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Work experience

Jun 2009Present

Director, U.S. Sales and Support

Azbil BioVigilant, Inc.

A start-up company providing microbial detection technology for environmental monitoring of aseptic manufacturing facilities in pharmaceutical, biotechnology, diagnostic and medical device companies.

Responsible for sales and application support activities in pharmaceutical/biotech aseptic fill sites and cleanrooms in the U.S., Canada, and Puerto Rico.

  • Gained technology acceptance of Rapid Microbiology Methods Team for global Pfizer manufacturing sites leading to multiple sales for non-compendial use.
  • Completed evaluations of the technology in 7 of top 10 pharma companies and 7 of top 10 biotech companies closing sales in 9 of the 14 companies.
  • Implemented software in the U.S to track performance metrics for sales and marketing teams.
Oct 2006May 2009

Managing Director

ECS Associates, LLC

 A consulting company that provides sales, marketing, and service consulting to life science, medical device, and diagnostic companies in the Mid-Atlantic metropolitan areas.   

Responsible for providing analytical, research, planning, development, testing, commercialization, and performance metrics for sales, marketing, service/support, administrative and human resource departments within client companies.  The deliverables are tailored specifically to the client company depending on their current needs and strategic, as well as operational goals.

  • Developed global sales and marketing plans with associated metrics providing opportunities for penetration of pharma and biotech accounts and future collaborations for a contract research organization (CRO).
  • Developed a sales campaign for a diagnostic point-of-care company along with metrics on productivity to compare versus benchmarks in the industry.
  • Restructured the sales, applications, service and marketing teams within a life science tools company following an IPO providing organization and accountability.
Feb 2005Sep 2006

Vice President, Sales, Marketing and Service

A $275MM Danish cancer diagnostics company providing integrated systems to hospitals, universities, pharmaceutical, and biotechnology companies.

Responsible for regional P&L of clinical diagnostics and flow cytometry groups in North and South America with 155 people in sales, marketing, service, technical, and customer support across 6 locations with a $20MM budget.

  • Grew revenues 15% over 2005 (to $100MUSD) exceeding regional profitability goals by 5%.
  • Grew top key accounts (reference laboratories such as LabCorp, Quest, Genzyme, Clarient) by 20% over 2005.
  • Drove organization-wide efficiencies, established metrics/accountability and implemented cutting-edge technologies (SFA, CRM and business management systems).
  • Provided due diligence and commercialization with product in-license (Clarient, Inc., cellular imaging system in 2005)
Jan 1997Oct 2004


A $65MM Swedish life science tools provider selling molecular biosensor technology to drug discovery and research segments in the pharmaceutical, biotechnology, university and government marketplaces.

Responsible for P&L of foreign subsidiary which includes sales and distribution in North and South America.  Also responsible for distributors in China, S. Korea, Australia, New Zealand, Singapore, Malaysia, India, and the Philippines during 2004.

  • Achieved revenue growth of 20% CAGR, 1997-2002. Total revenue in 2002 of $27MM in North America and $4.5MM Asia Pacific.
  • Operating income growth of 38% CAGR, 1997-2001.
  • Implemented strategic business development plans in the Americas and Asia Pacific, excluding Japan.
  • Managed distribution channels in Asia Pacific and South America with direct reps in Australia and China.
  • Built North American organization through leadership and teamwork while keeping cost to sales ratio at 21%.
  • Teamed with regional Presidents of Japan/Europe to create corporate strategic plan and define product direction.
  • Innovated job sharing program, enhancing retention of Ph.D. technology staff from 70% to 90%+.
  • Provided due diligence and transition in acquisition (Axiom Biotechnologies, Inc. in 2002) and co-marketing programs (Bruker Daltonics, Inc. in 2002).
Mar 1990Jul 1996

Vice President, Sales and Marketing

Pharmacia Biotech, Inc.

A $300MM Swedish life science tools provider selling protein purification technology (equipment and media) and molecular biology (systems and consumables) to drug discovery, research, and industrial segments in the pharmaceutical, biotechnology, university and government marketplaces.

Responsible for three business units and an operating expense budget of $14MM with a total headcount of 114 in field sales, service, marketing, technical and customer support.

  • P&L responsibility for sales/marketing operations in North America producing $73 million with team of 114.
  • Integrated 2 acquired companies; exited unprofitable joint venture; built marketing group for consumables division.
  • Realigned sales, technical and support priorities; improved client satisfaction 8%; cut problem resolution cycle 70%.

Vice-President, Sales

Responsible for three distinct operating units in the North American sales region consisting of a total headcount of 143 in field sales, service, tele-selling, sales administration, technical and customer support. 

  • Achieved an operating income of 6% on revenue of $100MM in the North American Region.
  • Increased operating income by 29% on a 15% sales increase and exceeded the operating income goal by 10% in 1993.
  • Consolidated the Canadian and Mexican markets into the North American Sales Region saving $750K in costs.
Mar 1978Dec 1989

Sales and Marketing Management

American Cyanamid and Pharmacia, Inc.

Held several positions of increasing responsibility in field sales, marketing, regional sales management, and marketing management with the Medical Device Division (Davis+Geck) of American Cyanamid (currently Wyeth, Inc.) and the Pharmaceutical and Medical Device Divisions of Pharmacia, Inc. (currently Pfizer, Inc.).                     


Sep 1983Dec 1986

MBA, Incomplete

Sep 1981Aug 1982

MBA, Incomplete

Sep 1975Apr 1977


University of Pittsburgh


Robert Carlson

Rob worked for me at Biacore, Inc. ('99-'04) and at Dako NA, Inc. ('05-'06).

Karen Houseknecht, Ph.D.

I worked with Karen at a CRO('08-'09)

Clive Seymour

I worked with Clive at Biacore AB ('97-'03)

Sergio Gazic

Sergio worked for me at Biacore, Inc. ('99-'02) and with me at Dako NA ('05-'06).

Anders Wiklund

Anders was a boardmember at Biacore, Inc. ('97-'04)

Michael Woehler, Ph. D.

Reported to Mike at Pharmacia Biotech, Inc. ('90-'96)



I'm looking to continue my executive career in sales and marketing with a life science or diagnostic company, preferably one with under $250MM in sales (company or division).


Performance-oriented sales and marketing executive with a proven track record in maximizing revenue and profitability after successfully transforming organizations following acquisitions and IPO's.  Highly focused on performance metrics and the creative strategies and tactics that lead to over-achievement of teams.  Excellent leadership, strategy development, negotiation, consensus building, and organizational skills. A problem-solver with high creative, analytical and implementation abilities.