Bobby Snow
Wake Forest,NC
Summary
Dynamic Senior Business Development Manager with a proven track record at Versiti, driving strategic partnerships and generating over $500K in annual revenue. Expert in market analysis and account management, achieving 17 consecutive quarters above goal. Recognized for exceptional financial acumen and fostering strong client relationships to enhance business growth.
Overview
20
20
years of professional experience
Work History
Senior Business Development Manager
Versiti
09.2019 - Current
- Covering currently 2/3 of the United States for Versiti services to include diagnostics, Blood Bank IRL, HCT and academic institutes.
- 2 time Account Manager of the Year 2022 and 2024.
- 17 consecutive quarters above goal.
- Established 5 new HCT partnerships during my tenure adding to legacy.
- Produced over $500K annually in revenue from Stem Cell processing through Versiti Michigan.
- Heavily contributed to growth of Diagnostic Lab/IRL division growing from $38M (2019) to $59M currently.
- Cross Selling with team in blood accounts as well as IRB solutions for Academic Researchers.
- Currently at 108% to goal for 3rd quarter.
Business Development Manager
Progenity
North Carolina
09.2017 - 05.2019
- Working for a leader in women's health promoting noninvasive prenatal testing, genetic carrier screening, and hereditary cancer testing to OBGYN's, maternal fetal medicine, and oncologist in North Carolina.
- Responsible for leading hospital in-services and educational dinners, setting up draw sites, working as a liaison between clients and genetic counselors, coordinating annual and quarterly business reviews, inventory management, and attending trade shows.
- #1 in Mid-Atlantic for HCA and CF for 1st Quarter 2018.
- CF goal: 108% to plan.
- SMA goal: 110% to plan.
- Hereditary Cancer goal: 107% to plan.
- NIPT goal: 106% to plan.
- Total test goal for 1st Quarter 2018: 108% to plan.
Diagnostics Sales Specialist
EGL DIAGNOSTICS
05.2016 - 08.2017
- Took over a territory performing at $752,000 annually and grew territory revenue to $1.5 million in annual sales.
- Grew territory 7% in Q4 over the Q3 actuals finishing the quarter at 108% with a total growth of 460 new tests sold in Q4.
- Navigate and manage major health systems throughout the Mid-Atlantic area.
- Launch newly developed esoteric testing at the clinical level into hi-level research & teaching institutions, community hospitals with a focus on Pediatric-Neurologists, Neurologists, Geneticists, Genetic Counselor’s, Nurses and Laboratory Directors including C-suite contacts within hospitals.
- Promoted diagnostics products to lab directors and physicians through cold calling. Achieved a conversion rate of 60% for three cold calls within an average of five calls.
- Prepare RFP for cost and benefit analysis of lab spend for clients.
Contract Consultant
DIABETOMICS
03.2015 - 04.2016
- Launched diagnostic blood testing products for preeclampsia and gestational diabetes, called on department heads within NICU, maternal fetal specialists, and Ob/Gyn.
- Sourced 6 KOLs within 12 months in maternal fetal specialist market and drove new product to market.
- Secured KOL as main speaker to date, from UTC at Chattanooga in 2015, to speak about Preeclampsia and sent out 2000 requested samples after the meeting.
Diagnostics & Genomics Sales Specialist
PERKINELMER LABS
09.2012 - 03.2015
- Achieved Carolina Medical account portfolio worth $1.2 million in 2014. Elected from a pool of 52 agents to serve as a member of an elite team of eight sales specialists to cover both diagnostics and life sciences by VP of sales.
- My role also included promoting Signature Genomics which was the leading microarray testing lab worldwide acquired by PerkinElmer in 2010, the Verifi NIPT test in collaboration with Illumina, carrier screening in collaboration with GoodStart Genetics and ViaCord Cord Blood Banking, which was acquired by PerkinElmer in 2006.
- Improved territory rank to #3 from #43, out of 52 territories; generated $3.6M revenue in two years.
- Recognized with sales excellence award for total sales production in 2013.
- Selected as Rookie of the Year out of 52 in 2013.
- Participated in sales of proprietary prenatal genetic tests for multiple vendors such as NTD labs, Signature Genomics, Verinata Health, and Good Start Genetics. Clients included lab directors, maternal fetal medicine practitioners, genetic counselors, geneticists, OBGYNs, pediatric neurologists, cytogeneticists, and nurses.
- Supervised marketing activities in top accounts which include Duke Hospital (Durham), UNC, UVA, Vanderbilt University Medical Center (Nashville), University of Kentucky, Louisville, USC-Columbia, and St. Louis University Hospital.
- Negotiated client bill contracts with universities and hospitals.
- Furnished sales and educational product presentations to clients and hospital labs.
- Trained and mentored 4 new team members and provided field support via ride-along.
- Expanded business by 735% through aggressive cold calling.
Account Manager
QUEST DIAGNOSTICS
Roanoke, VA
05.2010 - 08.2012
- Exceeded annual quota for total sales, by 2K samples in 2012.
- Recognized by management for increasing samples by 5K over previous year in 2011.
- Led sales operations of medical diagnostic services for all lab testing and IT services which include EMR and interface solutions.
- Cold called general practitioners, GI, urology, Ob/Gyn, oncology, and neurologist in hospitals and private environments.
- Researched and implemented new strategies to react to changing business trends.
Director of Sales & Marketing
ACA LABS
Winston-Salem, NC
03.2006 - 06.2010
- Directed a team of eight district managers and 51 sales representatives in allergy diagnostic testing sales.
- Coordinated sales operations of all divisions, contracted state payers, set territory goals/incentives, implemented CRM system, and presented weekly to CEO.
- Ranked #1 in Nation for two consecutive years, with $2.5 million in revenue, out of 15 in 2008 – 2009.
- Achieved 522% growth within one year in 2009.
- Grew company revenue by over 650% during 2007 – 2010.
- Supervised daily operations of the sales team and maintained focus on organizational goals.
- Led hiring, PSS training, and annual performance evaluations.
- Mentored four representatives and brought them to promotions as district managers in 2009.
- Enhanced district sales to $5.1 million with large wins in West VA.
- Increased client retention through implementation of new patient protection plan.
- Promoted to director of sales & marketing in view of outstanding contributions.
- Won contract with High Point Regional, worth $1.1 million.
Education
Bachelor of Science - Sports Medicine and Business
Averett University
Danville, VASkills
- Strategic planning
- Sales forecasting
- Market analysis
- Account management
- Financial acumen
- Customer relationship management
Awards
- Sales Excellence Award, 2013
- Rookie of the Year, 2013
- Account Manager of the Year 2022,2024
Timeline
Senior Business Development Manager
Versiti
09.2019 - Current
Business Development Manager
Progenity
09.2017 - 05.2019
Diagnostics Sales Specialist
EGL DIAGNOSTICS
05.2016 - 08.2017
Contract Consultant
DIABETOMICS
03.2015 - 04.2016
Diagnostics & Genomics Sales Specialist
PERKINELMER LABS
09.2012 - 03.2015
Account Manager
QUEST DIAGNOSTICS
05.2010 - 08.2012
Director of Sales & Marketing
ACA LABS
03.2006 - 06.2010
Bachelor of Science - Sports Medicine and Business
Averett University