Vice President (VP) Sales Marketing Business Development in Boston MA Resume Howard Rosenberg

(978)561-1934 | (978)998-1618

[email protected]

www.linkedin.com/in/howardjrosenberg

www.howardrosenberg.mfbiz.com

W O R L D - C L A S S S A L E S , M A R K E T I N G & B U S I N E S S D E V E L O P M E N T E X E C U T I V E

e x e c u t i v e s u m m a r y

World-class sales, marketing and business development executive with an outstanding track record of success. Known for delivering and sustaining revenue and profit gains within highly competitive markets such as; scientific software, analytical instruments, and outsourced services. Exceptional manager and communicator with a consultative style, strong negotiation skills, exceptional problem solving abilities, and a keen client and market needs assessment aptitude. Aggressively identifies opportunities and provides strategic and tactical business solutions.

Strategic Business Planning Sales & Marketing Planning Account Development

Key/Corporate Account Mgmt Target Marketing & Penetration Staff Development Negotiation Skills Sales Team Management Presentation Skills

Sales Team Training Software Development Mgmt P&L / Financial Reporting

Competitive Sales Analysis Budget Management Distributor / Vendor Relations

c r i t i c a l s k i l l s e t

p r o f e s s i o n a l e m p l o y m e n t h i s t o r y

Jones Lang LaSalle / Labwell Senior Vice President – Jones Lang LaSalleExecutive Director, Solutions Development - Labwell March, 2011 – Present

Jones Lang LaSalle is a financial and professional services firm specializing in real estate. The firm offers integrated services delivered by expert teams worldwide. The only true real estate, facilities and laboratory full-service provider, we create value through real estate, facilities and laboratories. Labwell is a unique new laboratory support services provider dedicated to helping laboratories operate at optimum efficiency. We combine business savvy and process improvement with capability breadth and single-source efficiency to deliver real, measurable value.

Business and Solution Development of Laboratory Support Services for Labwell, a division of Jones Lang LaSalle. Responsibilities included; strategic & tactical business planning, sales & marketing planning, public relations support, marketing materials & sales tools development, business development, solution development, alliances & services supplier network establishment and management, sales forecasting, and pricing.

Established the Labwell Lab Services Division of Jones Lang LaSalle. Grew pipeline to $60M within 12 months.

Howard J. Rosenberg, Ph.D. | of 4

Sales, marketing, marketing manager, VP Marketing, marketing director, Sales Representative, Director, Executive Director, Senior Director, Vice President, vice president, sales director, Vice President of Sales, VP Sales, VP, AVP, Senior, Senior VP, SVP, Sales Manager, Key Account, Key Account Manager ,Key Account

Management ,Manager ,Corporate Accounts, Business,

Business Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts, Boston area, resume, resume.doc,

resume.docx, Software, software, LIMS, ELN, SDMS, CDMS,

Adverse Event, MRP, MRPII, enterprise, enterprise software, off-

shore, offshore, off shore, outsourcing, distribution, channel,

channel management, channel manager, CRM, ERP, EDC, CDS,

Clinical, Medical, Information Systems, Scientific Software, ELN,

Analytical Instruments, Instruments, Laboratory Equipment,

equipment, Services, IT Services, consulting services, BPO,SEO,

Mass Spec, MS, Mass Spectrometry, FTIR, IR, AA, LC, GC,

Chromatography, Liquid Chromatography, ICP, freezer, refrigerator, PCR, ULT, Ultra Low Temperature, BSC, Biological

Safety Cabinet, dynamic, energetic, pharmaceutical, Pharma, biotechnology, biotech, chemical, petrochemical, environmental, food & beverage, CRO, contract research

organization, strategic, tactical, customer management,

relationship, relationship manager, negotiations, negotiator,

training, trainer, bid development, rfp, rfi, collaboration,

collaborative, capital equipment, IT, computer, sales force,

notes

Defined Value Proposition, Go to Market Strategy, and Delivery Methodology for Labwell.

p r o f e s s i o n a l e m p l o y m e n t h i s t o r y c o n t ’ d

Designed and directed the implementation of the Labwell website (www.labwellservices.com), brochure, trade booth signage, tri-fold services listing, overview presentation, and other marketing materials.

Established Independent Service Provider (ISP) network for the provision of instrument services not offered by Labwell directly.

Authored two (2) articles to increase Labwell credibility and exposure in the laboratory services market; “9 Tips on Optimizing Instrument/Equipment Maintenance” in Genetic Engineering & Biotechnology News and “Optimizing Lab Equipment Maintenance” in Lab Manager Magazine.

Ocimum Biosolutions / Gene Logic Vice President Sales – Software Solutions & Consulting Feb, 2010 – Dec, 2010Executive Sales Director – Software Solutions May, 2008 – Feb, 2010

A leading integrated global genomics company providing GLP-compliant microarray services, genomic reference databases, life sciences LIMS, and BioIT/BioAnalytics consulting services.

Management and oversight of the Laboratory Information Management Solutions (LIMS), Compliance Solutions and Consulting Services divisions. Responsibilities included; P&L accountability, strategic & tactical business planning, sales & marketing planning, software development oversight, marketing materials & sales tools development, business development, alliance & distributor management, sales forecasting, pricing, and sales / sales support personnel hiring, training and management.

Revitalized the LIMS Division. Grew pipeline to $18M within 12 months. Grew LIMS revenue 400% in FY10.

Secured “Standard Solution Status” for Biotracker™ LIMS at M.D. Anderson. Value: $2.5M

Secured “Standard Solution Status” for Biotracker™ Biobanking at Erasmus Medical Center. Value: $1.2M

Directed LIMS software development and diversified the product line to increase the Total Addressable Market by 300%. 2 major releases of Biotracker™ LIMS. Developed and released Biotracker™ SaaS, Biobanking, and Lite versions

Negotiated distribution agreement with Clarmon, Inc. - Compliance Management Solutions. Grew pipeline to $5M.

Established Ocimum Consulting division (BioIT/BioAnalytics). Grew pipeline to $1M in < 6 months.

Recruited, hired, trained, and managed North American & European Sales Forces. Secured LIMS Distributor for Germany and Austria.

Developed and Implemented Marketing Campaigns, Sales Process, Lead Management & Qualification Process, Tender Response Process, Product / Service Presentations, Product Demonstration Scripts, Quoting Tools, and Leasing Program.


Sales, marketing, marketing manager, VP Marketing, marketing director, Sales Representative, Director, Executive Director, Senior Director, Vice President, vice president, sales director, Vice President of Sales, VP Sales, VP, AVP, Senior, Senior VP, SVP, Sales Manager, Key Account, Key Account Manager ,Key

Account Management ,Manager ,Corporate Accounts,

Business, Business Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts,

Boston area, resume, resume.doc, resume.docx, Software, software, LIMS, ELN, SDMS, CDMS, Adverse Event, MRP, MRPII, enterprise, enterprise software,

off-shore, offshore, off shore, outsourcing, distribution, channel, channel management, channel manager, CRM, ERP, EDC, CDS, Clinical, Medical,

Information Systems, Scientific Software, ELN, Analytical Instruments, Instruments, Laboratory Equipment, equipment, Services, IT Services,

consulting services, BPO,SEO, Mass Spec, MS, Mass

Spectrometry, FTIR, IR, AA, LC, GC, Chromatography,

Liquid Chromatography, ICP, freezer, refrigerator,

PCR, ULT, Ultra Low Temperature, BSC, Biological Safety Cabinet, dynamic, energetic, pharmaceutical,

Pharma, biotechnology, biotech, chemical,

petrochemical, environmental, food & beverage, CRO,

contract research organization, strategic, tactical,

customer management, relationship, relationship

manager, negotiations, negotiator, training, trainer,

bid development, rfp, rfi, collaboration, collaborative,

capital equipment, IT, computer, sales force, global,

national, national sales manager, regional sales

manager, field marketing, field marketing manager,

entrepreneur, entrepreneurial, matrix, matrix

organization, ebusiness, team leader, team, support,

support services, partner, partners, partnership, OEM, professional services, professional, leadership,

delivery, regional director, region, regional,

solutions, solution, consultant, consultants, proactive, confident, profit, growth, driver, change,

change agent, champion, strategic thinking,

consultative, problem solving, problem solver, technology, technical, creative, effective, communication, presentation, evangelist, integrity, credibility, business acumen, results, results oriented,

successful, articulate, speaker, team, visionary, trust,

relationship

Sales, marketing, marketing manager, VP Marketing, marketing director, Sales Representative, Director, Executive Director, Senior Director, Vice President, vice president, sales director, Vice President of Sales, VP Sales, VP, AVP, Senior, Senior VP, SVP, Sales Manager, Key Account, Key Account Manager ,Key

Account Management ,Manager ,Corporate Accounts,

Business, Business Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts,

Boston area, resume, resume.doc, resume.docx, Software, software, LIMS, ELN, SDMS, CDMS, Adverse Event, MRP, MRPII, enterprise, enterprise software,

off-shore, offshore, off shore, outsourcing,

notes

http://www.labwellservices.com/


CSols, Inc.Director of Sales & Marketing July, 2007 – May, 2008

A Laboratory Informatics consulting company that combines the expertise, services and products required to make analytical laboratories perform optimally.

Hired to expand the consulting business and establish a new branch office in the greater Boston area of Massachusetts. Responsibilities included management and P&L accountability for the Massachusetts branch, strategic and tactical business, sales, and marketing planning, marketing & sales materials development, business development, alliances development / management, sales forecasting, pricing, and marketing & technical personnel recruitment and hiring.

Established and managed new Massachusetts branch office in the Greater Boston Area Developed Business & Marketing Plans targeting 35% growth. Developed Sales Pipeline of $1.3M in < 1 year. Grew Revenue 40%. Established alliance with Applied Biosystems. Value: $1.1M. Recruited and Hired marketing and technical staff. Established network of independent

consultants for the provision of services.

Thermo Fisher Scientific Director, New Labs Solutions (Thermo Scientific) July, 2005 – July, 2007Director, Corporate Accounts (Thermo Electron) Jan, 2002 – July, 2005Vice President Sales, North America (Thermo LabSystems) Feb, 2000 – Jan, 2002

An instrument, equipment, software, diagnostics, and consumables manufacturer and distributor serving pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control environments.

Held senior business development and sales management positions in several critical areas including Laboratory Information Management Solutions, Corporate Accounts, and New Labs Solutions. Responsibilities included strategic and tactical business, sales, and marketing planning, sales management, business development, account management, SAP CRM & ERP implementation leadership, sales forecasting, pricing, and sales personnel hiring and training.

Grew New Labs Solutions pipeline from $10M to $50M in 1.5 years. Generated $7.6M of incremental revenue in 2006.

Headed New Labs Solutions Program Merger team during Fisher Scientific merger. Developed Market Analysis, Opportunity Assessment, Value Proposition, Sales Processes, Rules of Engagement, Business Plan, Staffing Plan and Budgets.

Established and implemented Thermo Electron’s Corporate Account Program attaining 20% aggregate growth in targeted Corporate Accounts (Pfizer & Novartis) in 2002, 2003, and 2004.

Secured Preferred Vendor Status for Thermo Scientific (Finnigan) at Pfizer for Mass Spectrometry. Value: $2.5M

Secured Preferred Vendor Status for Thermo Scientific (CRS) at Novartis for Robotic Automation. Value: $1.5M

Created and Secured “Mass Spectrometry System” Support Contract (i.e. Mass Spec, Detectors, Autosamplers, and Software) at Pfizer (Groton). Value: $550K (30% increase on standard support)

Won largest single LIMS order in Thermo LabSystems history at Amgen. Value: $2.2M




Business Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts, Boston area, resume,

resume.doc, resume.docx, Software, software, LIMS, ELN,

SDMS, CDMS, Adverse Event, MRP, MRPII, enterprise, enterprise software, off-shore, offshore, off shore,

outsourcing, distribution, channel, channel management,

channel manager, CRM, ERP, EDC, CDS, Clinical, Medical,

Information Systems, Scientific Software, ELN, Analytical

Instruments, Instruments, Laboratory Equipment,

equipment, Services, IT Services, consulting services, BPO,SEO, Mass Spec, MS, Mass Spectrometry, FTIR, IR, AA, LC, GC, Chromatography, Liquid Chromatography, ICP,

freezer, refrigerator, PCR, ULT, Ultra Low Temperature,

BSC, Biological Safety Cabinet, dynamic, energetic,

pharmaceutical, Pharma, biotechnology, biotech, chemical,



customer management, relationship, relationship manager,

negotiations, negotiator, training, trainer, bid

development, rfp, rfi, collaboration, collaborative, capital equipment, IT, computer, sales force, global, national,

national sales manager, regional sales manager, field marketing, field marketing manager, entrepreneur,

entrepreneurial, matrix, matrix organization, ebusiness,

team leader, team, support, support services, partner,

partners, partnership, OEM, professional services,

professional, leadership, delivery, regional director, region,

regional, solutions, solution, consultant, consultants, proactive, confident, profit, growth, driver, change, change

agent, champion, strategic thinking, consultative, problem

solving, problem solver, technology, technical, creative,

effective, communication, presentation, evangelist,

integrity, credibility, business acumen, results, results

oriented, successful, articulate, speaker, team, visionary,

trust, relationship



Business Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts, Boston area, resume,

resume.doc, resume.docx, Software, software, LIMS, ELN,

SDMS, CDMS, Adverse Event, MRP, MRPII, enterprise, enterprise software, off-shore, offshore, off shore,

outsourcing, distribution, channel, channel management,

channel manager, CRM, ERP, EDC, CDS, Clinical, Medical,






pharmaceutical, Pharma, biotechnology, biotech, chemical,



customer management, relationship, relationship manager,

notes


Negotiated Global Corporate Contract with Pfizer valued at $18M – Thermo Electron’s first global corporate contract.

Global Commercial Leader for SAP ERP and CRM systems implementation. Achieved 100% of Orders and Income Targets in 2001 (LIMS - Thermo LabSystems). Rebuilt Thermo LabSystems’ North American LIMS Sales Force (14 sales people) in 2000

Taratec Development Corp Sales Manager, LIMS & Lab Automation Solutions Sept., 1997 – Feb., 2000

A leading life science consulting company that provides integrated business, information technology, and regulatory compliance services to pharmaceutical, biotechnology, and medical device organizations.

Sales Manager responsible for the LIMS & Laboratory Automation Solutions division. Responsibilities included strategic and tactical sales planning, sales management, business development, sales forecasting, and pricing.

Increased divisional revenue ~37% in 1999. Increased divisional revenue ~33% in 1998. Negotiated 4 alliances with major LIMS vendors yielding over $1.2 million in revenue. Prepared and coordinated the production of ~150 tenders attaining closing rate of 90%.

e d u c a t i o nDuke University Ph.D. Analytical Chemistry

Brandeis University B.A. Chemistry (Cum Laude with Honors in Chemistry)

k n o w l e d g e b a s e Laboratory Info Mgmt Systems (LIMS) Manufacturing Execution Systems (MES) Customer Relationship Mgmt Sys (CRM) Clinical Trial Mgmt Systems (CTMS) Electronic Records (21CFR11) Analytical Instruments (MS, FTIR, etc.) MS Office (Excel, Word, PowerPoint,

Outlook, Publisher, Project)

Electronic Lab Notebooks (ELN) Sales Force Automation Systems (SFA) Scientific Data Mgmt Systems (SDMS) Electronic Data Capture (EDC) Systems Integration Laboratory Equipment (BSC, Freezer, etc.) ACT, SalesForceDotCom (SFDC), Pivotal

Chromatography Data Systems (CDS) Enterprise Resource Planning Sys (ERP) Clinical Data Mgmt Systems (CDMS) Adverse Event Systems (AES) Document Management Systems IT Services – On-shore/Off-shore IT and Internet savvy

c o n t a c t

(978)998-1618

(978)561-1934

[email protected]

www.linkedin.com/in/howardjrosenberg

9 Forest Lane, Boxford MA 01921

www.howardrosenberg.mfbiz.com


Sales, marketing, marketing manager, VP Marketing, marketing director, Sales Representative, Director, Executive Director, Senior Director, Vice President, vice president, sales director, Vice President of Sales, VP Sales, VP, AVP, Senior, Senior VP, SVP, Sales Manager, Key Account, Key Account Manager ,Key Account Management

,Manager ,Corporate Accounts, Business, Business

Development, General Manager, Boston, boston, ma, MA, Mass, Massachusetts, Boston area, resume, resume.doc,

resume.docx, Software, software, LIMS, ELN, SDMS,

CDMS, Adverse Event, MRP, MRPII, enterprise, enterprise

software, off-shore, offshore, off shore, outsourcing, distribution, channel, channel management, channel manager, CRM, ERP, EDC, CDS, Clinical, Medical,






pharmaceutical, Pharma, biotechnology, biotech,

chemical, petrochemical, environmental, food & beverage,

CRO, contract research organization, strategic, tactical,

customer management, relationship, relationship

manager, negotiations, negotiator, training, trainer, bid

development, rfp, rfi, collaboration, collaborative, capital

notes

NOTES

Vice President (VP) Sales Marketing Business Development in Boston MA Resume Howard Rosenberg

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