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<pre>Array ( [var] => cut_url ) </pre> Resume for John K. for Executive Manager / Biotechnology & Pharmaceuticals in Riverside, Connecticut. Search More Resumes for Executive Manager on Resumark.com #4PBN9ROMH
 

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Resume for John K. for Executive Manager / Biotechnology & Pharmaceuticals in Riverside, Connecticut




Occupation: Executive Manager Industry: Biotechnology & Pharmaceuticals
Country: United States City: Riverside
State: Connecticut ZIP: 06878



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JOHN K.

Surrey Drive, Riverside, CT    Cell :   Email: 

SUMMARY 

Senior sales manager with consistent record of exceeding corporate sales goals for last ten years. Worked in Life Sciences, Pharma, Biotech and Medical industry. Expertise in filtration/separation, chromatography media purification, cell culture, chemicals, and consumables including disposable bag/reactor, test & elemental analysis instruments and hardware systems. Clear and innovative thinker with experience in building sales, marketing, test labs and field technical support organizations from inception to exceeding corporate profit target. General manager known for aggressive sales growth through key account development and solutions selling. Built international sales teams in Asia, Canada, Mexico, and Middle East.                                                                                                                      

PROFESSIONAL EXPERIENCE 

Sigma Aldrich $.B Pharma Biotech Company, Lenexa, KS                                         

Regional Sales Manager, Eastern NA Region

Sales management responsibility for eastern region of the US and Canada. Sold cell culture media as well as Buffer, Insulinfree key components, chemicals, disposable bags/components and reactors producing $M in sales. Supervised five direct reports.

  • In , achieved % sale growth exceeding budget by % by implementing a Global Key Account development program. Achieved an average of % in sales growth with BMS Orencia, Imclone Erbitux, Abbott, Merck, Schering Plough, Novartis, Genzyme, Lonza, Shire, MedImmune, Sanofi, NIH and major hospital labs.
  • Recaptured the lost Serum business $K from global Vaccine customer by rebuilding the relationships with key people in production and purchasing departments
  • Identified the obstacles of the field sales force and the internal support functions. Initiated and implemented divisionwide five process improvement projects achieving the budget of $M.
  •  

    GE Healthcare Life Sciences Global Fortune , $B, Piscataway, NJ        

    Sales Director, North America                                                                                   

    Held P&L responsibility for North America in GE Healthcare Life Sciences division with $M in sales. Built new North American sales organization and managed eight direct reports, grew region to $M from $M in three years, selling membranes, chromatography media, elemental analysis instruments, systems hardware, consumables including disposable bags and single use bioreactors.

  • Achieved compounded growth rate of % per year executing DesignIn approach. Focused on the early adoption of GE Healthcare products in drug development process and expanded the business to research labs, hospital labs, process development labs, and clinical & large scale production departments.  
  • Implemented large account management process producing an average of % per year in sales growth with existing key customers, Wyeth, Merck, BiogenIdec, Sanofi, Pfizer, Novartis and BMS. Developed new customers by increasing the customer visit frequency and the number of technical seminars, executed  same day response time for customer request, and success in early stage of drug development process by R&D, PD labs.
  • Increased sales growth with successful new product launch of AKTAcrossflow, achieving % of the budget, $.M in sales in the first months by training sales people to become technical experts, conducting instrument demos and miniseminars.
  • Integrated the acquired company, Wave Biotech, into the existing sales organization. Achieved sales growth of % per year in disposable bags in the bioreactor market.
  •  

    M Cuno, Meriden, CT                                                                                                 

    National Sales Manager, North American Pharmaceuticals                                       

    Sales and marketing, business development responsibility for Pharmaceutical companies in North America, Mexico, Middle East. Selling filtration/separation products to Vaccine, Monoclonal, Buffer/Media prep, SVP, LVP, API and Ophthalmic applications.  Provided sales support for Asia, Supervised regional sales managers and distributors.

  • Achieved doubledigit sales growth and produced a compounded annual growth rate of % by implementing a global key customers development program for Pfizer, GSK, Abbott, Wyeth, Roche and Gambro
  •  

    SartoriusStedim Biotech Euro million Pharma/Biotech Division of Sartorius AG              

    Global Key Account Executive, Sartorius America, Long Island, NY

    Responsible for strategic sales development for global Pharmaceutical companies to include GSK, Abbott, Bayer, Baxter and Wyeth.  Sold fermentors, filters for Bioprocess production, research lab products of Vivascience, lab water systems, crossflow cassettes and custom engineered filtration systems

  • Increased sales growth to the global key customers in the Pharmaceutical, Biotech and Medical industry. Worked with customers on R&D/process development projects, technical support, logistics support, regional and global price harmonization, global purchasing contract.
  • General Manager, Sartorius Asia Pacific, Tokyo, Japan 

    Held P&L responsibility for Asia Pacific to include strategies, business development and operations of the Sartorius subsidiaries/distributors in Asia with sales of $M and employees. Expanded business in Asia by setting up direct sales organization in Korea, Malaysia, sales offices in Beijing, Shanghai and Guangzhou in China, Singapore, India and Vietnam.

    JOHN K.                                                                            Page

    Cell :  

    Experience continued 

  • Increased sales to .%, .%, in FY , , respectively in spite of worst Asian economic crisis
  • Won the biggest CrossFlow Cassette Customized System order, producing $.M with cassettes by guiding the customer to identify their needs, rapid response to engineering spec changes by the customer, teamwork with multinational project team members, engineering and manufacturing.
  • Accomplished sales growth by successfully launching new product, Arium Lab Water System achieved % of budget, $.M sales, and formed a business alliance with Fuji Filter, Eppendorf
  • Integrated new acquisitions, B. Braun International and Vivascience into the existing organization
  • Set up a strong network for Vaccines development program with universities and government research institutes in Korea, Singapore, Vietnam, Indonesia such as IVI, BTC, specifying Sartorius products in their process. Received PDA Asia Award by PDA Asia Chapter
  •  

    Pall Corporation $.B manufacturer of filters/chromatography East Hills, NY                          General Manager, Pall Korea, Seoul, Korea

    Held P&L responsibility for $M operation with employees, four satellite offices, three application labs and five distributors. Established Pall’s Korean organization by acquiring distributor sales organization. Sold Biomedical filters/devices, filtration instruments, custom engineered systems to hospital, Pharma/Bio, semiconductor, magnetic mix, chemical / petrochemical, polymer, steel mill, nuclear power generation, and automotive market

  • Exceeded corporate goal with profit in nd year of operation, the most profitable subsidiary among Pall’s global business entities. Achieved a record growth by hiring the best talent and developing key customer relationships
  • Increased the revenue to US$M from US$.M and increased the market share to % from less than % in years by visiting manufacturing plants with sales people resolving customer problems and practicing field coaching/mentoring
  • Achieved compounded annual growth rate of +% in sales and +% in management earnings in fiveyear period. The management earnings of .% in FY , .% in FY and % in FY excluded manufacturing addback
  • Increased the Biomedical market share to % from less than % in years by building relationships with decision makers in Open Heart Surgery, Oncology, Clinical Pathology department of major hospitals, blood banks and Red Cross.
  • Successful market share increase in Microelectronics, Chemical / Petrochemical, IH, Industrial Process, Nuclear Power, PASS, and Biomedical market.
  • Won world’s first and the largest full automated computer controlled Cluster Filter System CFS to a major brewery, $M. Won three automated slurry oil recovery backwash PASS projects from three major petroleum producers total US$ .M, World’s first slotted support sintered powder/fiber metal disk filter sales $K to three major polyester film/fiber manufacturers.
  • Senior Technical Sales Manager, East Hills, NY                                                                                      

    Established Pall’s liaison office in Korea, hiring three regional sales managers and managing two distributors. Trained distributor sales people on products, applications, customer development, and held an average of technical seminars per year for key customers and AE&C companies.

  • Made Pall the number one filtration/separation supplier in Korea by visiting all key customers and organizing product/application seminars at each site with followup test trials
  • Prepared for the creation of Pall’s subsidiary in Korea by writing a year business plan including market share expansion, pricing strategies, product positioning and sales organization development.
  • Senior Test Engineer, Engineering Test Lab, East Hills, NY

    Managed two test engineers. Conducted filtration engineering tests such as F filter performance test, Blowback & Backwash test. Provided the technical support to field sales team and to customers.  

    EDUCATION 

    Ph.D  Chemical Engineering credits   Columbia University; New York, NY      

    MBA  International Business credits   SoGang University, Seoul, Korea,                

    MS  Chemical Engineering                      Manhattan College; New York, NY,              

    BS  Chemical Engineering                     ChungAng University, Seoul, Korea,             

    CAREER DEVELOPMENT PROGRAMS 

    Mercury Management Training, UK Sigma Aldrich Management Training

    Strategic Selling GE Healthcare, Miller Heimann

    Accelerating Leadership Performance GE Corporate Crotonville Leadership Training

    Leading People Effectively GE Healthcare Leadership Training  

    LANGUAGE SKILLS 

    Fluent in Korean, Intermediate Japanese and working knowledge of Chinese


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