Years of CDMO experience
Heather Sugrue
Walnut Creek,CA
Summary
Accomplished and strategic business executive with a track record of leading, building, and coaching teams to exceed objectives, while improving operational efficiencies that align with the organizational mission. Proven and proactive Contract Development and Manufacturing Organization (CDMO) industry leader with international and multi-culture experience known for building cross-department partnerships, advocating open communication, and developing a united approach to ensure business growth. Committed leader who drives individual and team accountability, with a focus on building a culture of loyalty and inclusion.
Overview
16
16
Work History
Strategic Advisory Board Member
SCORR Marketing
01.2020 - Current
- Bring current knowledge, critical thinking, and analysis of CDMO industry
- Assist with developing and implementing strategies to achieve goals and leverage experience
- Provide updates and insights on industry to help best support their clients.
VP of BD, Cell & Gene Therapy, NA/Korea
Matica Biotechnology, CDMO
08.2023 - 05.2024
- Increased number of Actionable Functional Leads 4x resulting in 50% increase in RFP engagements
- Enhanced company profitability by implementing strategic business plans and optimizing operational processes.
- Replaced pipeline consisting of 80% stale deals with 100% viable, executable opportunities aligned with internal capabilities; pipeline growth of >10% followed month over month
- Redirected company marketing focus to align with internal capabilities; created elevator-pitch language to assist in BD client communication
- Established communication bridge between BD and operations, and internal cross-departmental partnerships resulting in increased new client potential
- Developed and implemented SOP for opportunity and prospect management utilizing Zoho and Zymewire delivering a 25% increase in pipeline
- Trained senior leadership and all departments to ensure alignment and overall understanding of BD efforts
- Established and implemented SOP for RFP to Proposal process resulting in decrease in turn-around-time, more standardized and higher quality proposal, and a heightened alignment between BD and operations
- Hired and supervised consultant to create cost workbook for service offerings establishing tracking device for cost, gross margin, client price-points, and revenue tracking
- Filled two open BD roles one-month post-hire; created and hired Technical Evaluation Specialist position to standardize client proposals.
Head of BD, Cell & Gene Therapy, NA
Catalent, CDMO
12.2022 - 07.2023
- Managed, coached, led, and mentored BD team for NA supporting the newly established Cell & Gene Therapy business unit; established team approach focused on internal relationships, sharing of strengths, and supporting the overall business
- Developed process around opportunity and prospect management utilizing SFDC for Global BD team; drove rigor to provide appropriate visibility to sites on high potential opportunities
- Assisted in creating a standardized white-glove-client-visit procedure to drive high-quality experience and consistency across all facilities
- Partnered with marketing to build value propositions and defined differentiators to create consistent and uniform language when representing the CGT business.
VP BD Discovery, NA/India
Syngene International, CRDMO
12.2021 - 12.2022
- Worked across company departments to drive common goal approaches, build awareness around BD activity, and assist in establishing scalable systems and processes for growth
- Managed, coached, led, and enhanced BD team for NA supporting Discovery business across 4 operating units
- Implemented new process improvements in the utilization of SFDC for the management of opportunities, clients, and data reporting data
- Participated in and supported company initiatives in culture improvement, sales-to-revenue forecasting, and RFP-to-invoice experience
- Partnered with marketing to build company awareness, create opportunities, and develop new client interactions.
VP Sales and Marketing, Global
Societal (previously Recro), CDMO, oral solids
01.2018 - 01.2021
- Utilized strong industry reputation, relationships, and network to successfully build highly skilled, professional Business Development Executive team from 2 to 6 covering all areas of NA within first 18 months
- Created sales process, client profile focus, and new prospecting tools/activities increasing win rate by 10%
- Increased new development clients from 0 to 11 resulting in growth in development sales - $1M (100%) in FY18, $6M (500%) in FY19, and $10M (67%) through July FY20
- Assisted in companies first new commercial client win in February of FY20
- Designed and established road map on how to organize, define, implement and manage a successful CDMO
- Developed companywide Lunch & Learn series to align on common goals and build interdepartmental connections highlighting the importance of Sales and Operations relations
- Recognized and drove business model focused on development to commercial concept through collaboration with executive leadership leading to buildout of newly dedicated development facility
- Designed and implemented complete RFP to proposal process through cross-department collaboration and driving internal activity and dialogue
- Developed, implemented, and supported client onboarding process of new projects from kick-off to execution
- Increased brand recognition and lead generation through partnership with external marketing organization
- Participated in investor presentations alongside CEO, CFO, and GM of Recro.
Sr Director Business Development, West NA
Patheon Pharmaceutical Inc., CDMO
01.2012 - 01.2018
- Successfully built BDE team of 7 professionals supporting 25 global sites representing 4 business units
- Effectively guided western region through sales target growth from $17M to $110M which included 7 acquisitions and two company merges with consistent year-over-year growth in total business
- Inaugural winner of the 2015 Presidents Club Director Award ending 141% to plan
- Created team culture that drives success and personal growth through integrity, leadership, positive coaching, support, and motivation
- Key player in corporate initiatives delivering process improvements and service offering buildouts.
Sr Director & Regional Manager BD, West NA
Ricera (previously MDS Pharma Services), CRO
01.2008 - 01.2012
- Cultivated new business with startup Biotech's and grew strategic accounts while managing $25M business
- Completed first 6 months as Regional Manager at 128% to plan and exceeded sales goal for first full fiscal year
- Spearheaded Salesforce.com proposal generation process for global Business Development team
- Led ongoing SFDC training and process improvements
- Secured largest Pharmacology sale in the firm's history with key San Francisco account
- Received 2008 Pinnacle Club award for outstanding achievement in global Pharmacology division.
Education
Master of Science in Chemistry -
BOSTON UNIVERSITY
Boston, MABachelor of Science in Chemistry -
ITHACA COLLEGE
Ithaca, NYSkills
- Team building and integration
- Program creation/implementation
- Employee development
- Coaching and motivating
- Accountability
- Interpersonal relations
- Strategic Thinking
- Leadership experience
- Customer Relations
- Diversity and Inclusion
- Extended network of industry-leading CGT professionals
Priorexperience
Built business within small biotech and large pharmaceutical companies including Fisher Scientific, focused on a broad product offering catering to all potential laboratory needs, and Invitrogen Corporation, dedicated to Molecular and Cell Biology tools. Exceeded plan goals most years; recognition awards include:
- 1 Account Manager
- Two President Awards
- Two Sales Achievement Awards
- Rookie of the Year
- ChemStar award.
Timeline
VP of BD, Cell & Gene Therapy, NA/Korea
Matica Biotechnology, CDMO
08.2023 - 05.2024
Head of BD, Cell & Gene Therapy, NA
Catalent, CDMO
12.2022 - 07.2023
VP BD Discovery, NA/India
Syngene International, CRDMO
12.2021 - 12.2022
Strategic Advisory Board Member
SCORR Marketing
01.2020 - Current
VP Sales and Marketing, Global
Societal (previously Recro), CDMO, oral solids
01.2018 - 01.2021
Sr Director Business Development, West NA
Patheon Pharmaceutical Inc., CDMO
01.2012 - 01.2018
Sr Director & Regional Manager BD, West NA
Ricera (previously MDS Pharma Services), CRO
01.2008 - 01.2012
Master of Science in Chemistry -
BOSTON UNIVERSITY
Bachelor of Science in Chemistry -
ITHACA COLLEGE
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