Marcela Alomia
San Diego,CA
Summary
Accomplished and dynamic leader in technical sales, recognized for achieving company goals through effective client relationship management, strategic planning, marketing, and operational oversight. Proficient in driving sales and delivering profitable solutions that sustain and grow accounts, thereby contributing to organizational growth. A results-oriented strategic thinker with the ability to manage various organizational functions. A collaborative team player with excellent interpersonal and communication skills, adept at building productive relationships and rapport with individuals at all levels within the pharmaceutical sector.
Overview
21
21
years of professional experience
Work History
Global Senior Director of Sales, Preclinical In-Vitro Solutions
Discovery Life Sciences
07.2021 - Current
- Management of EUR, APAC (Distribution), North America Sales for Preclinical products and services
- Responsible for driving strategic commercial development in compliance with corporate strategies and financial goals
- Development of strategic and tactical marketing plans that use the product portfolio and distribution capabilities to expand multi-segment customer engagement with a special focus on strategic accounts
- Lead the Global commercialization of marketing initiatives to ensure the positioning of our products and services and alignment with customer needs and expectations in the In Vitro Preclinical Space
- Oversee the management of strategic and operational sales initiatives to meet or exceed the revenue and profit expectations; drive strategic vision
- Building strong customer relationships and identifying Key Opinion Leaders, which allows for increased customer success and corporate insights in response to the evolving needs of customers and markets
- In charge of translating local market needs into opportunities which leads to new business and increased market share
- Responsible for supporting the enhancement of Commercial Excellence including sales forecasting and planning, pricing and management, new sales concepts and customer success – in collaboration with global strategies and functions
- Responsible for supporting local marketing activities such as trade shows, corporate events, campaigns, product launches, etc
Senior CGT Account Executive, South West Region
Bio-Techne
08.2020 - 06.2021
- Responsible for delivering sales of proteins, antibodies, and expansion kits at the RUO and GMP levels for CGT workflows
- Identifying customer challenges and gaps in workflows in order to bring in custom opportunities
- Contribute to the Cell Culture strategy for CultreX in the 3D and Xenograft space
- Partnership with ScaleReady Team to drive GReX Sales
- Currently tracking at 101% to sales goal against a sales growth target of 30% LY
- Management of sales process through SalesForce
- Identifying Key Opinion Leaders for new products
- Management of Territory and development of strategies within the CGT space and across all business units
BioPharm Specialist, South West Region
Corning Life Sciences
04.2014 - 07.2020
- Responsible for delivering sales of innovative drug discovery and bioprocess products
- Knowledgeable in cell culture, 3D modeling, High Through Put Screening and Cell & Gene Therapy workflows
- Mapping of territory and development of a strategic account-specific plan aligned with corporate goals
- Presidents Club 2015 2016 and 2019, 2020
- Recognized as a Presidents Circle award winner in 2020
- Currently tracking at 126% to sales goal through May against a sales growth of 36%
- Annual territory planning, mapping, and market analysis in order to successfully develop and execute business plan to meet/exceed business goals
- Understanding of account ‘s scientific and business needs in order to provide solutions and win the business
- Demonstrated technical credibility with customers on drug discovery and bioprocess solutions that creates valuable relationships and access at multiple levels of customer organizations
- Confidently delivery of technical presentations promoting new products and technologies
- Management of sales process through SalesForce including funnel management to continuously improve forecasting
- Proficient in prospecting, qualifying, and closing large deals
- Worked and collaborated with Business Operations to provide input and feedback related to product requests and market trends
- Corning has recognized my ability to share strategic product information to our marketing organization through Voice of Customer
- Collaborated with global internal Corning colleagues to manage KEY accounts across regional boundaries
- Skills at selling across diverse markets, leading to strong customer relationships at all levels at academics, KEY Accounts, Pharma, and Biotechs
Research Associate II
Vertex Pharmaceuticals
06.2008 - 04.2014
- Led the CF 2nd Generation Lead OP program by driving the HTS production of primary cells and execution of E-Phys Assay meeting weekly MedChem Deadlines to drive SAR
- Supported the Lead OP efforts for Pain resulting in 2 Vxc candidates that entered the clinic by leading the Membrane Prep for in-house Voltage Gated Channel Assay
- Optimized primary and stable cell line assays for 96, 384, and 1536 well formats
- Established quality control parameters and validation criteria
Research Associate II
Targegen
08.2006 - 04.2008
- Led and executed Biochemical assays to identify high potency compounds
- Transitioned compounds of interest into cell based assays
- Conducted Western Blots to confirm compound potency against desired targets
- Analyzed and presented data on efficacy and potency of compounds in order to improve formulations and drive SAR
Contract Research Associate
Johnson & Johnson PRD
01.2006 - 08.2006
- In charge of culturing adherent and suspension cell lines to support projects such as Anemia, Obesity, and Diabetes
- Developed and optimized cell based assays to determine cell viability and compound performance
- Analyzed and reported screening results to the project team in weekly meetings
Research Associate
Diagnostic Product Corp [Siemens]
07.2003 - 12.2005
- Developed/validated quantitative and qualitative immunoassays for measuring levels of cancer, tumors, anemia, and fertility
- Ensured completion of testing and release schedules and product launch
- Designed, implemented and troubleshot processes to increase efficiency and productivity of IMMULITE ASSAYS
Education
Bachelor of Arts - Biology
University of California Riverside
01.2003
Skills
- Global commercialization of Sales and Marketing Strategies
- Sales and Marketing Leadership
- Life Sciences/Biosciences Industries
- Strategic thinking
- Analytical abilities
- Data-driven decision making
- Leadership skills
- Team leadership
- Transformational change management
- Forecasting
- Pricing
- Budgeting
Timeline
Global Senior Director of Sales, Preclinical In-Vitro Solutions
Discovery Life Sciences
07.2021 - Current
Senior CGT Account Executive, South West Region
Bio-Techne
08.2020 - 06.2021
BioPharm Specialist, South West Region
Corning Life Sciences
04.2014 - 07.2020
Research Associate II
Vertex Pharmaceuticals
06.2008 - 04.2014
Research Associate II
Targegen
08.2006 - 04.2008
Contract Research Associate
Johnson & Johnson PRD
01.2006 - 08.2006
Research Associate
Diagnostic Product Corp [Siemens]
07.2003 - 12.2005
Bachelor of Arts - Biology
University of California Riverside
Similar Profiles
Nichols TeichmillerNichols Teichmiller
Account Executive at Discovery Life Sciences LLCAccount Executive at Discovery Life Sciences LLC
Meggie Thacker,PMPMeggie Thacker,PMP
Sr. Director Project Management Office at Discovery Life SciencesSr. Director Project Management Office at Discovery Life Sciences
Brett SundlofBrett Sundlof
Associate Director, Laboratory Operations, Genomics at Discovery Life SciencesAssociate Director, Laboratory Operations, Genomics at Discovery Life Sciences