James Klingelhoefer
CRO/CDMO Commercial Leader
Yardley,PA
Summary
Passionate Sales Leader with over 18 years of experience in Clinical Development and Commercial Pharmaceutical Market. Customer-Centric focus with subject matter expertise in Pharmaceutical Supply Chains, CDMO, and CRO areas of the industry. Dynamic communication skills to collaborate cross functionally to ensure the success of our customers with over 10 years in Sales Management Experience.
Overview
20
20
years of professional experience
6
6
years of post-secondary education
Work History
Executive Director, Strategic Partnerships
Quotient Sciences
02.2024 - Current
- Responsible to lead and manage the relationship for three of our top customers.
- Accountable for top line growth for each customer which includes revenue retention and expansion to additional service lines.
- Responsible to promote all service lines (clinical and drug product services) to each customer.
- Work closely with our cross functional teams to ensure customer satisfaction and to create upsell opportunities.
Executive Director, Business Development
Quotient Sciences
02.2022 - 02.2024
- Frontline Sales Management position with responsibility for 7 direct reports (over $80m in revenue retention/generation responsibility).
- Team included 5 outside sales executives and 2 inside salespeople.
- Managed a couple of customer accounts who were in commercial stage of development.
- Managed a territory while one of direct reports was on parental leave for 4 months.
- Onboarded 2 new outside sales executives. Created onboarding playbook for commercial team.
- Co-created "Business Development Manager" role for top of funnel prospection. Onboarded 2 new Business Development Managers and created Business Development Manager Playbook.
Director of Sales, Americas
Peli BioThermal
12.2018 - 01.2022
- Responsible for Revenue Retention and Generation for the U.S. as well as distribution partners in Canada and Latin America
- Lead team of 5 Outside Field Sales Executives, 2 Inside Account Managers, and 2 Customer Support Representatives
- Set the Sales Strategy, Infrastructure, Compensation Plan, and Key Performance Metrics for Sales Organization
- 2019: +17% favorable to top line revenue budget (+65% YoY)
- 2020: +39% favorable to top line revenue budget (+42% YoY)
- 2021: Projected +33% favorable to top line revenue budget (32% YoY)
North America, Sales Director
World Courier Inc
07.2017 - 11.2018
- Responsible for revenue retention and generation for all of North America.
- My sales organization includes approximately 29 people. The sales organization consists of: outside sales, inside sales, clinical operations, and sales operations, which are under my responsibility.
- Set the sales strategy, structure, metrics, and plan for our North American sales team.
- In 2017, my team achieved over 5% year over year revenue growth (on double digit growth from 2016), and in 2018, we will achieve over 12% revenue growth.
Regional Sales Director, West Coast
World Courier Inc
05.2015 - 07.2017
- Sales Director responsible for revenue quota attainment for our West Coast sales team.
- Lead and managed a team of 5 outside field sales executives stretching from Chicago to California.
- Hired and on-boarded, two (external hire) business development executives to our team
- Trained and mentored two inside sales representatives into outside field sales executive roles.
- My team achieved 8.6% year over year revenue growth in 2016.
Business Development Manager
World Courier Inc
06.2010 - 05.2015
- Field sales executive with responsibility of a territory for customers based in New Jersey, and then later, I took on the challenge to move to San Francisco and managed a territory in the bay area.
- Grew existing customer base (territory size: approximately 300 customers in each territory), and also prospected for new business (cold calling, cold emailing, etc).
- Drove 20% year over year growth for our New Jersey territory. I drove 15% year over year growth for our Northern California territory.
- In 2015, I received the first World Courier "Vision Award" for team member who embodies the spirit and values of the AmerisourceBergen mission.
Customer Service Representative, Lead Agent, and Supervisor
World Courier Inc
06.2006 - 06.2010
- Responsible for being part of our first line team receiving and process shipment orders for our customers.
- Responsibility as customer service representative included: routing of shipments, cold chain planning and execution, customs and regulatory requirement determination, and guiding customer through their most important shipments.
- I was the first person at World Courier to enter in the role of Overnight International Logistics Supervisor (we did not have any previous management presence during the overnight).
- Lead and managed a staff of 7 Customer Service Supervisors on our international team. I held this role for 2.5 years before transitioning to business development.
Service Manager
FedEx Ground
07.2005 - 07.2006
- Lead and managed a team of 19 package handlers for the timely unload of inbound trailers containing small parcel packages.
- Adapted to seasonal workflow (holiday season) which meant planning resource allocation, and effectively training new staff members within short periods of time. The number of packages inbound nightly to our facility varied between 10,000 to over 20,000 boxes during the holiday season.
- With positive and competitive spirit, held team accountable for daily sort results, and I was evaluated based on throughput achieved by team as well as the number of work hours logged by each employee.
Education
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Florida Institute of Technology
09.2007 - 09.2009
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Farmingdale State University
01.2001 - 05.2005
Skills
CDMO (formulation development, drug product manufacturing)
CRO (early phase healthy volunteer clinical trials)
MSA Negotiation and Contracting
Pharma Supply Chain Expertise
Salesforce and Salesforce Lightning
Public Speaking- I have spoken at over a dozen industry conferences
FAA Licensed Commercial Pilot
Regulatory requirements for Importation/Exportation of Pharmaceuticals
MS Office (Word, Excel, Powerpoint)
IATA Dangerous Goods
Sales Leadership Acumen (Leading, Coaching, Systemizing Sales Excellence)
Interests
Timeline
Executive Director, Strategic Partnerships
Quotient Sciences
02.2024 - Current
Executive Director, Business Development
Quotient Sciences
02.2022 - 02.2024
Director of Sales, Americas
Peli BioThermal
12.2018 - 01.2022
North America, Sales Director
World Courier Inc
07.2017 - 11.2018
Regional Sales Director, West Coast
World Courier Inc
05.2015 - 07.2017
Business Development Manager
World Courier Inc
06.2010 - 05.2015
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Florida Institute of Technology
09.2007 - 09.2009
Customer Service Representative, Lead Agent, and Supervisor
World Courier Inc
06.2006 - 06.2010
Service Manager
FedEx Ground
07.2005 - 07.2006
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Farmingdale State University
01.2001 - 05.2005
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