MICHAEL J. LEDERER
Flowery Branch,GA
Summary
Dynamic and accomplished commercial executive with 26+ years of leadership experience in life sciences, diagnostics, and medical technology. Proven track record of driving revenue growth, leading national sales organizations, launching innovative technologies, and building high-performing teams. Expertise in strategic business planning, market expansion, organizational development, and cross-functional leadership. Recognized for delivering consistent revenue results, exceeding performance objectives, and leading transformative business initiatives that drive competitive advantage and long-term growth.
Experienced with leading regional sales teams and driving market growth through strategic planning and client relationship management. Utilizes effective leadership and communication skills to mentor and enhance sales team performance. Track record of achieving significant territory expansion and meeting sales targets.
Overview
2027
2027
years of professional experience
Work History
Regional Sales Manager – South-Central Region – Central USA
LEICA BIOSYSTEMS
DEER PARK, IL
2026 - Current
- Directed a high-performing sales team across the South-Central U.S., overseeing $45M+ annual quota. Hired, trained, and developed five sales reps to consistently exceed sales goals.
- 2026 Built and scaled a regional sales funnel from zero, developing market strategy, prospecting initiatives, and customer engagement programs that created a sustainable pipeline and accelerated revenue growth across the territory.
- 2026 Selected as a commercial representative on cross-functional development teams for two anticipated FDA companion diagnostic (CDx) IHC assays, providing market insights and strategic input to support assay development, regulatory readiness, and successful commercialization.
- 2025 Successfully rebuilt a sales team from the ground up, implementing strategic hiring, coaching, and performance management programs that increased productivity, accountability, and overall sales performance.
Commercial Development Leader – North America
LEICA BIOSYSTEMS
DEER PARK, IL
07.2022 - 10.2022
- Lead strategic initiatives for a $225M business unit, driving North American growth in Pathology instruments and reagents. Partner with executive leadership to develop competitive programs and deliver breakthrough commercial performance.
- 2025 Facilitated and drove four Danaher Problem-Solving Process (PSP) initiatives in 2025, leading cross-functional teams through root-cause analysis, corrective action planning, and execution to resolve critical business challenges and improve operational effectiveness.
- 2024 led North America to achieve 100% to plan of 232M
- 2023 101% to plan on a 213M plan
- 2023 grew North American reagent growth by 12% over prior year
- 2023 grew North American Instrument sales by 30% over Prior year
- 2023 Developed and trained Competitive sales strategy program for North American Sales force
- 2022 Launched new Pathology Analyzer to North American Market
Regional Sales Manager – Southeast Region – Eastern USA
LEICA BIOSYSTEMS
DEER PARK, IL
01.2019 - 07.2022
- Directed a high-performing sales team across the Southeastern U.S., overseeing $40M+ annual quota. Hired, trained, and developed six sales reps to consistently exceed sales goals.
- 2021 101% to plan on a 33.5M plan
- 2019 Won Presidents club - IHC Manager of the Year
- 2019 Finished at 114% to plan with overall sales of $27.4M
Regional Sales Manager – Mid-Atlantic Region – Eastern USA
LEICA BIOSYSTEMS
DEER PARK, IL
01.2015 - 12.2018
- Responsible for developing, growing and maintaining the Mid-Atlantic duties include managing sales numbers for 7 direct reports including forecasting, customer support, deal development and approval, expense management, sales mentoring, and yearly reviews.
Sr. Integrated Pathology Specialist – Eastern USA / Canada
LEICA BIOSYSTEMS
DEER PARK, IL
12.2011 - 01.2015
- Pioneered sales of the CEREBRO specimen tracking system; developed training programs and supported early market adoption across North America.
- Presidents Council 2014
- CEREBRO Salesperson of the Year 2012, 2013 & 2014
- Developed, maintained, and grew CEREBRO sales funnel by over 500%
- Created national training curriculum and onboarding materials
Regional Product Manager – Northeast
THERMO FISHER SCIENTIFIC
KALAMAZOO, MI
05.2010 - 12.2011
- Managed regional sales and marketing initiatives for Pathology capital equipment and reagents across 9 direct reps and 27 distributors.
- 222% YTD goal achievement in 2011
- National Capital Sales Leader (Q1–Q3, 2011)
Sales Development Manager, Southeast Region, USA
VENTANA MEDICAL SYSTEMS INC.
ATLANTA, GEORGIA
04.2009 - 01.2010
- Responsible for managing 3 regional account executives in the GA, AL and FL territories. Duties include forecasting, customer support, deal development and approval, expense approval, sales training and development via weekly ride-alongs and reviews.
- 2009 Achieved $1.2M in capital sales, $18.7M in total reagent sales - 111% to plan
Marketing Manager, North America
VENTANA MEDICAL SYSTEMS INC.
TUCSON, ARIZONA
01.2007 - 03.2009
- Responsible for developing marketing plan and sales strategies, sales promotions, profit and loss models for US and Canadian sales.
- 2008 Launched industry leading diagnostic instrument internationally
- Developed marketing collateral and rebranding material for Pathology Market
Senior Major Account Manager, East Region, USA
VENTANA MEDICAL SYSTEMS INC.
ATLANTA, GEORGIA
01.2003 - 12.2006
- Responsible for developing and growing large academic cancer centers across a multi-state region.
- Presidents Club winner 2006
- Grew new territory business by 345.5%
- Presidents Club winner 2005
Account Executive, Southeast Region, USA
VENTANA MEDICAL SYSTEMS INC.
ATLANTA, GEORGIA
10.2000 - 12.2002
- Served as the area sales representative for multi state territory. Responsible for maintaining 26 customers while aggressively growing customer base.
- Presidents Club winner 2002
- Presidents Club winner 2001
Education
Bachelor of Arts -
West Virginia Wesleyan College
Buckhannon, West VirginiaMBA - Business Administration/Management
Louisiana State University
Shreveport, Louisiana06-2027
Skills
- Spin Selling
- Danaher Business Systems
- Miller Heiman
- CHAT Sales Methodology
- Kaizen Process & Methodology
- Sales leadership
- Customer service
- Strategic planning
- Business development and planning
Timeline
Commercial Development Leader – North America
LEICA BIOSYSTEMS
07.2022 - 10.2022
Regional Sales Manager – Southeast Region – Eastern USA
LEICA BIOSYSTEMS
01.2019 - 07.2022
Regional Sales Manager – Mid-Atlantic Region – Eastern USA
LEICA BIOSYSTEMS
01.2015 - 12.2018
Sr. Integrated Pathology Specialist – Eastern USA / Canada
LEICA BIOSYSTEMS
12.2011 - 01.2015
Regional Product Manager – Northeast
THERMO FISHER SCIENTIFIC
05.2010 - 12.2011
Sales Development Manager, Southeast Region, USA
VENTANA MEDICAL SYSTEMS INC.
04.2009 - 01.2010
Marketing Manager, North America
VENTANA MEDICAL SYSTEMS INC.
01.2007 - 03.2009
Senior Major Account Manager, East Region, USA
VENTANA MEDICAL SYSTEMS INC.
01.2003 - 12.2006
Account Executive, Southeast Region, USA
VENTANA MEDICAL SYSTEMS INC.
10.2000 - 12.2002
Regional Sales Manager – South-Central Region – Central USA
LEICA BIOSYSTEMS
2026 - Current
Bachelor of Arts -
West Virginia Wesleyan College
MBA - Business Administration/Management
Louisiana State University