Alex Hsi
San Ramon,CA
Summary
Forward-thinking Manager with comprehensive experience implementing new processes and managing and planning innovations. Bringing outstanding problem-solving and abilities paired with in-depth knowledge of policies and procedures. Polished in evaluating employee performance and overseeing key projects.
Overview
20
20
years of professional experience
Work History
Manager of Key Accounts and Digital Transformation
Sartorius Stedium North America
11.2017 - 03.2024
- Leading cross-functional team of sales and digital solutions for KAM
- Define and build a cross-functional digital sales team for KAM
- Mentor and supervise the digital sales team to achieve group budget
- Define, execute, and support eProcurement initiatives for all KAM accounts
- Collaborate with IT support on new SFDC features and KPI for KAM sales
- Harmonize and improve eShop efficiencies and customer engagement message
- Strategize software sales model for KAM
- Supervise continue development of the Key Account Intelligence Cockpit
- Seek and evaluate digital solutions for KAM.
- Coached, mentored and trained team members in order to improve their job performance.
- Monitored budgets and expenditures to ensure cost-effectiveness while maintaining quality standards.
- Created monthly reports for senior management summarizing operational performance metrics.
Manager of Technical Sales, Cell and Gene Therapy
Sartorius North America
09.2020 - 01.2022
- Promoting the entire Sartorius product portfolio to targeted Advanced Therapy customers
- Cross-Selling objectives between divisions
- Trained AT team in BioAnalytics product line and customer facing language
- Taking over 7 existing BPS accounts and map out customer improvement plan
- Setting protocols and strategies of media sales for the LPS group
- Engagement marketing leadership between divisions and work on collaboration projects
- Develop Cross Selling KPI for the AT team.
- Resolved conflicts between employees by providing guidance on company policies and procedures.
- Created monthly reports for senior management summarizing operational performance metrics.
Regional Sales Manager, San Francisco Bay Area
Sartorius Stedium North America
10.2017 - 09.2020
- Oversee all sales activities for Northern California
- Hit target quota on 2018, 2019, and 2020
- Grew the territory from 4M to 11M total revenues in three years
- Hired and mentor two additional direct reports
- New account growth by 20%
- Increase existing customer spending by 120% in 2018, 256% in 2019.
- Partnered closely with marketing team to ensure successful execution of promotional campaigns in the region.
Director of Sales
RheoSense, Inc.
03.2016 - 11.2017
- Oversee all sales activities for domestic US
- Increase sales by 28% in 2016
- Launched new automated platform for high throughput customers
- 22 new accounts generated an additional $1.4M revenue
- Expand existing market place to include Food/Ag, Government, and Military
- Improve market exposure with rep-in-service and quick RMA return protocol.
Vice President of Business Development
Revolutionary Science, Inc.
06.2014 - 03.2016
- Oversee all Sales, Marketing, and Business development activities globally
- Increase sales in 140% in 2014
- Developing three new channels potential over $2.5M and OEM potential $500K in the next two years that includes academic, medical, government, and food/ag
- Increase pricing and negotiate COG for a net 15% revenue increase
- Expand eCommerce channels and industry exposure with internal SEO
- Launching new product lines with IoT supported with end user beta testing
- Re-designed the business plan and sales channel approach focusing on profitability
- Part of the OSHA/FDA/ISO internal advisory board to improve production
- Launching a more efficient and measureable customer/sales tracking using CRM.
- Developed and implemented business development strategies to increase sales, market share, and profitability.
- Negotiated major contracts with clients to expand the organization's presence in the industry.
Director of Sales and Marketing
BioChain Institute, Inc.
10.2012 - 07.2014
- Oversees the Sales and Marketing departments by creating sales channels, direct revenue, and marketing activities
- Increase sales volume by 30% versus prior year with no additional head count
- Evaluate and modify exiting distribution/OEM contracts resulting in 10% revenue increase within the first 6 months
- Establishing new domestic and international distribution channels forecast for $1M increase in sales over the next 2 years; adding new OEM/Corporate accounts with forecast up to $2M in the next 3 years
- Creating new sales/marketing support position and hiring new staff while boosting activity efficiency by 30%
- Re-design all marketing materials and sales presentations to improve company image and customer recognition
- Launching new marketing campaign for two new products including marketing material, launch package, as well as eCommerce tracking
- Redesign and improved the efficiency and functionality of the current website
- Monitoring and set up new trade-shows and presentation materials
- Internal auditing of production following ISO9001 and OSHA guidelines.
Sales Manager, San Francisco Bay Area
Lab Safety Supply Inc., Division of W.W. Grainger
10.2011 - 10.2012
- Growing sales, exceeding goals, and educating the customer about our product offering as well as generating marketing campaign for this specific geography
- In addition, rebranding the company as a whole lab solution provider
- Double digit growth in new lab business every month for the past12 months
- Successfully gained janitorial and food/ag accounts with 65% growth versus prior year
- Trained customer service representatives to increase tele-sales closing rates
- Managing vendor relationships within the geography while looking for new applications within the existing product portfolio.
Laboratory Regional Program Manager
Lab Safety Supply Inc., Division of W.W. Grainger
11.2009 - 10.2011
- In charge of all Laboratory Sales and Operations within the territory as well as educating the Grainger sales force about the laboratory market utilizing my laboratory product knowledge, customer relationships, and operational expertise
- Secured a contract expansion with Stanford university as their primary safety provider on campus
- Provide guidance as well as superior product knowledge to the Grainger sales force as well as define opportunities and key players within the lab with the objective of helping them exceed their forecast
- Developed and designed a new product with a vendor for the Microbiology labs
- Create educational plans for the Grainger organization about the lab world.
Sales Representative, Northern California and Northern Nevada
New Brunswick Scientific, an Eppendorf Company
12.2006 - 11.2009
- Responsible for the overall growth and local marketing of this territory while managing the field service and engineering team to deliver superior customer service and installation
- Expand the overall sales dollar of the territory by 70% and 200% distribution sales growth over two years while achieving the highest sales volume in the history of the territory
- Top salesperson in 2008 for selling equipment at list price (over 700K)
- Developing new prototypes of disposable fermenter with marketing
- Interact and manage multiple domestic and international vendors and suppliers.
Sales Representative, Research Division
ThermoFisher Scientific Company, LLC.
11.2004 - 11.2006
- Account management as well as new customer development with a full laboratory solution provider
- Responsibility included but not limit to vendor relationship, product management and training, contracting, sustainability, junior personal coaching and management
- Exceeding forecast in total and margin dollar in 2005 and 2006
- Create, improve, and oversee the operation and personal of the Stanford onsite Storeroom
- Raised major sales and marketing campaign in a hostile market share environment.
Account Manager, Western US
Viscotek Corporation
01.2004 - 11.2004
- Raising a sales campaign in a brand new geographic territory as well as a new industry
- Executing product sales, technical service/support, and training/installation are the crucial part of this new territory
- Record the first major sale over $100K in the history of the territory
- Writing sole sourcing the technical spec of the instrumentation to secure sale
- Negotiating pay terms, shipping criteria, installation needs, custom features, and duty with the customer
- Troubleshoot and onsite technical support while acting as a communication liaison between the technical department and the end user.
Education
Bachelor of Science in Chemical Engineering -
University of California, Berkeley
05.2000
Bachelor of Science in Chemistry -
University of California, Berkeley
05.2000
Skills
- Technical expertise
- Communication skills
- Business acumen
- Management experience
- Sales and marketing
- Digital transformation
- Cross-functional team leadership
- Mentoring and supervision
- EProcurement initiatives
- SFDC features and KPI
- Customer engagement
- Software sales
- Key Account Intelligence
- Digital solutions evaluation
- Promoting product portfolio
- Cross-selling
- BioAnalytics product line
- Media sales
- Engagement marketing
- New account growth
- Existing customer spending increase
- Sales management
- Territory growth
- Hiring and mentoring
- Market exposure
- Rep-in-service
- Quick RMA return protocol
- Business development
- Channel development
- Pricing and COG negotiation
- ECommerce channels
- IoT product lines
- Business plan redesign
- CRM implementation
- Sales and marketing oversight
- Distribution and OEM contracts
- Sales volume increase
- Sales/marketing support
- Marketing materials redesign
- New product launch
- Website redesign
- Trade show management
- ISO9001 and OSHA guidelines
- Laboratory sales and operations
- Customer education
- Product development
- Vendor relationships
- Field service and engineering management
- Account management
- Vendor relationship management
- Product management
- Contracting
- Sustainability
- Junior personnel coaching and management
- Sales campaign
- Technical service/support
- Training/installation
- Troubleshooting
- Onsite technical support
- Communication liaison
- Strategic Planning
- Business Development
- Performance Management
- Cross-Functional Teamwork
References
References available upon request
Languages
English
Native/ Bilingual
Chinese (Mandarin)
Native/ Bilingual
Timeline
Manager of Technical Sales, Cell and Gene Therapy
Sartorius North America
09.2020 - 01.2022
Manager of Key Accounts and Digital Transformation
Sartorius Stedium North America
11.2017 - 03.2024
Regional Sales Manager, San Francisco Bay Area
Sartorius Stedium North America
10.2017 - 09.2020
Director of Sales
RheoSense, Inc.
03.2016 - 11.2017
Vice President of Business Development
Revolutionary Science, Inc.
06.2014 - 03.2016
Director of Sales and Marketing
BioChain Institute, Inc.
10.2012 - 07.2014
Sales Manager, San Francisco Bay Area
Lab Safety Supply Inc., Division of W.W. Grainger
10.2011 - 10.2012
Laboratory Regional Program Manager
Lab Safety Supply Inc., Division of W.W. Grainger
11.2009 - 10.2011
Sales Representative, Northern California and Northern Nevada
New Brunswick Scientific, an Eppendorf Company
12.2006 - 11.2009
Sales Representative, Research Division
ThermoFisher Scientific Company, LLC.
11.2004 - 11.2006
Account Manager, Western US
Viscotek Corporation
01.2004 - 11.2004
Bachelor of Science in Chemical Engineering -
University of California, Berkeley
Bachelor of Science in Chemistry -
University of California, Berkeley
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