Summary
Overview
Work History
Education
Skills
Laboratory Experience
Affiliations
Accomplishments
Timeline
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Kristin Lamb

Sag Harbor,NY

Summary

Experienced sales professional with a successful history of driving sales and building client relationships. Proficient in identifying customer needs, providing tailored solutions, and closing deals effectively. Skilled in communication, contract negotiations, sales analysis, and problem-solving. Strong team player with a proactive approach and a dedication to achieving goals. Additional strengths include thinking outside the box, and connecting various teams to facilitate in collaboration in driving increase business.

Overview

25
25
years of professional experience

Work History

Corporate Account Manager Northeast

BioMerieux
Sag Harbor, NY
11.2016 - Current
  • Managed corporate accounts in the Northeast Region, achieving microbiology, molecular, immunoassay, and IT solutions sales goals, overseeing a $50M plus territory.
  • Manage and executive multiple IDN Corporate Agreements with a collective value over $200M
  • Responsible for the negotiation and execution of Integrated Delivery Network (IDN) system contracting, working with key customer decision-makers.
  • Consistently exceed sales goals of over 100% in all focus areas.
  • Collaborated with cross-functional teams to drive business initiatives and develop strategic relationships with key business and clinical champions.
  • Increased sales by establishing partnerships with major IDNs and enhancing product adoption across health systems.
  • Maintain the required internal network with Marketing, Sales Operations, Sales Contracts, Customer Service, Legal, Finance, Marketing, and Sales Leadership to facilitate coordinating contract generation, process efficiency, and quality outputs in doing business with the customer.
  • Participate in internal focus groups, and workstreams for planning and launching new products, sales campaigns, and internal processes.
  • Deliver effective Sales Call Management, Opportunity Management, Pipeline Management, and Forecast Accuracy.
  • Perform all work in compliance with company policy and within the guidelines of the bioMerieux Quality System.
  • 2022 President's Club Award
  • 2022 Chairman's Circle Award
  • 2024 President's Club Award
  • 2024 Chairman's Circle Award

Strategic Business Executive Acute Care Group

Alere North America
New York, USA
01.2014 - 10.2016
  • Strategic Business Executive for Alere Acute Care Solutions Group, New England Region - Responsible for the achievement of cardiometabolic, infectious disease, and OneAlere regional sales goals by establishing relationships with key accounts, IDNs, and other strategic business partners within the region.
  • Support five sales territories in the Northeast geography, working with Account Executives (AEs) to strategically position focus products while leveraging the entire Alere portfolio.
  • Assist the Regional Sales Director (RSD) in managing the New England region, supporting the region's AE goals, managing various personalities and sales styles, while driving the company’s initiatives.
  • Ongoing development of the regional team members’ (Account Executive, Technical Consultant, and Clinical Consultant) competencies in strategic value-based selling, product/clinical knowledge, and enterprise protocols and pathways.
  • Work with the AEs to help develop and accelerate the sales process of company product-focused opportunities.
  • Develop key relationships outside of conventional call points, focusing on Clinical Champion development and the Diamond Committee’s membership.
  • Regularly provide feedback to RSD on team development and areas for improvement.
  • Participate in coaching team members and provide product feedback for continuous development.
  • Maintain existing relationships with key customers, while continuously developing new contacts to maintain the core business unit, while expanding new opportunities.
  • Participate in the Training, Marketing, and Product Management committees to provide ideas and feedback from the sales team's perspective.
  • 2015 Champions Club Award

Account Executive Acute Care Solutions Group

Alere North America
New York, NY
12.2012 - 01.2014
  • Account Executive for Alere: Maintain existing Critical Care Group (CCG) and Clinical Products Group (CPG) business in the New York City (NYC)/New Jersey (NJ) territory while identifying new sales opportunities in the major metropolitan area, selling the ACSG diagnostic portfolio.
  • Manage a $5.0 million-plus territory, including prestigious NYC/NJ hospitals, calling on various laboratory disciplines, critical care areas, and administrators, including purchasing, IT, financial, and legal departments, as they pertain to the ACSG product portfolio.
  • Develop account-specific strategies to drive new sales and protect base business in a highly competitive diagnostic market, consistently meeting established sales growth and capital goals.
  • Support large Integrated Delivery Networks (IDNs) and hospital systems, balancing the delicate nature of driving point of care (POC) versus lab business.
  • Develop important relationships with laboratories, clinicians, and administration in high-profile accounts, proactively communicating significant issues and information with respect to product availability, customer orders, new product launches, and contract status.
  • Maintain established relationships with distribution partners to increase utilization of the Alere portfolio and drive new business.
  • Established a business partnership with Alere Informatics (AI) to drive new AI business, contributing to $228K worth of new RALS business.
  • Actively provide development strategies for team members, including Support Consultants.
  • Coordinate all processes for new instrument/assay installs by acting as a liaison among Labs, Clinical Departments, and Alere North America operating divisions.
  • Implement, train, and support Alere customers in all facets of the ACSG product portfolio to accelerate new revenue.
  • Completion of the 2013-14 SHINE Management Program.

Account Executive Critical Care Group (CCG)

Alere North America
New York, NY
12.2009 - 01.2013
  • Account Executive for CCG: Maintain existing business in the New York City/NJ territory while uncovering new sales opportunities in the major metropolitan area, selling Triage and Epoc diagnostic portfolios.
  • Manage a $4.0 million-plus territory, including prestigious NYC/NJ hospitals and reference labs.
  • Develop account-specific strategies to advance POC/Lab sales and protect base business in a highly competitive diagnostic market, consistently driving results to achieve growth goals.
  • Provide scientific and technical product information for Alere Triage/Epoc instrumentation/assays through technical presentations, demos, and scientific publications.
  • Develop important relationships with laboratories in high-profile accounts, proactively communicating significant issues and information with respect to product availability, customer orders, and contract status.
  • Provide technical support to Alere customers: perform validation and method comparison studies; provide hands-on troubleshooting and presentation of scientific data.
  • Mentor new hires by sharing account management strategies and providing technical information.
  • Coordinate all processes for new instrument/assay installs by acting as a liaison among Labs, Critical Care Areas, and Alere North America’s operating divisions.
  • 2011 Champions Club Award

Account Executive

Abbott Laboratories
New York, USA
09.2006 - 12.2009
  • Account Executive for Abbott Diagnostic Division (ADD) - Maintain existing business in New York City Territory while uncovering new sales opportunities in major metropolitan area selling ADD diagnostic portfolio
  • Manage a $3.5 million plus territory including prestigious NYC Hospitals & Reference Labs calling on Lab Directors, Pathologists, Lab personnel, and Administrators including purchasing, financial & legal departments
  • Develop account specific strategies to advance sales and protect base business in highly competitive diagnostic market consistently performing over 100% goal
  • Provide scientific & technical product information for Abbott Instrumentation/Assays in Immunoassay, Clinical Chemistry, & Hematology through technical presentations, demos and scientific publications
  • Develop important relationships with Laboratories in high profile accounts proactively communicating significant issues & information with respect to product availability, customer orders, & contract status
  • Provide technical support to ADD customers: perform validation & method comparison studies; provide hands on troubleshooting & presentation of scientific publications
  • Mentor new hires sharing account management strategies & providing technical information
  • Coordinate all processes for new instrument/assay installs by acting as liaison between Labs and Abbott Laboratory operating divisions

Microbiology & Immunology Laboratory Manager/Technician

Albert Einstein College of Medicine
Bronx, USA
09.2000 - 09.2006
  • Manage Virology Core facility for the Center for AIDS Research (CFAR), which provides technology and services that support and initiate HIV-1/AIDS research projects among Clinical Core Investigators at Einstein College and Montefiore
  • Guide CFAR clinical professions in the design of the technical aspects of their protocols to ensure that most relevant assays are applied to their research studies in order to obtain the desired result output
  • Receive CFAR clinical patient samples from various studies and perform relevant Virology/Flow Cytometry Core services: viral load of HIV/HCV-infected patients by RNA quantification, quantitate HIV-1 infectivity of patient cells or plasma, detection and quantification of HIV-specific RNA and DNA by PCR amplification, measurement of HIV-specific antibodies by ELISA or Western Blot, determination of CD4/CD8 absolute counts and ratios
  • Coordinate research team in developing models to investigate the immunopathogenesis of HIV-1 and HIV-related diseases implementing current cellular/molecular biology procedures
  • Provide comparative analysis of available diagnostic testing procedures, technical specifications, & cost
  • Train CFAR members and technicians using diagnostic testing, BSL3 facility, invasive animal procedures, and molecular/cellular biology techniques
  • Maintain and troubleshoot laboratory equipment/instrumentation, interact with biotechnology venders negotiating pricing/ordering supplies, and implement laboratory safety regulations

Education

Bachelor of Science - Psychobiology

Binghamton University (SUNY)
Binghamton, NY
05-2000

Skills

  • Contract negotiation
  • Cross-functional collaboration
  • Account management
  • Customer relationship management
  • Strategic planning
  • Sales negotiations
  • Business strategies
  • Problem-solving aptitude
  • Analytical thinking

Laboratory Experience

  • Performance Verification (PV) Studies/Training experience in Alere Triage, Epoc, C Diff, Shiga Toxin, Strep Pneumonia, Legionella, HIV DC, HCG, PBP2a, Malaria, Flu, RSV
  • Hands on experience running Radiometer, Nova and ISTAT during PV studies.
  • Perform Rodent Surgery: Implantation of human fetal tissue under the kidney capsule of Severe Combined Immunodeficient mice (Hu-Thy/Liv SCID) and invasive biopsies.
  • Extensive animal research working with murine models: maintain and screen transgenic mouse lines, injections, occular bleeds, euthanasia, and tissue harvesting.
  • Extensive cell culture experience with primary murine/human cells and cell lines.
  • NEN HIV-1 p24 Assay, Roche Amplicor HIV-1 Monitor Test, and Ortho HCV Antibody Test.
  • Extensive Flow Cytometry experience, DNA & RNA Extraction, Polymerase Chain Reaction (PCR), Gel Electrophoresis, Western & Southern Blots, BSL-3 experience, Virus Expansion Primary Isolates.
  • Trained using Bayer Versant bDNA Assay: HIV/HCV.
  • Experience with transfections, luciferase assay, electron microscopy, tissue fixation and sectioning, CTL-peptide cultures, gas chromatography.
  • Trained in Radiation, Blood Borne Pathogen, and Hazard Communication Safety.

Affiliations

  • 2024 BioMerieux Chairman's Circle Award
  • 2024 BioMerieux President's Club Award
  • 2022 BioMerieux Chairman's Circle Award
  • 2022 BioMerieux President's Club Award
  • 2015 Alere North America Champion's Club Award
  • 2013 - 2014 SHINE Management Training Completion
  • 2011 Alere North America (Inverness Medical) Champion's Club Award

Accomplishments

Eugenin EA, et al. CCL2/monocyte chemoattractant protein-1 mediates enhanced transmigration of HIV-infected leukocytes across blood-brain barrier: a potential mechanism of HIV-CNS invasion and NeuroAIDS. J Neurosci. 2006 Jan 25;26(4): 1098-106.

Osiecki K, et al. Identification of GM-csf and LPS-induced signal transduction pathways that synergize to stimulate HIV-1 production by monocytes from HIV-1 transgenic mice. AIDS Res Hu Retro. 2005; 21(2):125-139.

Sun J, et al. CD4-specific transgenic expression of human cyclin T1 markedly increases HIV-1 production by CD4+ T lymphocytes and myeloid cells in mice transgenic for a provirus encoding o monocyte-tropic HIV-1 isolate. J Virol. 2006 Feb;80(4):1850-62.

Wang EJ, et al. Development of a novel transgenic mouse/SCID-hu mouse system to characterize the in vivo behavior of reservoirs of HIV-1-infected cells. J Infect Dis. 2002 Nov 15; 186(10):1412-21.
Wang EJ, et al. Microglia from mice transgenic for a provirus encoding a monocyte-tropic HIV-1 isolate produce infectious virus. AIDS Res Hu Retro. 2003 Sept: 19(9).

Timeline

Corporate Account Manager Northeast

BioMerieux
11.2016 - Current

Strategic Business Executive Acute Care Group

Alere North America
01.2014 - 10.2016

Account Executive Acute Care Solutions Group

Alere North America
12.2012 - 01.2014

Account Executive Critical Care Group (CCG)

Alere North America
12.2009 - 01.2013

Account Executive

Abbott Laboratories
09.2006 - 12.2009

Microbiology & Immunology Laboratory Manager/Technician

Albert Einstein College of Medicine
09.2000 - 09.2006

Bachelor of Science - Psychobiology

Binghamton University (SUNY)

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Kristin Lamb