JOHN H. SMITH
P.O. Box 1673 (800) 991-5187
LABORATORY & BIOTECHNOLOGY SALES EXECUTIVE
Dynamic Laboratory and Biotechnology Sales Executive utilizing comprehensive operational knowledge, scientific
expertise, and market development for unrivaled success within fast-paced, high-growth environments.
EXECUTIVE SUMMARY
Multifaceted Laboratory and Biotechnology Sales Executive and operations expert with more than 25 years experience
in product sales, utilizing operational acumen for the establishment of innovative business initiatives. An expert in
enhancing business value utilizing a broad scientific background to lead strategic market research for highly effective
marketing, sales, and operations management. Thrives on challenge of identifying innovative approaches to business
development and communicating initiatives with executives, boards, and stakeholders to remain ahead of ever-changing
industry standards.
Change Management
Revenue
& Market Expansion
Consultative Sales Strategies
Strategic
Planning
Product Launch
Six Sigma Methodology
Competitive Analysis
Team Leadership
Cross
-
Functional
Communications
Cost Reduction
Account Retention
Risk Management
/ FDA Regulations
EXECUTIVE EXPERIENCE
COMPARATIVE GROUP OF MARYLAND, Gilbert, MD 2007 – 2012
Business Analyst Consultant – Southwestern U.S.A.
Streamlined sales force and operations to optimize performance, decrease waste, and generate revenue, creating and
analyzing quarterly reports to identify and capture potential gains. Collaborated with international corporations and
business unit leaders to facilitate data collection for competitive analysis and to devise strategic and tactical plans
improve performance and increase profitability. Cultivated business partnerships and improved client relations by
formulating business goals and directing
Increased client profitability targets over 35% utilizing Dashboard and Scorecard data to align territories for
improved performance.
Improved CGM gross profit over 45%, creating strategic plans based on operational and sales knowledge to
surpass organizational objectives.
Teamed with industry leaders, such as Sprite World Corp, California Builders, Cisco Technologies,
Carbonation Inc., Highland Metal, and Glass LLC to identify new channels based on demographics and reorganize
distribution to maximize profitability.
STILLEN / SUPPLIES, Belle, GA 2004 – 2007
National Sales Specialist, Analytical and Chromatography Consumable Sales
Formulated, developed, and implemented a consultative, application-solutions selling approach to business
development, positioning corporation as an industry leader in the Pharmaceutical/ Biotechnology arena. Analyzed
accounts, mapped customer trends, and created tactical plans to enhance revenue generation. Leveraged business
partnerships and scientific knowledge to enhance sales, providing products and services to maximize profit.
Expanded business 45% to over $12.5M by reducing product categories to maximize focus on corporate
initiatives.
Worked in collaboration with 15 regional specialists to devise strategic and tactical sales plans, partnering with
customers and analyzing business warehouse data to expand market segment and surpass competition.
NINE CORP, New York, NY 2003 – 2004
Nanotechnology Sales Executive, Business Development Sales
Recruited as a subject matter expert to work in collaboration with the Director of Marketing and CEO in the creation and
sales of state-of-the-art technology. Conceptualized and initiated innovative marketing and sales campaign to expand
potential clientele, opening channels in lucrative government organizations.
JOHN H. SMITH
PAGE 2
Executive Experience continued …
Formulated and developed a product road show, introducing innovative technology to the Marine Corps,
generating sales and elevating corporate recognition in a competitive market.
Generated $2M in new sales with the introduction and articulation of the value proposition of Nine Corp’s
(High Technology) Nanotechnology solutions using an Atomic Force Microscope, proprietary software for proof of
concept Nanolithography™ applications, for fabricating nano-devices with early-stage researchers.
HUDSON VALLEY GLOBAL, Little Rock, AK 2003
Consultant – Business Development Executive, Recruiting & Validation
Analyzed markets, identified new clientele, securing accounts across the Southwestern U.S.A. to increase revenue
pipeline with strategic vision and cross-functional communications. Focused pipeline on lucrative Pharmaceutical
validation services, increasing client base with advanced business development initiatives.
Cultivated new accounts to build a revenue pipelines valued at $600K negotiating contracts with superior
cross-functional communications.
WINDMILLS CORPORATION, Miami, FL 2000 – 2003
Technical Account Manager, Scientific Laboratory Capital Equipment Sales
Communicated and promoted the strategic benefits of Scientific EPLC and MN Instruments, BioPharma validation
services, laboratory consumable products, and LEMS software to academic, government, environmental, and life science
accounts advancing organizational goals and brand recognition.
Increased sales from $300K to $1.2M in 2 years with the implementation of business development initiatives and
the introduction a new market.
PHARMACEUTICAL SALES EXPERIENCE
Obtained extensive laboratory and biopharmaceutical sales experience, creating new products, adhering to FDA
regulations, and expanding product lines to platform scientific knowledge for sales success.
CYOXOGEN / PRESS BIOPHARMA, Teaneck, NJ – Consultant, Chemist Bio for Lab Support 1999 – 2000
SYMPTOM U.S.A., Point, NH - Consultant/Shift Chemist for Rostar Global 1999
DUO PHARMACEUTICAL COMPANY, Deepwater, DE 1993 – 1999
Consultant Associate QC/QA Scientist
Associate QC/QA Scientist, Process Research Facilities
EDUCATION
UNIVERSITY OF CALIFORNIA, West, CA
Master of Business Administration – Technology Management
NEW JERSEY STATE COLLEGE, Hoboken, NJ
Bachelor of Arts – Natural Science & Chemistry
NJ COMMUNITY COLLEGE, Trenton, NJ
Associate of Applied Science – Chemical Technology
PROFESSIONAL DEVELOPMENT:
Master Certificate in Lean Six Sigma – Financial Services , NEW UNIVERSITY, Langhorne, PA
STI Master Sales Specialist / DR. GEORGE ROBERT, SALES INTERNATIONAL
Prime Performance Leadership, PRIME FINANCIAL GROUP
The Simple Selling System, SIMPLE TRAINING
TECHNICAL PROFICIENCIES:
Microsoft Word, Excel, & PowerPoint
LOTUS NOTES, SAP, ACT, BUSINESS WAREHOUSE DB
