Mark Gee
Middletown,USA
Summary
Secure a senior level business development/sales position with a firm that specializes in providing applications, technology and services to enhance collaboration efforts and clinical trial execution across all business models in the Life Science industry.
Professional with robust background in directing and managing large-scale operations, consistently driving success through strategic planning and execution. Adept at implementing innovative solutions that enhance productivity and operational effectiveness. Known for fostering teamwork and adapting to evolving business needs, ensuring alignment with organizational goals.
Overview
23
23
years of professional experience
Work History
Director, Client Engagement
AG Mednet
01.2022 - 12.2024
- Company Overview: A company that deploys an AWS based platform, called Judi, that executes collaborative workflow based solutions involving external SMEs during clinical trials
- Identify solid leads, engage and secure trial based contracts with mid-sized CROs, medical device and biopharma companies that had not yet worked with AG Mednet either directly or through our large CRO partners, NEW LOGOS
- Annual quota ranged from $1.5M to $2.0M
- Unable to exceed quota but was at 80% each of the 3 years
- Largest deal was over $275K
- Brought in 15 New Logos
- Knowledge of how CROs and Sponsors engage with external SMEs was key to my success as the solution offered was designed to remove the chaos and frustration associated with these engagements
- Worked a global territory and successfully closed deals with an average of 1 per month during my 3 year tenure
- Securing platform demonstrations to prospective clients was key to my success as I conducted an average of 4 per month
- My familiarity with multiple pricing models and how best to deploy them was of significant value
- The per trial deal dollar value ranged from $50k to $500k
- A company that deploys an AWS based platform, called Judi, that executes collaborative workflow based solutions involving external SMEs during clinical trials
Sr. Director Business Development
Datatrak
08.2020 - 12.2021
- Company Overview: A company providing clinical trial execution products and a unified platform of EDC/CTMS/ePRO
- Targets were mid-level pharma/biotechs and CROs so points of contact were usually senior level executive decision makers with budgets
- Sold products on a per trial bases that moved to full enterprise agreements
- Target territory and named accounts in Europe and East Coast US
- Sales strategy focus was on decentralized clinical trials (DCT) with patient provided devices and all facets of trial imaging (adjudication, uploading, storage and reading)
- Annual Quota of $2.5M
- 55% of quota in 2020 and 90% of quota in 2021
- A company providing clinical trial execution products and a unified platform of EDC/CTMS/ePRO
- Worked with marketing to develop a territory
- My knowledge of EDC, CTMS, Imaging and how technology can facilitate trial execution was valuable to the sales cycle
- Conducted oversight on roughly 3 live products demonstrations per week and managed various sales cycles on over 55 active opportunities (that were in price review and or negotiation stages)
- Familiar with all types of pricing models, MSA and SOW negotiations, and how to CLOSE A DEAL
Sr. Director Business Development
EDETEK, Inc.
04.2017 - 04.2020
- Company Overview: An AWS certified company that built the pharma industries first end-to-end clinical data management pipeline platform
- Client target level is VP and above in clinical operations, R&D and clinical innovation technologies departments
- The platform was designed for top pharma clients but has fit well into mid-size pharma clients as well
- A quota was not assigned
- Two largest multi-year contracts closed were $30M with Pfizer and $10M with Vertex
- An AWS certified company that built the pharma industries first end-to-end clinical data management pipeline platform
- Significant experience with clinical data management, ingestion, transformation and standardization
- Assigned Accounts: Pfizer, Vertex, Bayer, Lilly, Janssen, Novartis, BMS, Boehringer Ingelheim, Amgen, AbbVie, Daiichi-Sankyo, Biogen, BioMarin, Astellas, Genentech, Gilead, Novo Nordisk, Regeneron, Allergan, Otsuka, Merck and Alkermes
- Closed 4 large deals totaling nearly $45M with pharma clients in top 25 of R&D spend
Sr. Director Business Partnerships
Within3
10.2015 - 09.2019
- Company Overview: An emerging technology company that provides an online discussion platform to conduct virtual advisory board meetings, speaker bureau events, clinical site/investigator/patient engagements, payer councils, KOL interactions designed to augment existing 'live meeting' events
- Client target level is VP and above in the Medical Affairs, R&D, Commercial departments
- Substantial understanding of entire drug development and marketing process
- An emerging technology company that provides an online discussion platform to conduct virtual advisory board meetings, speaker bureau events, clinical site/investigator/patient engagements, payer councils, KOL interactions designed to augment existing 'live meeting' events
- Assigned Accounts: Merck, Abbott, Daiichi-Sankyo, Otsuka, TEVA, Siemens and many other smaller pharma companies
- Sold enterprise level deals into Daiichi-Sankyo and Siemens, recovered Merck account from 3 year hiatus
Director Regional Sales
goBalto
09.2016 - 04.2017
- Company Overview: A SaaS based company that provides technology to speed up and enhance the clinical trial study start up processes
- Client target level was VP and above in clinical operations and R&D
- Sales process involves initial pilot engagement moving toward an enterprise level multi-year contract
- Extensive knowledge of the entire clinical trial process
- A SaaS based company that provides technology to speed up and enhance the clinical trial study start up processes
- Assigned Accounts: GSK, Merck, Otsuka, Genentech, BMS, Amgen, Gilead, Quintiles, Worldwide Clinical Trials, TEVA, Pharm-Olam, plus many other mid-sized targets
- Role breakdown: 25% hunting and 75% farming
- I was on target to meet $2m annual quota
Sr. Director Business Development
ePharmaSolutions
06.2013 - 09.2015
- Company Overview: An eclinical technology company
- Managed entire sales process (ID key POCs, prepare and give presentations, develop and negotiation contracts and manage all post 'deal' service needs) selling a clinical trial portal (comprised of 9 separate applications in an interoperable work flow environment) to support reduction in clinical trial executing timing
- Key sell point: 'the paperless trial'
- Client targets were 'C' and 'VP' level executives responsible for developing, executing and managing clinical trials globally
- An eclinical technology company
- Astute understanding of the entire drug development process
- Points of Sale: CIOs, CTOs, VP Clinical Development, VP Pharmcovigilence
- Assigned Accounts: Quintiles, Covance, INC, PPD, PRA, AstraZeneca, Otsuka, Bayer, Daiichi Sankyo, ICON, Merck, BI
- Role Breakdown: 40% account management, 40% selling, 20% prospecting/hunting
- Consistently met or exceeded annual quota of $6m
Sr. Account Director, Life Sciences division
IntraLinks
11.2009 - 04.2013
- Company Overview: A leading SaaS firm that provides secure work spaces/exchanges for electronic document exchanges between clinical/investigator sites, sponsors, CROs, IRBs, ECs and regulatory authorities
- Extensive understanding of document exchange/approval process as part of clinical operations
- Points of Sale: CIOs, CTOs, VP Clinical Development and VP Pharmacoviligence
- A leading SaaS firm that provides secure work spaces/exchanges for electronic document exchanges between clinical/investigator sites, sponsors, CROs, IRBs, ECs and regulatory authorities
- Assigned Accounts: Quintiles, INC, PPD, PRA, AstraZeneca, Abbott, Otsuka, Covance, Daiichi Sankyo, ICON, MedImmune, HGSI, Purdue Pharma
- Role Breakdown: 40% account management, 40% selling, 20% prospecting/hunting
- Exceeded annual 'renewal' quota of $2m and new business quota of $3m
- Business closed: 2010 $4m, 2011 $6m, 2012 $7.5m
- Top global salesman in 2012
Associate Director, Business Development
eResearch Technology
05.2006 - 10.2009
- Company Overview: The world’s largest Core Laboratory that specializes in the digital/electronic collection and analysis of Electrocardiograms (EKGs/ECGs) and Electronic Patient Reported Outcomes (ePRO) obtained during clinical trials
- Top level expertise with all 'phases' of the clinical trial process
- Points of Sale: CMOs, VP Clinical Development, Clinical Outsourcing, CSOs, CIOs and CTOs
- The world’s largest Core Laboratory that specializes in the digital/electronic collection and analysis of Electrocardiograms (EKGs/ECGs) and Electronic Patient Reported Outcomes (ePRO) obtained during clinical trials
- Assigned 5 major accounts: AstraZeneca, Abbott, Boehringer-Ingelheim, Daiichi-Sankyo, Bristol Meyers Squibb and 50 midsized pharma companies in the mid-atlantic area
- Business Closed: 2007 $5.5m, 2008 $6.67m, 2009 $7.5m
- All at or above annual quota
- Responsibilities: opportunity ID, proposal development, client presentations/demos, utilization of SMEs, contract negotiation, closing and proper forecasting
- Role Breakdown: 30% prospecting/qualifying, 40% account management/cross selling, 30% closing
Sales/Marketing Manager
Rusco Services
01.2002 - 04.2006
- Company Overview: A mid-sized software and consulting firm that provides Quality, Validation, Records Management, Computer Based Training and Automation services to the pharmaceutical/life science industry
- Thorough understanding of FDA validation requirements and SOPs associated with Drug R&D and manufacturing
- Points of Sale: CEOs, VP Engineering, Director R&D, Quality Control Managers, Automation Engineers/Project Managers
- A mid-sized software and consulting firm that provides Quality, Validation, Records Management, Computer Based Training and Automation services to the pharmaceutical/life science industry
- Key Accounts: Johnson & Johnson (Centocor, PSGA, McNeil), AstraZeneca, Schering-Plough, Takeda, Bristol-Myers Squibb, Colorcon
- Consistently exceeded annual quota of $2m
Education
AA - Business/Marketing
American Academy McAlisters Institute
01.1981
BA - Political Science
Gettysburg College
01.1980
Skills
- Relationship building
- Strategic planning
- Strategies and goals
- Creativity and innovation
General
Lengthy track record of meeting/exceeding assigned annual quotas, Possess significant rolodex of contacts, Extensive training in multiple sales/business development methodologies., Proficient in both Mac and Apple platforms and 15 year user of SalesForce.com
Timeline
Director, Client Engagement
AG Mednet
01.2022 - 12.2024
Sr. Director Business Development
Datatrak
08.2020 - 12.2021
Sr. Director Business Development
EDETEK, Inc.
04.2017 - 04.2020
Director Regional Sales
goBalto
09.2016 - 04.2017
Sr. Director Business Partnerships
Within3
10.2015 - 09.2019
Sr. Director Business Development
ePharmaSolutions
06.2013 - 09.2015
Sr. Account Director, Life Sciences division
IntraLinks
11.2009 - 04.2013
Associate Director, Business Development
eResearch Technology
05.2006 - 10.2009
Sales/Marketing Manager
Rusco Services
01.2002 - 04.2006
BA - Political Science
Gettysburg College
AA - Business/Marketing
American Academy McAlisters Institute
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