Mike Fernandes
Umatilla,FL
Summary
A sales leader and revenue optimizer who builds rich relationships and implements strategic goals. A subject matter expert at negotiating and executing contracts including Supply/Partnership Agreements, and at leading a team through a global matrixed organization to increase efficiencies and effectiveness.
Overview
15
15
years of professional experience
Work History
Senior Manager, Global Key Accounts
Miltenyi Biotec
Gaithersburg, MD
04.2023 - Current
- Created strategic partnerships by developing a new program with contract manufacturing organizations that created operational improvements to reduce total cost for owning equipment platforms.
- Lead global team of key account managers focused on developing strategic relationships with contract development and manufacturing organizations within the biopharmaceutical space to drive revenue growth. Sales quotas around $50M.
- Regularly communicate with key stakeholders at customer accounts including VP and C-suite level.
Manager, GMP Commercial Business
Miltenyi Biotec Inc
Gaithersburg, MD
04.2021 - 04.2023
- Led global and commercial teams with annual revenue targets in excess of $75M reflecting growth from $40M.
- Established KPIs to measure effectiveness of client services supply chain logistics.
- Acquired and grew team of customer-facing account managers and client service specialists focused on Strategic Accounts that develop cell/gene therapies.
- Developed and implement strategies to increase revenue of Strategic Accounts through a direct and matrix organizational structure.
- Enhanced team member performance through use of strategic and tactical approaches, motivational coaching and training.
Strategic Account Manager
Miltenyi Biotec Inc
Gaithersburg, MD
01.2020 - 04.2021
- Provided guidance to various internal teams, including field sales, marketing, R&D, etc. on strategic goals for a set of Global Strategic Accounts in the Biopharma sector. These accounts had a yearly quota of $25million+.
- Responsibilities of contract creation including Supply Agreements, and the execution of these contracts.
- Built goals for Strategic Accounts that included competitive barriers, positioning for future growth, and strengthening position as strategic advisor and supplier.
- Worked with various customer teams in Procurement, Sourcing, R&D, Finance, etc. to build strategic partnerships including collaborations of product/process development.
- Coordinate programs between SME’s within the Strategic Account and Miltenyi Biotec expert teams to leverage expertise for effective program collaborations toward customer needs.
Sr. Technical Sales Consultant
Miltenyi Bioetc Inc.
Gaithersburg, MD
02.2015 - 12.2019
- Involved in selling research and GMP consumables, capital equipment, and service products to academia, biotech, and pharmaceutical customers in Eastern PA and Delaware.
- President’s Club Member 2016, President’s Club Member 2017, President’s Club Member 2018, 2018 US Technical Sales Consultant of the Year, 2019 President’s Club Member.
- Exceeded quota in every year from 2015-2019, with continued high growth and at the end an overall $8million+ territory.
- Enhanced customer experience through the role as a trusted advisor, such as an integral role in establishing custom processing collaboration with customer that should drive $1million+ revenue per year.
- Established workflow solutions for customers in the fields of Immunology, Cancer, Cardiovascular, Neuroscience, Bioengineering, and many more fields. Product lines include magnetic cell isolation, cell culture, antibodies, molecular biology including RNA isolation and protein purification.
- Diversified selling approach that includes customer seminar presentations, product demonstrations, tradeshow booths, account blitzes, and customer referrals.
- Generating customer leads through analyzing prior purchasing habits, networking/customer referrals, examining research/drug development pipeline, and cold calls.
Biotechnologist 2
American Red Cross
Philadelphia, PA
11.2009 - 02.2015
- Responsible for coordinating the laboratory work for STR-DNA Bone Marrow Engraftment monitoring testing for cancer hospitals in a CLIA certified laboratory.
- Lead team for the STR Chimerism testing of patient samples. Provided training and oversight to ensure on-time proper processing of samples.
- Implemented new procedures, and enhanced analysis techniques, to better analyze samples.
- Performed research studies to determine the usefulness of new technologies within the DNA testing field, and provided insight to the Lab Director for this technology change.
- Initiated the setup of laboratory procedures for relationship testing and forensic DNA testing within the American Red Cross
Forensic DNA Analyst 1
Bode Technology
Lorton, VA
11.2008 - 11.2009
- Responsible for inventorying, sampling, extracting, amplifying, and analyzing evidence and known reference samples for DNA.
- Utilized laboratory equipment, robotics, chemicals, and computer equipment and software to perform the necessary steps to analyze each piece of evidence.
- Experience in automated DNA extraction robots, liquid handling robots, real- time PCR machines, and DNA capillary electrophoresis sequencers.
Education
MBA - Business Administration
American Public University System
Charles Town, WV05.2014
Master of Science - Forensic Science
George Washington University, The
Washington, DC05.2009
Bachelor of Science - Biology
Pennsylvania State University
University Park, PA05.2007
Skills
- People Leadership & Development
- Revenue Generation
- Customer Experience & Support
- Strategic Sales
- Financial Management
- Operational Efficiencies
- Teamwork & Performance Metrics
- Strategic Partnerships
- Supply Chain Logistics
- Strategic Planning Iniatives
- Customer Service
- Recruitment and Hiring
Timeline
Senior Manager, Global Key Accounts
Miltenyi Biotec
04.2023 - Current
Manager, GMP Commercial Business
Miltenyi Biotec Inc
04.2021 - 04.2023
Strategic Account Manager
Miltenyi Biotec Inc
01.2020 - 04.2021
Sr. Technical Sales Consultant
Miltenyi Bioetc Inc.
02.2015 - 12.2019
Biotechnologist 2
American Red Cross
11.2009 - 02.2015
Forensic DNA Analyst 1
Bode Technology
11.2008 - 11.2009
MBA - Business Administration
American Public University System
Master of Science - Forensic Science
George Washington University, The
Bachelor of Science - Biology
Pennsylvania State University
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