Ellen Venezia

• Developed Sales Pipeline for full EPCMV + Asset Management
• Responsible for company BD Strategy: From Genesis historical data, strong understanding of industry trends and personal vast market knowledge from decades of experience.
• Proposal preparation: Managed individual proposal process for large and small proposals. Contributed to go-no go discussions, win strategy, informed leadership of competitive intel. Wrote sections, as appropriate. Complied all the components of complicated proposals into the final document and submitted it to the client via client software or email.
• Interact with executive leadership on a daily basis to progress business development activities. Well spoken and extroverted. Highly collaborative and team oriented.
• Lead strategic client business development strategy including "middle game" strategy to position our team for a win.
• Manage work with end goal in mind. Schedule driven and organized. Highly creative. Outside the box thinker.
• Created hundreds of presentations for client facing capabilities presentation and proposal presentations.
• Created a central library for standard presentation process.
• Excellent technical writing skills utilized for proposals and client communication.
• Engineering (problem-solving mindset utilized for all business challenges internally and externally.
• Leveraged professional networks and industry knowledge to achieve new and strengthen existing client relationships.
• Exceeded personal revenue goal yearly.
• Lead follow-up: Created a lead follow-up process to manage hundreds of new leads from conferences, industry meetings and other sources.
• Created a company-wide culture of up-Selling & cross-selling
• Created unique tools that simulate BD related Client Relationship Management (CRM) software utilizing various Microsoft products.
• Extensive travel, primarily in the North East US

• Challenging quasi-startup environment in which O'Neal acquired a small boutique process engineering firm so to offer engineering and construction services to the Life Science industry in Mid-Atlantic Region. Strategic thinking and deep industry knowledge proved successful in positioning for high value projects.
• 2020 generated approximately $200M (total owner investment) in opportunities exceeding opportunity targets. Strong pipeline heading into 2021 with approximately $25M-$35M in in owner investment opportunities expected Q1 2021.
• Client targets were large pharmaceutical companies.
• Relationship selling technique utilized for long sales cycles intrinsic to this type of service with focus on repeat business.

General

• Challenging opportunity to sell pharmaceutical water generation equipment under lesser known name in Life Sciences. Strong competition.
• Developed effective selling strategy from decades in Life Sciences by utilizing existing network, expanding corporate relationships, open new relationships.
• Built credibility and trust to influence client's buying decisions.
• Achieved top performer in Life Sciences exceeding expectations by winning $900K of business in Q1 2018 (within 3 months of hiring). $13M in proposal in less than one year; $8M in various stages of closing in Q4; $30M+ pipeline.
• Suggested solutions and innovative ideas to meet client needs.

General

• Selling for established Life Sciences consultant with clients in Life Science manufacturing. Service offering included quality, regulatory affairs, operational excellence (OpEx), etc.
• Widened base of pipeline by forging new strategic relationships with potential clients to find new opportunities. Expanded our business within existing clients.
• Drove success with an enhanced company strategy to add small-scale (start-up) pharma/biopharma companies after a long history of exclusively targeting large pharma clients. Market share increased with addition of small/start-up companies.

General:

• Transitioned from technical process engineer to full-time Business Development professional with a well known reputable engineering company in Life Sciences, Biokinetics. Acquisitions during this period included Foster Wheeler and Amec.
• Responsible for connecting with Life Sciences manufacturing facility clients to grow the engineering, procurement, construction management and validation (EPCMV) business.
• Widened the base of our pipeline by forging new strategic relationships with potential clients to find new opportunities and grow our revenue stream.