Mary Guan

• Spearheaded the business development function to drive Noah's long-term vision and immediate commercial objectives.
• Defined, evaluated, and executed strategic initiatives critical to the company's success.
• Fostered strategic alliances with therapy, imaging, digital ROSE, and other synergistic technologies within the ecosystem.
• Proficient in converting opportunities into strategic partnerships, securing small equity investments in early-stage startups, and negotiating co-development agreements

• I am an active early stage MedTech company investor as a member of the Life Science Angels. Conducted rigorous due diligence to identify and evaluate investment opportunities in device and digital health.

• Responsible for global strategic third-party partnership projects, global KOL identification and development, go-to-market strategy, market access launch readiness, and capital pipeline development in UK, Europe and APAC countries
• Led the development of compelling business cases, socialized with cross-functional leaders for buy-ins and secured support for new global third-party co-development / co-marketing projects
• Gained insights into EU and APAC customers’ workflow and identified current and future trends through advisory board meetings, in-person case observations, distributor / sales force consultation, and in-depth KOL interviews
• Evaluated distribution channel and commercial readiness for product launch in high priority countries
• Oversaw global in-person and virtual conference strategy development and execution, established global KOL influence map, championed peer-to-peer marketing and society training program development in Europe and China

Led the launch of Intuitive Surgical’s new robotic bronchoscopy platform in US

• Defined the market opportunity, performed segmentation exercises that prioritize the segments with the highest propensity to penetrate for initial launch
• Developed pricing strategy including acquisition models based on conjoint analysis and in-depth qualitative interviews
• Created an integrated product launch process and led cross-functional team to prepare, plan and execute clinical and health economic evidence development, sales process and commercial readiness, lead generation and lead nurturing programs, conference strategy, and KOL training and engagement
  programs
• Responsible for all launch collaterals, directed and produced a library of product launch videos, technology videos, and KOL testimonial interviews (www.intuitive.com/Ion)
• Created and implemented digital marketing strategy including establishing Ion’s social media presence through well-planned content that resonates with various target audiences.

• Responsible for the successful execution of DES branding and integrated marketing communication program including the creation of DES brand playbook, new product launch, and clinical marketing campaigns. Responsible for developing and execution of drug eluting stent (DES) product road map and portfolio strategies.

• Accountable product lifecycle management of a clinical laboratory analyzer product lines representing $600M revenue, own StatSpin centrifuge product portfolio and P&L representing $40M revenue
• Led cross-functional steering committee to fully integrate a newly acquired centrifuge business from Iris Diagnostics into Beckman Coulter’s clinical chemistry product portfolio and business process
• Renegotiated Iris Diagnostics OEM agreement resulting $15M new OEM business in wound healing therapy segment
• Renegotiated global distribution agreements to consolidate and optimize sales channels
• Developed and implemented a new business support ecosystem including tech support, repair service, end user training & education, distribution partner training, and specialty manufacturing.
• Created and executed product portfolio roadmap including portfolio optimization and new product design
• Led the cross-functional team to root-cause product stop-ship issues, signed new supplier agreement, and resulted $3M revenue increase in 2015
• Led Chemistry analyzer software development and release, including voice of customer collection, user needs development, business case creation, global software limited distribution, global product launch and commercialization
• Grew product distribution business by 8% through close collaboration with channel partners in 2015
• Responsible for global upstream marketing and U.S. downstream marketing activities for 7 rapid diagnostics product lines
• Successfully re-launched underperforming product Hemoccult and increased US market share from 5% to 15% by implementing end-user and distribution-focused brand revitalization campaigns