale capture, and reagent ordering automation.
Configured web-based forms for capturing genome engineering project requests with validation logic for organism-specific gene IDs. Implemented notification systems and centralized communication tracking within workflow platforms.
Designed automated reagent ordering workflows with approval triggers, date tracking, and escalation alerts. Configured systems to notify personnel when orders exceed defined turnaround thresholds.
Implemented workflows for gRNA and donor validation tracking within cell-line engineering projects. Captured transfection and genotyping data with metadata inheritance across workflow stages.
Configured systems to capture design rationale with file attachments and formatted free-form text. Supported structured fields for GC-content, CRISPR backbone selection, and splice variant considerations.
Structured pilot engagements with on-site configuration weeks and direct feedback incorporation. Defined clear metadata requirements and communication protocols to accelerate time-to-value.
Advisory services for pre-seed precision medicine startup including CRM architecture, sales process design, and go-to-market infrastructure roadmap
Built commercial operating system from ground up; sustained $2M+ ARR with deal desk workflows reducing cycle time 40%
Managed 12 global enterprise accounts with 105-120% quota attainment; improved deal velocity 25% through QBR cadence
Delivered 19% YoY revenue growth; expanded account base from 8 to 25; built KOL network across 40+ institutions
Supporting research programs validating cycling's impact on middle school students' cognitive function, mood, and academic outcomes through biometric assessment across seven schools and 1000+ students
Engaged with Scipher Medicine's clinical transcriptomic platform for autoimmune disease patient stratification, mapping end-to-end workflow from blood collection through bioinformatics to commercial output.
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