Bradley Larson
Ramsey,MN
Summary
I am an experienced scientist and product manager, with more than 30 years in the biotech industry, helping provide scientific and business solutions to academic, biotech, and pharmaceutical researchers. I am skilled in product management, bringing cross-company projects to completion, launching products, as well as working with a variety of life science instrumentation, reagents, and consumables. I am known for a deep technical knowledge of the products I am working with, a drive to keep learning, and being able to communicate complex concepts to my target audience in a straightforward manner.
Overview
30
30
years of professional experience
Work History
Global Product Manager, Microplates
Agilent Technologies
02.2023 - Current
- Successfully launched four differentiating new product introductions which helped move Agilent’s microplate product line into yet untapped research areas, including 3D cell culture and shadow-free transmitted light microscopy
- Performed market assessment, and gathered critical VoC and VoF information to determine product user needs and probability of success
- Created 5 year revenue forecasts for each product, based upon current numbers of instruments in the field which would use the consumable, and yearly ratio of consumable:instrument usage. Projected to increase Agilent revenue by $8.5M over a 5 year period.
- Worked routinely within Agile Product Lifecycle Management software to document project milestones, and add pricing information to the corporate price list
- Created launch collateral for North America, Europe and Asia-Pacific sales teams
- Increased revenue of Agilent’s microplate product line by 10% YoY, in response to the company’s desire to grow sales revenue of relevant consumable product lines
- Coordinated validation of two 96-well storage plates on Agilent’s line of Flow Cytometry instrumentation and auto-samplers, with the goal of enabling the relevant salesforce to establish recurring plate sales at POIS
- Reached out to, and teamed with sales directors, to establish quota credit for plate sales by cell analysis and molecular biology sales teams
- Created collateral for, and performed sales trainings for internal Agilent, and distributor sales teams across China, Japan, Thailand and Singapore
- Drove a cross-product line project to introduce a new microplate product to save Agilent OEM costs of > $2.2M over 5 years, and generate revenue from external sales of $4.7M over the same time period.
- Created and presented a project proposal document explaining the financial savings to stakeholder product management teams
- Collected and documented user needs for the microplate product to be used successfully on Agilent instrumentation systems
- Acted as project manager and commercial lead to communicate critical plate dimensions to Agilent manufacturing team, and set initial proposed product list price
Product Manager, Marketing Communications
Agilent Technologies
04.2022 - 02.2023
- Created online video training videos that served to save Agilent’s field scientist team > $50K in travel costs and 100 service hours per year
- Consulted with Agilent’s field scientist team to determine which video training topics could save the team the most time and money
- Created storyboards to determine proper length, topic, and script for each scene
- Served as on camera trainer, due to my past technical experience
- In response to researchers requests to have a document that would allow them to easily apply for the grant money needed to purchase BioTek Cytation imaging systems, I created a 40-page Grant Expeditor document that acted as a sole source of information, dramatically decreasing the time and effort typically put into the grant proposal process
- Following consultation with target researchers, determined the technical and scientific application specifications required for inclusion in the document
- Wrote the text necessary to fully explain each target specification, and its importance to generating the desired microscopic images and information
- Created images to further illustrate each technical and scientific concept
Field Applications Scientist, South Region
BioTek Instruments, Inc.
10.2018 - 04.2022
- The Malany Lab at the University of Florida studies the effect of microgravity on human muscle cell biology and disease processes, with many of their experimental designs being sent to the International Space Station. The lab needed a robust solution that allowed them to capture images of muscle cells cultured on a chip in 3-dimensional format, while being electrically stimulated in real time. This involved clipping electrodes to the chip, while being attached to the electrical power source. The electrodes had to remain attached to the chip while moving inside the instrument to capture the images. I was able to create a 'MacGyver' type solution that allowed the experiment to run routinely, and generate the necessary data. The result led to the sale of a confocal imaging system worth > $170K.
- Listened to the PI, and laboratory manager, to understand the target experiment and its technical requirements
- Performed multiple tests and revisions of an experimental design, while at the customer’s lab, to ensure a final solution functioned technically in a robust manner
- Created custom analysis tools within the Gen5 software to allow critical information to be easily generated, and reported to the research team
- Trained members of the lab who would be routinely using the instrument and chip, to ensure each person was comfortable and confident with the experimental process
- The Lemasters Lab at the Medical University of South Carolina is a core lab, which runs image-based experiments for a variety of other labs across the university. Therefore, they required an imaging system that provided full automation, and the ability to run a multitude of experiments supporting various types of research. I delivered a scientific seminar for the lab to help them understand the versatility of the Cytation imaging system. This led to the performance of a week-long instrument demo, and the eventual purchase of a combined system totaling > $350K in sales revenue.
- Following consultation with target researchers, determined the technical and scientific application specifications required for inclusion in the document
- Wrote the text necessary to fully explain each target specification, and its importance to generating the desired microscopic images and information
- Created images to further illustrate each technical and scientific concept
- St. Jude Children’s Research Hospital, in addition to treating countless children, contains a number of labs endeavoring to find treatments and cures for a number of different child cancers. The Dsouza Lab approached myself and my sales representative, wanting a system that could offer both the ability to perform microscopic imaging, and microplate reading. The system also needed to be able to be integrated into an online screening system. As this was during the COVID epidemic, we worked out a safe, customized method to receive test plates from the customer. I was then able to run and analyze eight different imager- and plate reader-based assays. The customer was extremely pleased with the flexibility and dedication we showed, with the end result being the sale of an $80K system that would be seen as the 'work horse' instrument in the lab.
- Interacted with the principal investigator, and listened to the user needs they had to make a successful instrument demo
- Discuss with the local sales representative how to safely receive plates from the principal investigator to be able to perform the necessary experiments
- Perform the experiments and analyze results…all in a completely remote manner
- Carry out in person training using approved methods set by the hospital
- The National Center for Toxicological Research, in Jefferson, Arkansas, is the largest toxicology lab outside of Washington DC. Being part of the FDA, one of their tasks is to assess potential toxicological effects of household products, and other substances. They had read the application notes previously published about the ability of BioTek imagers and software to be used with the Comet DNA Damage Assay. Their current experimental procedure was completely manual, and very laborious. The successful demonstration of the method BioTek could offer led to the sale of a $65K instrument, as well as the team lead commenting that this would create a savings of hundreds of hours and tens of thousands of dollars to the team.
- Demonstrated the BioTek Cytation and Comet Assay analysis algorithms using customer samples
- Successfully validated that experimental results were equivalent using the new BioTek method, compared to the current manual method
- Trained laboratory personnel how to operate the Cytation imager, and be able to use the new automated analysis method independently
- Sanofi Pasteur VaxDesign, based in Orlando, FL, works to develop vaccines against a variety of targets. The group required an imaging system that could supply brightfield imaging capabilities for their label-free plaque assay, in addition to fluorescence imaging to work with their fluorescence microneutralization assay. I was able to demonstrate the ability of the Cytation system to work with all of their target assays, leading to a sale worth $100K.
- Held virtual meetings with the customer prior to the demo to fully understand the science behind, and performance of the plaque and microneutralization assays
- Successfully imaged the target assays using label-free and fluorescence imaging techniques
- Created custom imaging methods to accurately analyze the images from each assay
- Collated collected images and data into a PowerPoint presentation, delivered to the customer
- Installed the newly purchased instrument, and trained laboratory personnel on image capture and analysis techniques
- The MD Anderson Cancer Center, based in the Houston Medical Center, is one of the leaders in cancer research. They were looking for an automated, walk-away imaging system to be used to aid their development of CAR T cell therapies. They required a multi-day live demonstration of the system to test with their target assays. However, because of time constraints, they could only give us a little over an hour to perform a short introductory seminar, setup the instrument, and start the assay. The local sales representative and I worked out a plan where we setup the two instruments at his house the day before the demo. We were able to wheel the instruments in on a cart, and have them setup and running within 30 minutes. The customer was impressed with the out of the box thinking, and the result of the successful demo led to a sale worth $180K.
- Held virtual meetings with the customer prior to the demo to learn about their target assays, and the needs they had for an imaging system
- Used customer supplied information and data to create custom imaging and analysis programs
- Setup instrumentation at sales representative’s home, and transported the combined system to the customer’s lab
- Presented training seminar, and successfully ran multi-day CAR T cell killing assay
- PPD Laboratory Services is a major CRO, with laboratories in Richmond, VA, and annual revenue over $5B per year. The Infectious Disease division required a sensitive, image-based detection system that would work with their target assay. Through the successful demonstration of BioTek’s Cytation imaging system, including an introductory training, running the assay on the imager, and analysis of the captured images, I convinced them that this was a robust, easy solution to their problem, leading to the sale of over 15 imagers, totaling $800K in sales revenue.
- Consulted with team leaders to determine the requirements they had to meet the needs for their fluorescence microneutralization assay
- Optimized the Cytation imager, and Gen5 software, to properly capture images, and generate the necessary data
- Performed trainings, and troubleshooting, as new imagers were purchased, and new personnel were added to the research team
Senior Scientist
BioTek Instruments, Inc.
04.2009 - 10.2018
- Part of the responsibilities I had as a senior scientist was to help with field demonstrations of Cytation imagers, when the target application was unfamiliar to other field scientists. The Katyal Lab at the University of Manitoba focused its research efforts on the role that DNA damage plays in neurodegenerative diseases and cancer. These assays had not been run on the Cytation, which meant that I was called upon to help with a demo that would take more time and effort. The principal investigator was looking for a system that could provide a walk-away solution to robustly image and analyze the fluorescent DNA damage assays which were commonly run in the lab. I performed a successful weeklong demonstration, leading to the purchase of an automated imaging system generating > $120K in sales revenue, and the subsequent publication of two scientific application notes.
- Educated myself about the science behind how DNA damage assays are able to assess the negative effects which cancer has on target cells
- Used the gained knowledge to properly design custom analysis algorithms for each target assay
- Worked with laboratory personnel to optimize each analysis algorithm to deliver repeatable test results
- Trained laboratory technicians to be able to perform experimental procedures, and further optimize analysis parameters if necessary
- Served as technical writer to construct and publish two separate application notes based upon generated data
- A major goal of BioTek’s Applications Lab was to demonstrate the company’s scientific acumen to leading researchers around the world. This, in turn, built confidence that BioTek could help them with complex scientific experimental procedures. I was asked to perform multi-week scientific seminar series across Europe to help meet this goal. As multiple local BioTek sales organizations asked for my help, this would mean that I was speaking in seven or more cities, in five or more countries within a two-week period. The talks that were arranged typically led to opportunities for multiple instrument sales totaling over $1M in sales.
- Managed the logistics of each seminar series, by reaching out to BioTek sales groups across Europe, and organizing the itinerary of the trip
- Interacted with identified researchers to determine the topics of each specific presentation
- Answered scientific and technical questions, as needed, from attendees
- Performed short instrument demonstrations or tutorials for labs currently owning BioTek instrumentation
- Learned about planned projects and ideas for future applications development to further support BioTek’s customer base
- Each year, the field scientist groups from the US, Europe, Latin America and Asia would attend a scientific training at BioTek’s headquarters. The Applications Lab, of which I was a part, performed a scientific training, covering targeted assays which were deemed of critical importance for the field to learn. Multiple topics were covered. Of which, I was assigned one or more. The result gave the field groups confidence to talk about, and demonstrate these new techniques, with the goal to increase instrument sales.
- Reached out to sales and field scientist groups to jointly determine the topics to be covered during each training session
- Created training tools, and prepared cells and other reagents to enable attendees to perform tasks in a 'wet lab' situation
- Interacted with attendees to learn about other topics of interest, which would help guide future application development and technical support material
- Through discussions I had with management of the Applications Group, as well as other company leadership, it was deemed prudent for BioTek to look further into developing tools to support three dimensionally (3D) cultured cell models. I was tasked with creating a '3D Cell Culture Roadmap' that would be used to guide initial instrument and application development. Following extensive research, the collated information led to the development of hardware and software tools specifically geared towards 3D cell models, which would total tens of millions of dollars in sales revenue.
- Researched peer-reviewed journal articles, and talked with both collaborators and target customers, to learn what 3D cell culture models were currently being used in the field. I also learned what the strengths and weaknesses were for each, and where this area of research was headed in the future.
- Prepared a BioTek branded 3D cell culture roadmap document, which was published and disseminated to targeted customers
- Presented collated information to Biotek leadership groups to pass along what was learned, and gain buy in for future product development
- Act as a technical resource for R&D design groups during development of new instrumentation
- To support sales development in the Latin America region, it was decided that I should put together a weeklong workshop, which would be offered at a customer research lab in Santiago, Chile. The workshop would be offered to researchers across the country, and would involve running experiments with live cells. The result gave attendees exposure to new assay techniques, increased their scientific knowledge and expertise, and would lead to the sale of multiple instruments, totaling almost $200K in revenue.
- Reached out to, and interacted with product management teams from multiple companies to arrange the use of cells and reagent kits during the workshop
- Worked with BioTek sales distributors in Chile to arrange the successful import of cell vials and reagent kits through local customs screening
- During the week prior to the workshop, taught the supporting lab team how to use the incorporated instrumentation, and successfully perform assays to be used the following week
- With the aid of the laboratory team, successfully delivered a five day workshop to 20 attendees from across Chile
- Due to the increasing use of 3D cell models cultured in suspension, at the bottom of a microplate well, BioTek determined that a tool was needed to allow researchers to successfully perform media exchanges and buffer washes. These procedures, currently, were difficult to perform. Many times leading to loss of the 3D models. Because of my experience working with this type of cell culture, I was asked to act as a scientific and technical consultant to BioTek’s R&D team involved in the development. The advice I was able to give, and prototype testing I performed, led to the successful launch of BioTek’s Automated Media Exchange (AMX) tool, and being listed as a co-inventor on US patent 10,961,997 B2.
- Interacted with target researchers and field scientists to learn user needs for the 3D cell model washing tool
- Interacted with R&D and manufacturing teams to pass along user needs, and provide design input
- Tested prototype tools, and provided feedback, leading to subsequent design improvements
- Provided validation data for launch collateral and training materials
- During my time as a senior scientist, BioTek also made the decision to move into the microscopic imaging market. To successfully launch the instrument, named Cytation 3, validation experiments had to be run, and applications data generated. As a senior scientist, I was asked to support validation efforts, and generate data for two separate application notes to be ready at the time of launch. I took it upon myself to learn the skills needed to successfully image and analyze cellular samples. The result was that I was able to deliver the desired application notes on time, and aid in subsequent launch training activities.
- Sought out online training tools, as well as in-house experts, to learn about the physics of microscopic imaging
- Through research, and in-lab experiences, gained insights into the specifics of image-based analysis algorithms
- Carried out self-designed experiments to optimize experimental and analysis parameters
- Generated high quality images, and supporting data, for the publication of application notes covering two separate research areas and techniques
- As a senior scientist in the Application Lab, it was my main role to generate applications data demonstrating the ability to use BioTek liquid handling, microplate reading, and microscopy instrumentation across a variety of research areas. To successfully accomplish this task, it was necessary to continuously expand my scientific knowledge base to become familiar with new areas of research, methods, and targets. It also allowed me to independently manage projects that many times involved product management and scientific teams from multiple companies and research labs. The combination brought a constant source of renewed excitement to my role. Leading to the performance of > 50 projects that generated 56 application notes, and 10 peer-reviewed journal articles.
- Independently researched information from journal articles, colleagues, and customers to learn about varied research topics, such as Alzheimer's, diabetes, cancer, toxicology, genotoxicity, and others
- Independently managed independent, and collaborative projects. Many times involving three or more teams from separate companies and labs.
- Carried out experimental design, to ensure project goals were met
- Analyzed generated data to determine the effect of test conditions on the final result
- Created scientific posters, application notes, and peer-reviewed journal articles based upon generated data
- Delivered presentations at customer sites, as well as scientific conferences
Application Scientist
BellBrook Labs
01.2008 - 12.2008
- During my time at BellBrook Labs, the company numbered 24 members in total. As an application scientist, a main role that I was tasked with was demonstrating new types of applications which the assay could be used with, and training BellBrook’s customer base how to perform each assay procedure. These tasks led to poster presentations at two separate scientific conferences, publication of multiple application notes, in addition to traveling to customer labs to perform onsite trainings. The combination of these efforts served to introduce the assay technology to training and conference attendees, and increase the company’s customer base.
- Educated myself as to the intricacies of the BellBrook antibody-based fluorescence polarization ADP2 Transcreener Assay
- Managed scientific projects, and performed experimental design to meet the scientific goals of the project
- Generated application note and poster-based scientific collateral
- Trained laboratory personnel to properly optimize and perform the ADP2 Transcreener Assay
- A second major task which was given to my during my time at BellBrook Labs was the generation of an instrument validation program for the Transcreener assay (http://www.bellbrooklabs.com/transcreener_instrument%20validation.html). Competitive assays had similar programs, which were standard in the industry. The creation of a validation program for BellBrook’s assay gain more credibility and visual awareness. The time I spent establishing and carrying out the program served to successfully validate > 10 microplate readers from five separate instrument vendors.
- Determined validation criteria to accentuate the capabilities of Transcreener ADP2 FP Assay
- Performed validation experiments to determine optimal instrument settings on microplate readers sent to BellBrook headquarters, or at the company site
- Generated application notes showing appropriate instrument settings and validation data
- Posted validation program data for external publication on collaborative company websites
Laboratory Coordinator–Biochemical Screening Services
Invitrogen Corporation
04.2006 - 12.2007
- In order to improve the throughput of Invitrogen’s biochemical and cell-based screening assays, it was desired to create automated methods on the group’s Tecan and Beckman Coulter liquid handling platforms. Due to my prior experience writing methods for the Tecan Freedom EVO and Beckman Coulter Biomek 2000 and FX, I was tasked with creating these target methods. The result saved the screening team hundreds of hours, and thousands of dollars per year, by eliminating the need to repeat test samples due to poor assay quality.
- Interacted with R&D scientists to learn the critical needs of each assay procedure, when moving from performing manually to an automated platform
- Carried out each assay procedure manually, to have first hand knowledge of the liquid dynamics for each included component
- Programmed the Tecan and Beckman Coulter software to properly combine each liquid component, move plates as necessary, as well as perform mixing and heated incubation steps
- In my position at Invitrogen, I coordinated the personnel resources within the group that were used to perform each screening assay. Depending on the number of test compounds sent by client companies, screening campaigns required varying team members, and levels of automation. My efforts were able to ensure that customer data was generated on time, and personnel were used efficiently, while still allowing members to perform other duties.
- Determined the project load for the Biochemical Screening Group, and assigned the correct resources to run and analyze screening projects, in order to efficiently accomplish customer project work
- Trained new employees to run Invitrogen’s Z’-Lyte assay in manual, as well as robotic format, and maintain data using the Activity Base software package
- Acted as a liaison to present problems or concerns seen by screening personnel to leadership
Automated Solutions Scientist –Scientific Applications Department
Promega Corporation
07.1995 - 04.2006
- During my time in Promega’s Applications Department, the company felt it needed to expand its scientific presence by demonstrating the ability to use the its luciferase-based biochemical and cellular assays with varied applications being used in the field at the time. As an application scientist, it was my role to lead projects that accomplished this task. These projects were always collaborative, and pulled together companies also looking to highlight their products with Promega’s assay technology. The result led to over 25 poster presentations, application note, and technical bulletin publications.
- Reached out to scientists and product managers from liquid handling, microplate reading, and cell provider companies to enlist their product’s use in collaborative projects
- Learned proper methods to use each product in the lab to generate appropriate data
- Interacted with project team to design experiments, yielding desired project deliverables
- Coordinated team efforts to ensure deadlines were met, allowing for presentation of generated data at desired conferences and arranged scientific meetings
Education
BACHELOR OF ARTS - Biology, Environmental Studies- Individualized Interdisciplinary Major
Luther College
Decorah, IA06.1995
Skills
- Product Management
- Project Management
- Voice of Customer
- Product Development
- Product Launch
- Product Lifecycle Management
- Product Marketing
- Team Building
- Collaboration
- Manufacturing
- R&D
- Cell Culture
- Cellular Imaging
- Microscopy
- Assay Development
- Protein Detection
- Biologics
- Antibody Optimization
- Fluorescence in situ Hybridization
- Business Development
- Liquid Handling
- Microplate Reading
- Product Demonstration
- Fermentation
- Filtration
- Image Analysis
- Oncology
- Immuno-Oncology
- Virology
- Toxicology
- ADME
- Stem Cells
- Primary Cells
- 3D Cell Culture
- Spheroid
- Organoid
- Confocal Imaging
- Widefield Imaging
- Technical Writing
- Public Speaking
- Data-driven decision making
- Business process improvement
- Product roadmapping
- Pricing strategy
- Customer experience design
- Product positioning
- Stakeholder management
- International business
- Intellectual property management
- Cross-functional team leadership
- Critical thinking
- Staff management
- Interpersonal communication
- Digital marketing
- Brand building
- Technical support
- Documentation management
- Research and trend analysis
- Technical acumen
- Business case development
Accomplishments
- Increased the revenue of a $24M product line by 10% YoY, while successfully launching four NPIs over the same period
- Demoed and assisted in the sale of cellular imaging systems, totaling more than $8M in sales over 3 1/2 years
- Successfully managed > 50 collaborative projects, leading to the publication of 56 application notes, 10 peer reviewed journal articles, and being listed as a co-inventor on US patent 10,961,997 B2
Timeline
Global Product Manager, Microplates
Agilent Technologies
02.2023 - Current
Product Manager, Marketing Communications
Agilent Technologies
04.2022 - 02.2023
Field Applications Scientist, South Region
BioTek Instruments, Inc.
10.2018 - 04.2022
Senior Scientist
BioTek Instruments, Inc.
04.2009 - 10.2018
Application Scientist
BellBrook Labs
01.2008 - 12.2008
Laboratory Coordinator–Biochemical Screening Services
Invitrogen Corporation
04.2006 - 12.2007
Automated Solutions Scientist –Scientific Applications Department
Promega Corporation
07.1995 - 04.2006
BACHELOR OF ARTS - Biology, Environmental Studies- Individualized Interdisciplinary Major
Luther College
Zoom Meeting Id
484 752 4696
Patents
US patent 10,961,997 B2: 3D Cell Washer, BioTek Instruments, Inc.