Dan Hathorn
Virginia Beach,VA
Summary
Results-driven Business Development Manager with a proven track record in driving business growth and forging strategic partnerships. Skilled at identifying market opportunities and implementing innovative strategies. Demonstrated leadership and negotiation skills consistently result in successful business expansion. Specialize in finding targeted customers, developing requirements around innovative products, securing government contracts, carving out market share in new spaces, and advancing healthcare and defense initiatives. Drive transformative growth through maximizing efficiencies, bridging the gap between business and technology, and propelling advancement from within. Possess an extensive U.S. Navy background and a wide network of military connections, including the Department of Defense (DoD). Collaborative and trusted leader who partners with C-suite executive leadership teams to strategize, plan, and drive business initiatives. Committed to gaining a deep comprehension of personality types to understand the 'why' behind the goal. Highly adept at communicating complex ideas in simplified, relatable, and marketable concepts while enhancing client relations.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Director of Business Development & Commercialization
Tympanogen
01.2021 - Current
- Company Overview: Medical technology company that develops Ear, Nose, and Throat (ENT) devices and wound-healing therapies
- Lead all aspects of creating foundational elements for growth, raising capital, developing go-to-market strategies, leading commercialization efforts, and buildling distributor network and foundational elements
- Manage investor relations and diligence
- Develop and execute plans to maximize efficiency and cost savings
- Merge and integrate technologies into existing operational strategies to increase end user engagement
- Research prospective accounts, identify companies' services and market presence, and generate plans to penetrate accounts
- Attract clients through collaborative development of market strategies
- Oversee 5 scientists and report to CEO - Elaine Horn-Ranney, Ph.D
- Currently establishing company's foundational elements to gain FDA approval in November 2024
- $8K+ in annual cost savings achieved by moving packaging system in-house through purchase of internal sealing machine
- Enhanced product accessibility through partnership with engineering team in creating training eardrum to allow hands-on interaction with company's novel gel system that replaces traditional tympanoplasty with clinic-based procedure
- Led creation of 1-pager for distribution at tradeshows, as well as branded box for product distribution
- Medical technology company that develops Ear, Nose, and Throat (ENT) devices and wound-healing therapies
- Conducted comprehensive market research studies to identify untapped opportunities for growth within the industry landscape.
- Optimized lead generation efforts by implementing CRM tools and refining prospecting techniques.
- Analyzed market trends and competitor data, informing strategic decision-making processes for business growth opportunities.
- Developed customized solutions tailored specifically to individual client needs, leading to an increase in repeat business engagements.
- Increased client base by developing and implementing effective business development strategies.
Senior Consultant
Congressionally Directed Medical Research Programs (CDMRP)
01.2016 - Current
- Company Overview: Global biomedical research funding organization that manages cancer research, military medical research, and other disease and injury specific research programs
- Serve as consumer reviewer for regenerative medicine and biomedical research projects seeking CDMRP grant funding
- Provide end user expertise alongside panel of doctors to assess all aspects of application, from submission to efficacy of study design and product itself
- Function as subject matter expert bridge between industry, DoD, and academia professionals, delivering guidance on product features and efficacy as it relates to usage within government military units
- Directly involved in delivery of 15 grants totaling $20M through panel review of submitted project proposals
- Global biomedical research funding organization that manages cancer research, military medical research, and other disease and injury specific research programs
- Delivered high-quality solutions for clients through comprehensive research and analysis of industry trends.
- Assessed needs for projects and made proposals to senior executives.
- Streamlined project management processes, improving efficiency and reducing overall costs.
Senior Business Development Specialist
L3Harris Technologies
01.2021 - 01.2023
- Company Overview: American technology company, defense contractor, and information technology services provider
- Recruited by CEO to leverage Special Ops, Seal Team, and Green Beret military relationships to drive future innovation initiatives for integrated vision solutions division
- Functioned as tech scout for clandestine DoD program entities
- Promoted collaboration between engineering, product development, and R&D divisions to enhance product portfolio outcomes and apply that solution in company win and capture strategies
- Division was divested in 2022 to focus on space health
- Within 4 months, served as organization's single point of contact with DoD that filled funnel for future endeavors
- $385M in sales earned in 2022 through sourcing, capture, refinement, and management of product placement initiatives
- American technology company, defense contractor, and information technology services provider
- Strengthened company''s market presence by attending industry events, networking with potential clients, and promoting the brand.
- Enhanced customer relationships through regular communication and tailored solutions for their specific needs.
- Conducted presentations and product demonstrations to showcase unique selling points of company offerings, persuading potential clients to invest.
- Launched targeted marketing campaigns that successfully positioned the company as an industry leader in its niche sector.
Business Development Manager - Medical
ADS, Inc.
01.2019 - 01.2021
- Company Overview: Provides military equipment, army procurement, logistics, and supply chain solutions for federal agencies and protective services
- Built team responsible for selling medical-related products to federal government
- Developed strategic partner relationships for joint pursuit of specific distribution and sales engagements
- Facilitated large cross-functional projects across the company
- Directed business development efforts to identify, qualify, develop, propose, and negotiate opportunities
- Monitored emerging trends and delivered useful analyses for marketing department staff
- Promoted branding initiatives in alignment with organizational goals
- Boosted U.S
- Army medical sales initiatives from $275K to $2.39M over 12 months
- Sold $1.5M within the 1st year by leveraging trusted industry relationships and aligning with customers' short- and long-term business objectives
- Directly managed 50+ accounts or opportunities simultaneously
- Provides military equipment, army procurement, logistics, and supply chain solutions for federal agencies and protective services
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Negotiated and closed long-term agreements with new clients and distributors in assigned territory.
Business Development Director
Embody, Inc.
01.2017 - 01.2019
- Company Overview: Orthopedic medical device startup focused on developing next-generation implantable products
- Hired as organization's 5th employee
- Played key role in early stages of company development, including box work, certifications, prototypes, and website
- Developed network of early adopter providers and assisted with raising capital funds for faster go-to-market strategy
- Worked with 3 Vice Presidents of Sales, hybrid internal/external sales team, and third-party distributors
- Spearheaded procurement of $15-20M in non-dilutive government funding
- Built foundational elements for sales and commercialization 3 years ahead of regulatory pathway completion
- Company sold for $275M to Zimmer Biomet at 95X revenue
- Orthopedic medical device startup focused on developing next-generation implantable products
- Initiated cross-functional collaborations with multiple departments, improving communication and project outcomes.
- Increased client base by implementing strategic business development initiatives and fostering long-lasting partnerships.
- Streamlined internal processes for improved efficiency, resulting in increased productivity across the team.
- Led successful trade show exhibitions that resulted in significant lead generation and networking opportunities within the industry.
Manager - Sports Programs
Semper Fi & America's Fund
01.2013 - 01.2016
- Company Overview: Nonprofit that provides variety of programs to assist wounded veterans in all branches of U.S
- Armed Forces
- Developed sports programs for returning military who were wounded, ill, or injured
- Developed and administered camps to prepare individuals for races and other competitive sports events, such as the Paralympics
- Nonprofit that provides variety of programs to assist wounded veterans in all branches of U.S
- Armed Forces
Education
Bachelor of Science - with Distinction
Norwich University
Skills
- Commercialization Strategy
- New Business Development
- Operational Planning
- Business Process Improvement
- Sales, Marketing, & Branding
- Go-to-Market Strategy
- Government Contracting
- Strategic Planning & Tactical Execution
- Team Development & Management
- Vendor management
- Key account management
- Sales training and leadership
- Channel development
- Corporate communications
- CRM platforms
- Pipeline development
Certification
- Certificate - Leadership Development Program, 01/01/18
- Certificate of Completion - Business/Corporate Communications, 01/01/17
Militaryexperience
U.S. Navy, Special Operations, Retired due to sustained injuries
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Director of Business Development & Commercialization
Tympanogen
01.2021 - Current
Senior Business Development Specialist
L3Harris Technologies
01.2021 - 01.2023
Business Development Manager - Medical
ADS, Inc.
01.2019 - 01.2021
Business Development Director
Embody, Inc.
01.2017 - 01.2019
Senior Consultant
Congressionally Directed Medical Research Programs (CDMRP)
01.2016 - Current
Manager - Sports Programs
Semper Fi & America's Fund
01.2013 - 01.2016
Bachelor of Science - with Distinction
Norwich University
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