Todd K. Birmann
Brunswick,MD
Summary
Highly motivated and accomplished professional with over 24 years of experience in corporate acquisitions, business development, and sales within the healthcare and diagnostics industry. Proven track record of optimizing market profitability, building strategic partnerships, and leading post-acquisition integration. Skilled in navigating complex sales environments, negotiating deals, and fostering collaborative relationships with key stakeholders. Recognized for exceeding sales targets and establishing long-term customer relationships. Business Development leader with expertise in M&A and strategic growth projects. Adept at building and leading high-performing teams, developing strategic partnerships, and implementing innovative sales and marketing strategies. Dynamic Director oversees every facet of production with strong project management and decision-making skills. Brings comprehensive knowledge of all bioMériéux's specialty diagnostic product offerings, Skilled at coordinating product launches, developing successful sales and marketing action plans. Strong leader and problem-solver dedicated to streamlining operations to decrease costs and promote organizational efficiency. Uses independent decision-making skills and sound judgment to positively impact company success.
Overview
26
26
years of professional experience
8
8
Certification
Work History
Sr. Sales Development Director
Luminex (A DiaSorin Company)
Southeast Region
07.2022 - Current
- Collaborated with the Marketing Team to create and streamline core messaging and tactical approaches for new and existing diagnostic offerings for Sepsis and Lyme Disease for the US and Europe
- Involved with the strategic partnership with Qiagen for joint global marketing of QuantriFERON TB Gold Plus, SARS-CoV-2 T-Cell, CMV, and LymeDetect on the DiaSorin Liaison platform
- Developed and executed strategic approaches centered around a fully automated Liaison and Liaison XL solution for market dominance in the Commercial Lab Space
- Worked with the DiaSorin Executive Leadership Team for the renewal of the Beckman Coulter partnership to run the full line of Hepatitis and HIV products on the Liaison and Liaison XL connected to the Beckman Power Express and Power Processor automation solutions.
- Increased company revenue by streamlining processes and implementing cost-saving measures.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Improved project efficiency with strategic planning, resource allocation, and time management practices.
- Drove business expansion by identifying new markets, conducting research, and developing targeted marketing campaigns.
- Boosted client satisfaction rates through exceptional relationship management and prompt resolution of issues.
- Implemented innovative solutions to solve complex problems, resulting in increased productivity and streamlined operations.
- Secured key partnerships that contributed to the company''s overall growth strategy and market reach.
- Spearheaded successful product launches that resulted in increased brand visibility and customer acquisition.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Evaluated employee performance objectively using established metrics, leading to fair compensation adjustments based on meritocracy principles.
- Leveraged data analytics insights for informed decision-making in critical areas such as sales forecasting, budgeting, or personnel management.
- Worked closely with organizational leadership and board of directors to guide operational strategy.
- Assisted with sales and marketing strategies to foster achievement of revenue goals.
Head of Sales Development
Biocartis
United States
03.2021 - 07.2022
- Led strategic partnerships and alliance development with the top 10 hospitals in the US, focusing on Infectious Disease, Sepsis, and Oncology opportunities
- Built strategic partnerships with Pfizer, Amgen, Novartis, Astra Zeneca, and Merck for customized utilization of the Idylla Platform
- Collaborated with the Global Marketing Team to successfully position the Infectious Disease portfolio in key market segments in the US
- Developed packaged Antibiotic Stewardship solutions involving Sepsis diagnostic testing for various market segments.
- Increased sales revenue by implementing effective sales strategies and coaching the sales development team.
- Developed high-performing sales teams through targeted recruitment, training, and mentorship.
- Streamlined the sales pipeline with enhanced lead generation tactics for improved close rates.
- Managed regional territory expansions, successfully launching new markets and driving growth opportunities.
- Consistently exceeded annual revenue targets by fostering a high-performance culture within the sales development department.
- Championed innovative technologies that streamlined operations, improving efficiency across all aspects of the business development process.
- Delivered regular progress reports to executive leadership, showcasing team achievements and providing actionable insights for continuous improvement.
- Developed lasting partnerships with key stakeholders by maintaining open communication channels and demonstrating value-added solutions consistently over time.
- Aligned team goals with overarching organizational objectives to foster accountability and drive consistent results throughout the department.
- Built strong relationships with C-level executives at target accounts, positioning the company as a trusted partner for future business opportunities.
- Analyzed sales data to identify opportunities for improvement and created action plans to capitalize on those opportunities.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
Area Sales Director
Lumos Diagnostics
01.2021 - 12.2021
- Strategically targeted and implemented plans for the U.S
- Sepsis market, contributing to corporate account contracts for FebriDx and Salesforce.com infrastructure progression for the Lumos Sales Organization
- Promoted to Vice President of Corporate Affairs in March 2021
- Involved in the partnership with DiaSorin Diagnostics to launch the Liaison IQ POC platform and the Liaison QuickDetect COVID TrimericS Ab test.
- Increased regional sales by implementing innovative marketing strategies and nurturing key client relationships.
- Developed and executed sales plans for consistent revenue growth and territory expansion.
- Built strong rapport with clients, leading to increased customer retention and satisfaction.
- Collaborated with cross-functional teams to identify new business opportunities and develop tailored solutions.
- Mentored junior sales team members, improving overall team performance and productivity.
- Analyzed market trends to identify emerging opportunities for strategic sales initiatives.
- Streamlined internal processes, enhancing efficiency within the sales department.
- Conducted regular performance reviews, fostering a culture of continuous improvement among the sales team.
- Provided exceptional customer service, resulting in a high rate of repeat business and referrals.
VP of Sales and Corporate Affairs
Lumos Diagnostics
03.2021 - 05.2021
- Provided leadership within the Senior Sales Business Unit, contributing to strategic assessments and sales process optimization for Febridx
- Partnered with the VP of Human Resources in team development and recruitment of the new FebriDx & ViraDx POC franchise
- Partnered with C-Suite in strategic assessments and sales process optimization
- Collaborated in the recruitment, selection, and development of the sales team
- Implemented CRM system to better track client interactions, improving overall customer service quality and satisfaction levels.
- Initiated joint ventures or collaborations with complementary businesses enabling access to new markets or enhanced service offerings.
- Provided regular updates to executive leadership on key performance metrics, offering insights into areas requiring attention or adjustment for continued growth.
- Created and implemented successful sales campaigns to drive leads and increase sales.
- Developed and implemented account management plans to establish customer satisfaction.
- Evaluated costs against expected market price points and set structures to achieve profit targets.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Increased company revenue by implementing strategic sales plans and targeting key market segments.
- Developed strong relationships with clients for long-term partnerships and increased customer retention.
Regional Sales Director
BioMerieux
West Region, USA
01.2019 - 01.2021
- Collaborated with the Executive Leadership Team to successfully relaunch Nephrocheck into new markets, signing major GPO agreements and achieving significant revenue growth
- Involved in the acquisition of Astute Medical, bolstering Biomerieux's expertise in the development of biomarkers for high-risk medical conditions
- Developed a regional team that delivered 53.6% over plan in 2019 and 43% over plan in 2020
- Led the team that signed 6 major GPO agreements for Nephrocheck for an additional $32M over the next 3 years for the West Region
- Hired and developed 8 direct reports driven by integrity that became the energy for the region's success
- Led the West Region team to a top 5% finish in 2020, and 2021.
- West Region's 2021 pipeline achieved the highest revenue growth of 136% for Nephrocheck totaling $12.5+M
- Championed the team responsible for the highest revenue growth with an average of 109% from 2019 to 2021.
- Guided and promoted three new managers from within the West Region.
- Boosted regional sales by implementing targeted marketing strategies and fostering strong client relationships.
- Developed and executed sales plans for consistent growth in revenue and profitability.
- Expanded market share by identifying new physican call points, restructuring GPO & IDN corporate contracts and identifying new and existing patient types with key physicans.
- Led a high-performing sales team, providing coaching and mentoring to achieve ambitious targets.
- Exceeded quarterly and annual sales goals consistently by closely monitoring team performance and adjusting strategies accordingly.
- Conducted regular market research to identify gaps in the market and create customized solutions addressing specific client requirements.
- Strengthened Nephrocheck positioning through targeted messaging campaigns aimed at increasing awareness among key NICU, SICKU, CVICU, ICU, and ED demographics within the region.
- Drove customer acquisition efforts by leveraging extensive industry network and employing effective cold-calling, appointment setting techniques.
- Oversaw the development of compelling sales presentations that effectively communicated the Nephrocheck and PCT/Sepsis value proposition to existing PCT & Biofire customers, leading to increased conversions.
- Forecasted annual, quarterly and monthly sales goals for the west region.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Prepared and reviewed annual budgets.
- Created regional sales plans and quotas.
Immunoassay Specialist
BioMerieux
Southeast Region, USA
01.2016 - 01.2019
- Established sustainable KOL relationships, designed a landmark Immunoassay Specialist Tracker, and achieved significant growth in PCT
- Achieved number #1 for PCT growth for an average >103% over plan yearly from 2017 through 2019
- Signed the South Georgia trauma group of: (24) Cardiothoracic Surgeons including (5) Level-1, (7) Level-2, & (9) Level-3 Hospitals with a project total revenue of 21 million dollars over two year sole source contract.
- Enhanced team productivity by streamlining sales processes and implementing time-saving strategies in the field and with home office administrative duties.
- Mentored all 21 US based Territory Directors, fostering best practices, presentation skills, targeting, and product knowledge of all bioMeriéux & Biofire product offerings.
- Earned recognition as a top performer consistently exceeding targets throughout my tenure as a specialist in the field.
Infectious Disease Marketing Manager
BioMerieux
Durham, NC
01.2014 - 01.2016
- Designed and executed product launch and development plans, influencing change in CDC recommendations, and collaborating with National Thought Leaders
- Involved in the acquisition of Cepheid, expanding Biomerieux's presence in rapid testing and test systems within the molecular diagnostics sector
- Led marketing team on pricing guidelines, policy changes, and negotiations for Infectious Disease Assays with major IDN - GPO contracts
- Launched Lyme IgG and Lyme IgM disassociated assay producing $14M in sales Q2 2015.
- Co-launched the 1st Antibiotic Stewardship Campaign in history resulting in a White House visit.
- Led a team of marketing professionals to deliver high-quality campaigns on time and within budget.
- Implemented BMX product tracker which included data-driven marketing strategies, utilizing analytics tools to track campaign success and refine tactics as needed.
Corporate Account Executive
BioMerieux
01.2012 - 01.2014
- Managed and expanded BioMerieux's clinical market presence and sales, delivering substantial revenue by restructuring existing IDNs and GPOs corporate agreements to add additional bioMériéux product offerings to incorporate larger aggregated volume commitments while solidifying and protecting bioMerieuxs existing customer base with new 5 year sole source corporate agreements.
- Involved in the negotiation and acquisition strategy of BioFire Diagnostics, enhancing Biomerieux's molecular diagnostics market.
- Presidents Club winner in 2013-2014
- Maximized revenue growth for the company through effective negotiation of contracts and pricing strategies.
- Contributed long-term sales strategy ideas to team to promote continuing business success.
- Used Saas and SalesForce.com to keep accurate records pertaining to inventory and account notes.
- Lead new customer segmentation platform for all US based customers.
- Closed >$19.5 M in corporate contracts Q1 2012.
- Managed large IDN and GPO contracts delivering $50M of revenue in 2013, and $43M in 2014 including: Vizient, Premier Inc, HealthTrust Purchasing Group (HPG), Premier - ASCEND, Department of Veterans Affairs, Magnet Group, The Resource Group, Sourcewell, SURPASS, and Greenhealth Exchange.
Sales Manager
Diagnostic Professionals, Inc.
01.2010 - 01.2012
- Promoted diagnostic imaging facilities, successfully planned annual sales and marketing budgets, and achieved substantial revenue growth
- Produced a $6.2M revenue increase
- Produced >$21M in the first year by hiring, developing, and leading a direct sales team of 6
- Achieved the highest revenue of $34M in 2011 by creating an annual and multi-year marketing plan.
Education
MBA - Business Management
University of Georgia
Athens, GA04.2026
Bachelor of Arts - Public Relations And Organizational Communication
Valdosta State University
Valdosta, GA09.2016
Skills
- Regulatory Compliance
- Specialty Diagnostic Market Development
- Infectious Disease Expertise
- Sales and Marketing Strategies
- Building and Establishing Competitive Advantages
- Key Opinion Leader (KOL) Development
- Global Marketing
- CRM and Salesforcecom
- Project Management
- Leadership Development
- Financial Modeling (Advanced)
- Data Analysis (Experienced)
- Negotiation Techniques
- Market Research
- Portfolio Management
- Business Development
- Logistics Management
- Information Technology Management
- Capital Spending
- Hiring and Retention
- Sales management
- Crisis Management
- Government relations
- Corporate Communications
- Strategic Planning
- Verbal and written communication
- Legal and Regulatory Compliance
- Investor Relations
- Organizational Development
- Strategies and goals
- Data Management
- KPI Tracking
- Business Forecasting
- Customer Service Management
- Process Improvements
- Business Leadership
Certification
- Data Analytics Essentials, The University of Texas at Austin - Certified
- Ken Blanchard's "Situational Leadership I, II, & III Management Model," Certified Facilitator
- Chartered Financial Analyst (CFA) Certification - In progress.
- Bob Iger (Disney CEO) Masterclass on Business Strategy and Leadership - Certified/Completed
- Anna Wintour (Editor-in-Chief/Artistic Director for Vogue) on Creativity and Leadership - Certified/Completed
- Chris Voss (FBI Lead Hostage Negotiator) - Masterclass - The Art of Negotiation - Certified/Completed
- Forum Corporation "Consultative Selling Skills" Model - Certified
- Wall Street Mojo Financial Modeling Course Corporate Finance Institute (FMVA) - Certified
Additional Information
Certifications
- Data Analytics Essentials from The University of Texas at Austin – Certified
- Ken Blanchard’s “Situational Leadership I, II, & III Management Model – Certified Facilitator
- Chartered Financial Analyst (CFA) Certification - In progress.
- Bob Iger (Disney CEO) Masterclass on Business Strategy and Leadership – Certified/Completed
- Anna Wintour (Editor-in-Chief/Artistic Director for Vogue) on Creativity and Leadership – Certified/Completed
- Chris Voss (FBI Lead Hostage Negotiator) – Masterclass - The Art of Negotiation – Certified/Completed
- Forum Corporation “Consultative Selling Skills” Model – Certified
- Wall Street Mojo Financial Modeling Course Corporate Finance Institute (FMVA) – Certified
Hard Skills
- Financial Modeling (Advanced)
- Data Analysis (Experienced)
- Business Planning
- Negotiation Techniques
Techniques
- Due Diligence
- Valuation
- Market Research
- Portfolio Management
- Investment Management
Timeline
Sr. Sales Development Director
Luminex (A DiaSorin Company)
07.2022 - Current
Head of Sales Development
Biocartis
03.2021 - 07.2022
VP of Sales and Corporate Affairs
Lumos Diagnostics
03.2021 - 05.2021
Area Sales Director
Lumos Diagnostics
01.2021 - 12.2021
Regional Sales Director
BioMerieux
01.2019 - 01.2021
Immunoassay Specialist
BioMerieux
01.2016 - 01.2019
Infectious Disease Marketing Manager
BioMerieux
01.2014 - 01.2016
Corporate Account Executive
BioMerieux
01.2012 - 01.2014
Sales Manager
Diagnostic Professionals, Inc.
01.2010 - 01.2012
MBA - Business Management
University of Georgia
Bachelor of Arts - Public Relations And Organizational Communication
Valdosta State University