Lorenna Marques
Sr. Sales Specialist
Hollywood,FL
Summary
- Solid theoretical and practical knowledge into Biochemistry and Molecular Biology areas, acquired through extensive contact with research and teaching;
- MBA on Sales and Commercial Management;
- Over 13 years of experience on Sales in the Life Science industry, supporting Academic, Medial Centers, Pharmaceutics and Biotech Companies.
- Excellent interpersonal relationship, pro-activeness, and dynamism.
Overview
23
23
years of professional experience
10
10
years of post-secondary education
3
3
Languages
Work History
Sr. Human Genotyping and Gene Expression Sales Specialist
Thermo Fisher Scientific
Miami, FL
01.2024 - Current
- Responsible to develop an annual Territory Plan and quarterly business plans to meet financial targets in the Genotyping and Gene Expression markets in the Southeast, with focus on the growth of the business through the acquisition of new accounts, business, and key opinion leaders (KOLs), especially in the Medical Centers; manage the sales process, including sales forecasting, pipeline management, and sales tracking; align with internal business partners and product management to prioritize projects and resources.
Sr. Gene Expression Sales Specialist
Thermo Fisher Scientific
Chicago, IL
01.2017 - 01.2023
- Accountable for responsibilities in the entire North America (US and Canada), including devising action plans and sales projections.
- Involved in establishing and nurturing enduring customer connections, as well as negotiating contracts and finalizing agreements to optimize the profitability of Gene Expression Microarrays in Academic, Medical Centers, Pharma, and Biotech Companies.
- Additionally, provided assistance in planning and executing marketing initiatives within North America (US and Canada).
- Assisting a Diagnostic customer in selecting, deploying, and validating their Transplant Tests through the use of Microarray Technology was the standout aspect of this position. Going from no samples to processing 5,000 per month and from zero to $1.5 million in annual revenue within two years was a remarkable achievement.
Account Manager
Affymetrix Biotech
Rio De Janeiro, RJ
01.2015 - 01.2017
- Responsible, on a nationwide basis, for: the development of action plans and sales forecast; build and maintain strong, long-lasting customer relationships; negotiate contracts and close agreements to maximize profit of life science products (Microarray) for academic and diagnostic’s market, having focus on clinical market (cytogenetics) during the last 6 months; support for the planning and development of marketing projects in Brazil.
- Take great pride in playing a pivotal role in assisting the primary cytogenetics laboratories in Brazil with the adoption and implementation of microarray technology (Cytoscan). This was during a time when karyotyping and FISH were the sole technologies being utilized. Over a span of two years, we successfully transitioned from having no labs utilizing Cytoscan to having five major laboratory chains make it their standard molecular testing method. The primary focus was on Reproductive Health.
Account Manager
Leica Biosystems
Rio De Janeiro, RJ
06.2014 - 06.2015
- Responsible for managing the sales and profitability of accounts from diagnostic area (Pathology instruments and consumables) in Southeast and Middle West territories in Brazil, by communicating internally and with customers for purposes of maintenance of current needs and growth of future business.
- Glad to have sold Brazil's first Digital Pathology instrument (Aperio scanner). This achievement is particularly significant as it marks a breakthrough in a country where most pathologists have hesitated to embrace the digital era.
Sales Executive
Biometrix Diagnóstica
Sao Paulo, SP
02.2012 - 01.2013
- Responsible for prospection and attraction of new clients; negotiating account management contracts and agreements; ensure the timely and successful delivery of the solutions in transplant market (One Lambda – HLA and Nanogen) to all over the São Paulo State.
- In 2012, I had the exclusive privilege of selling OneLambda in Brazil. During that year, I successfully sold more than 300,000 tests, which represented a significant contribution of over 40% to the HLA database in Brazil.
Technical Sales Executive
Uniscience do Brasil
Sao Paulo, SP
01.2010 - 01.2012
- Responsible for selling products by establishing contact and development relationships with prospects; identification of product improvements or new products, by keeping the portfolio up to date on life science market trends in the Central Area of São Paulo City, with focus on the academia market.
- Prospected new customers to generate sales leads and increased revenue from existing clients.
- Used consultative sales approach to understand and meet customer needs
- Demonstrated products and specific features at customer locations and special events.
Teacher
Presidente Antônio Carlos University (UNIPAC)
Uberlandia, MG
01.2005 - 01.2009
- Responsible for guidance and coordination of research and graduation papers; teaching classes of Biochemistry, Molecular Biology and Biotechnology for Biomedicine, Physical Education, Nursing, Pharmacy and Veterinary Medicine students.
- Through my extensive teaching experience, I had the opportunity to contribute to the education and development of more than 1,500 students. These individuals successfully obtained their science degrees and went on to pursue diverse professional careers.
Researcher
Lab of Biochemistry and Molecular Biology
Uberlandia, MG
01.2001 - 01.2009
- Guided and coordinated of research groups, besides performed such experiments with other techniques like Electrophoresis, Chromatography, Spectrophotometry, Western Blot, Microscopy, Immunohistochemistry, Analysis and Collection of biological materials, Bacteria Culture, among others.
- Identified sources of funding to prepare research proposals and submit funding applications.
- Reviewed technical and professional publications and journals to stay current on recent literature and make more strategic research decisions.
- Published over 10 papers in local science magazines.
Education
MBA - Sales And Commercial Management
IAG – PUC
Rio De Janeiro, Brazil 01.2012 - 07.2013
Master of Science - Genetics And Biochemistry
Federal University of Uberlandia (UFU)
Uberlandia, Brazil 01.2005 - 12.2008
Bachelor of Science - Biological Sciences
Federal University of Uberlandia
Uberlandia, Brazil 01.2000 - 12.2004
Skills
Account Management
Relationship Building
Prospecting Skills
Sales Funnel Management
Sales Expertise
Business Development and Planning
Professional Networking
Sales Strategy
Timeline
Sr. Human Genotyping and Gene Expression Sales Specialist
Thermo Fisher Scientific
01.2024 - Current
Sr. Gene Expression Sales Specialist
Thermo Fisher Scientific
01.2017 - 01.2023
Account Manager
Affymetrix Biotech
01.2015 - 01.2017
Account Manager
Leica Biosystems
06.2014 - 06.2015
Sales Executive
Biometrix Diagnóstica
02.2012 - 01.2013
MBA - Sales And Commercial Management
IAG – PUC
01.2012 - 07.2013
Technical Sales Executive
Uniscience do Brasil
01.2010 - 01.2012
Master of Science - Genetics And Biochemistry
Federal University of Uberlandia (UFU)
01.2005 - 12.2008
Teacher
Presidente Antônio Carlos University (UNIPAC)
01.2005 - 01.2009
Researcher
Lab of Biochemistry and Molecular Biology
01.2001 - 01.2009
Bachelor of Science - Biological Sciences
Federal University of Uberlandia
01.2000 - 12.2004