LISA WEINGARTNER

General Manager in a private equity backed precision medicine technology company. Responsible for leading the global diagnostics sales and business development teams. Built and structured the Diagnostics team across the Americas, Europe and APAC ensuring processes were created and utilized to drive both new client sales and new strategic partnerships. Targets included health systems, CROs, biopharma, large reference laboratories, OEM and assay manufacturers in need of Velsera’s bioinformatics and clinical interpretation products and services enabling ‘omics testing both in research and clinical settings. Managed business division’s P&L with goal of increasing gross margin, creating efficiencies that lower internal cost and grow EBITDA.

• Developed pre sales, sales and business development strategies and processes to drive revenue growth and hit sales targets resulting in 25% quarter over quarter growth in 2023
• Management of team of 30 worldwide
• Grew covered pipeline by over 2X to over $50 million in under 1 year

Business Development & Partnerships Leader responsible for the design and implementation of the go-to-market strategy, and sales for Genome Medical’s solution nationally. Genome Medical combines technology and genetics expertise to deliver genomic care to patients nationwide via health systems, IDNs, laboratory partners, large physician practices, concierge practices, and biopharma partners. Grew the nascent division to a successful channel within three years, while also growing the business development team. Focus was on growing business within the oncology and reproductive medicine segments. Evaluated strategic partners for channel partnership opportunities, and successfully brought on multiple such partners over four years.

• Developed go to market strategy and accompanying workflow offering to be sold to market
• Developed pricing structure and managed budget and revenue forecasting for the division
• Worked successfully cross functionally to build business in the healthcare market with growth of over 200% year over year
• Member of leadership team working to determine company growth strategy to include possible channel partners

Commercial Leader reporting to the CCO focused on business development throughout the U.S. selling the Clinical Genomics Workspace SaaS solution for somatic NGS variant classification, annotation, interpretation and reporting into laboratories performing oncology focused sequencing. Focus was selling into IDNs, biopharma, CROs, large academic medical centers, health systems as well as commercial reference laboratories.

• Managed forecasting and budget for designated territory
• Drafted and negotiated all new customer contracts
• Created go to market strategy and developed business plans based on market feedback
• Managed the sales and implementation processes for all customers
• Successfully closed the majority of new marquis clients for PierianDx post acquisition of Tute

First commercial hire in leadership role reporting to the COO focused on commercial development domestically and internationally for the Tute cloud-based genomic analysis SaaS solution, which provided genomic variant analysis and interpretation for laboratories sequencing germline gene panels, exomes, and whole genomes. Focus was selling to large commercial laboratories, IDNs, health systems and biopharma to promote and accelerate market adoption of the Tute solution. Managed budget for the region and constructed sales forecast and revenue projections.

• Company acquired by PierianDx in 2016

First Business Development hire reporting to the CEO heading up the creation and commercialization of the InformedDNA health system clinical decision support offering. Designed and sold the new DNAgateway laboratory utilization management and genetic consultation program to health systems, IDNs and laboratories to ensure reduction in health system genetic testing send out costs and best patient care when genetic testing was ordered. In charge of program development, go to market strategy, sales, budgeting, and allocation of funds to program cost center.

• Built and designed the DNAgateway utilization management offering from the ground up
• Developed pricing and go to market strategy for laboratory utilization management tool
• Closed Oschner Health System as first new customer within 6 months of hire date
• Developed and implemented nationwide sales strategy and marketing program utilized to close Tier 1 and Tier 2 health systems and IDNs nationwide

Sales Director reporting to VP of Sales for capital equipment / molecular instrumentation startup company. Responsibilities included selling into Hospital Laboratories, Hospital IDNs, and Pathology and Research Laboratories launching new molecular analyzer for infectious disease molecular testing. Brought together lab personnel, physicians and C-Suite stakeholders to close business based on information that included a detailed discussion of the molecular technology and benefits over EIA testing, modeling of economic value for the health system and modeling of specific improvements in patient care by overall reduction of HAIs.

• Finished 2012 as the #1 Regional Business Director
• Finished 2013 as the #1 Regional Business Director
• Closed over 15 health systems within 2 years

Sales Director reporting to Chief Commercial Officer for diagnostics startup company. Launched new assay nationwide for identification of rare disease associated with developmental delay. Responsibilities included selling into physician practices and health systems launching Chromosomal Microarray/Fragile X testing and Genetic Counseling Services for pediatric patients with development delay and autism. Participated in consultative sales meetings with pediatricians, pediatric specialists, geneticists, hospital IDNs and health system lab directors and pathologists discussing chromosomal microarray to include the specific methodology of the Lineagen array vs. competitors and a comprehensive discussion of the benefits of this testing to include financial and patient health management benefits.

• Finished 2011 as the #1 Regional Business Director
• Launched new diagnostic testing within this market going from 0 ordering docs to 50+ within 4 months
• Led developing Sales Team and participated in all interviews and new hires for the company
• Finished the first 6 months on the job at 200% to plan
• Finished as the #1 Regional Business Director in 2012 - First Six Weeks Sales Sprint Contest
• Worked closely with Marketing Dept to develop new sales collateral
• Coordinated Sales Messaging with all Departments and Trained Sales Team in Messaging

District Manager reporting to the Director of Sales Operations. Responsibilities included closing business in challenging/competitive oncology centers and health systems. Created partnerships between Genoptix and Cancer Centers, managed and documented all sales numbers/data to ensure the sales team was appropriately focused on targets that would result in the maximum revenue gain per territory. Managed goal and budget setting for each sales specialist within my district on an annual basis.

• Finished as DSM for #1 Regional in 2009
• Finished in the Top 10 DSMs Nationally 2010
• Managed 10 Oncology Sales Specialists throughout Florida
• Worked closely with Director of Sales Operation to launch new Key Account Strategies in market
• Promoted to Florida District Sales Manager, 09/2009

Responsibilities included calling on neurologists, large physician practices, IDNs, health systems, and academic medical centers to educate on genetic testing covering 13 different neurological disease states. Physician meetings included use of marketing collateral and journal reprints in a consultative sales process. Health system discussions included pathologists, lab directors and/or send outs managers and were focused on the benefits of Athena’s genetic test offerings and discussions of budget allocation in the neurological send outs area.

• Representative of the Quarter in both Q2 and Q3 2005
• Neurology Sales Representative of the Year 2005
• Chosen to be 1 of 5 reps to participate in Athena Management Training Program
• Successfully completed Athena Prep Program 2006

Responsibilities included selling into health systems and IDNs meeting with pathologists, gastroenterologists, and infectious disease physicians to close contracts with this national reference laboratory. Formulated bids for national contracts and sold individual testing to private practices employed or contracted with territory hospitals. Additional focus on recapture of lost business due to lab loss of Medicare reimbursement in California.

• Closed New Specialty Lab business in Las Vegas to include Sunrise Hospital worth $500K
• Closed New Specialty Lab business worth $3 million at DSL Labs in Hawaii
• Finished 2003 ranked in Top 10% of Salesforce

One of five Product Specialist positions nationwide who launched new genetic testing for hereditary colon/endometrial cancer. Responsibilities included working with 10 Sales Reps and assisting them in closing key accounts to include large gastroenterology practices, hospitals, and cancer centers for new Colaris business.

• Promoted to this position 01/2002
• Increased Colaris business in 2002 for Western Region by over 60% in less than 1 year

Involved in launch and sales of BRACAnalysis and Colaris to physicians in the oncology, gastroenterology, surgical and OBGYN markets. Worked closely with hospitals and cancer centers to set up Centers of Excellence where local genetic counseling could take place. Worked with local media and spoke at hospital Tumor Boards to educate the public and physicians about benefits of this testing.

• Took Territory from 0 Centers of Excellence to 16 within 1 year of hire date
• Increase of overall Territory Sales by an Average of 30% Quarter to Quarter 2000 – 2001
• Promoted to Regional Sales Trainer 2001