KEVIN BEZNER
Rocklin,CA
Summary
Strategic leader with over 25 years of experience in biotechnology and pharmaceuticals, generating more than $1 billion in enterprise value. Expertise in guiding diverse sales teams to achieve 14 consecutive years of double-digit growth while enhancing organizational performance. Demonstrated success in establishing enterprise partnerships and implementing effective sales strategies.
Overview
25
25
years of professional experience
Work History
Sr. Director of Sales, Product Specialist & Key Account Teams
THERMO FISHER SCIENTIFIC
02.2008 - 02.2026
- Led 9 Senior Sales Managers and 50+ Product Specialists, achieving competitive conversions and establishing technical sales excellence
- Designed and launched a national Key Account organization (5 FTE) to deepen strategic partnerships with top-tier Pharma and Biotech customers
- Executed SG&A optimization and organizational change initiatives, enhancing talent retention while maintaining cost discipline
- Collaborated with Marketing, Operations, Finance, and Executive Leadership to align strategy with execution across functions
- Top Director Award recipient (2019, 2023)
Sr. Director of Sales, West & Canada – Lab Products Division
THERMO FISHER SCIENTIFIC
01.2019 - 05.2024
- Delivered 14 consecutive years of double-digit growth, outperforming market growth by 2x+
- Surpassed annual plans with results: 2019: 104% of AOP, 2020: 105% of AOP, 2021: 51% YoY growth / 98.5% AOP amid volatile market conditions.
- Owned leadership of ~$500M Annual Operating Plan (AOP), driving strategic initiatives and resource allocation.
- Directed 6 Regional Managers and 50+ Sales Representatives across the Western U.S. and Canada
- Developed leadership pipeline through targeted coaching, performance evaluation, and succession planning.
Director → Sr. Director, Biotechnology & Pharmaceutical Markets
THERMO FISHER SCIENTIFIC
01.2008 - 01.2019
- Oversaw $1B+ in cumulative enterprise deal value, managing global contracts and strategic relationships. Closed and implemented dozens of deals including Biocom of California, Gilead, Amgen
- Achieved 11 consecutive years of double-digit sales growth in mature and flat markets through targeted strategies and initiatives
- Led cross-functional commercial strategy across Sales, Legal, Marketing, Finance, Supply Chain, and Executive Leadership
- Developed post-award governance models and execution frameworks to drive long-term account expansion strategies
- Led and coordinated efforts of 50+ professionals across multiple geographies and functions to align objectives and enhance project outcomes
Hospital Sales Manager – Oncology
AMGEN
02.2003 - 02.2008
- Managed $30M+ territory, tripled revenue and captured 50%+ market share in under two years
- Developed sales strategies to enhance product visibility in competitive markets.
- Collaborated with cross-functional teams to align on project objectives and timelines.
- Trained and mentored junior sales team members on best practices and techniques.
- Trained new employees, developed onboarding processes to enhance performance.
Business Development & Commercial Strategy
INDEPENDENT CONSULTANT
- Advised biotech and med-tech firms on licensing agreements, launch strategies, and commercial planning to optimize market entry
- Supported launch strategy for pulmonary drug delivery system and digital health education platform to enhance user engagement
Manager, Licensing & Business Development Finance
JOHNSON & JOHNSON – ORTHO BIOTECH
- Generated $80–90M in incremental net sales through execution of key licensing agreements
- Managed biotech licensing agreement and modeled acquisition opportunities to identify strategic growth options
- Recipient of J&J Leadership Award for Innovation and Complexity Mastery
Institutional Product Specialist & Hospital Sales Manager
JOHNSON & JOHNSON – ORTHO BIOTECH
- Led team of 9 institutional product specialists to drive oncology product sales in tier 1 teaching hospitals.
Education
MBA - International Business & Finance
St. Mary’s College Graduate School of Business
Moraga, CAB.S. - Finance, Magna Cum Laude
California State University, Fresno
Skills
- Key account management
- Sales forecasting
- Contract negotiation
- Cross-functional collaboration
- Succession planning
- Change management
- Talent development
- Problem solving
- Coaching and mentoring
- Revenue growth
- Sales funnel management
- Sales leadership and training
- Profitability optimization
- Sales team motivation
- Distributor Relationships
Executive Impact
- Progressive leadership at Senior Director and VP-equivalent scope, leading national and regional sales organizations
- AOP accountability for $500M+ annual revenue, forecasting, pipeline management, and execution
- Led, developed, and scaled 50–100+ sellers and people leaders across regions and specialties
- Built and expanded enterprise and Key Account sales models with top-tier Pharma and Biotech customers
- Owned sales operating rhythm including QBRs, talent planning, performance management, and succession planning
- Strategic cross-functional partner to Marketing, Finance, Operations, Legal, and Executive Leadership
- Account Director that Negotiated, governed, over $1B+ in enterprise contracts and strategic agreements
- Led SG&A optimization, organizational redesign, and change management initiatives while protecting field engagement and retention
Timeline
Sr. Director of Sales, West & Canada – Lab Products Division
THERMO FISHER SCIENTIFIC
01.2019 - 05.2024
Sr. Director of Sales, Product Specialist & Key Account Teams
THERMO FISHER SCIENTIFIC
02.2008 - 02.2026
Director → Sr. Director, Biotechnology & Pharmaceutical Markets
THERMO FISHER SCIENTIFIC
01.2008 - 01.2019
Hospital Sales Manager – Oncology
AMGEN
02.2003 - 02.2008
Business Development & Commercial Strategy
INDEPENDENT CONSULTANT
Manager, Licensing & Business Development Finance
JOHNSON & JOHNSON – ORTHO BIOTECH
Institutional Product Specialist & Hospital Sales Manager
JOHNSON & JOHNSON – ORTHO BIOTECH
MBA - International Business & Finance
St. Mary’s College Graduate School of Business
B.S. - Finance, Magna Cum Laude
California State University, Fresno