H. Bruce Copeland
Raymore
Summary
Strategic, results-driven Sales/Business Development Professional with over 17 years of experience turning growth strategies into revenue and profitability. An articulate relationship builder with a natural ability to easily build rapport with influencers, decision-makers, and economic buyers. Solution-focused versus problem-centered, consistently employing outside-the-box tactics to get the job done.
Business development professional with extensive experience in fostering strategic partnerships and driving revenue growth. Known for collaborative approach and commitment to team success, consistently delivering results in dynamic environments. Recognized for strong analytical skills and ability to adapt to changing market conditions.
Overview
19
19
years of professional experience
Work History
Consultant, Business Advisor
C3 Consulting
11.2019 - Current
- Create and maintain relationships by connecting clients/service providers and assist where needed in developing therapeutics and/or devices from discovery through commercialization via Regulatory Experts, CROs, Clinical Experts, Manufacturers, Industry Leaders, etc
- Give insight into the industry landscape and market based on past experiences within clinical trials, regulatory, ethical review, and clinical pharmacology modeling and simulation
- Act as an outside consultant tapping into resources and expertise to allow clients to expose efficiencies and pathways that reduce cost and streamline development
Director, Clinical Trial Management Solutions
WEP Clinical
04.2024 - 12.2024
- Strategic Planning: Identify, qualify, and develop new and existing clients and business opportunities in assigned territories
- Provided insights to SLT on strategic marketing and ROI for branding clinical trial management division
- Provided intel on potential M&A acquisition to build out service lines
- Assisted in creating training modules to shape strategic sales plans for team territories
- Business Development: Charged with growing a pipeline from West Coast/Midwest/EU for a new Clinical Trial Management division to $8M TCV, $10M+ in proposals in 8 months all closing in Q4
- Targeting P-I, POC, OLE, Registry Studies
- Focus on branding in the clinical trial management to increase the pipeline and get EAP services into large pharma
- Leveraged cross-departmental team (proposals, EAP, data management, operations) to place WEP in a position to win opportunities
- Building Partnerships: Leverage contacts in the pharmaceutical industry to gain an audience, opportunities, and support for their development programs
- Met with incubators, accelerators, consultants, CROs with limited services, Bioanalytical labs, etc
- Coaching/Mentoring: Mentoring junior BD team members, providing professional development in prospecting, transforming leads into opportunities to close deals (Consultative and Miller Heiman approach), proper utilization of Zymewire, Sales Navigator, Apollo AI, and practical application of Hub Spot (CRM/Marketing platform) in tracking outreach, trends, and forecasting
Director, Business Development
Allucent
06.2022 - 11.2023
- Strategic Planning: Identify, qualify, and develop both new and existing clients and business opportunities in assigned territories
- Business Development: Grew pipeline from West Coast/Midwest to $20M, $13M+ in proposals, and $10M+ sales in 12 months
- Focus on breaking out of the NE/SE regional recognition to increase pipeline in the Midwest and West Coast with the Allucent brand
- Leveraged cross-departmental team (finance, proposals, contracts, legal, operations) to place Allucent CPMS in a position to win opportunities
- Sales: Secured multiple multi-year contracts for midsize biotech companies totaling $2M+
- Recently Secured a $3M+ multi-service/multi-year expansion of regulatory/clinical pharmacology consulting agreement
- Primary responsibility within the US on the West Coast and Midwest, and for global business development accounts located in APAC, and the Middle East
- Building Partnerships: New relationships with academic biotech spinouts translating into long-term relationships and support for their development programs
- Managing/Coaching/Mentoring: Managed junior BD team members – led professional development in prospecting, transforming leads into opportunities to closed deals, Miller Heiman and Consultative sales approaches, practical application of Salesforce in tracking outreach, trends, and forecasting for FY
- Client Relationship Management: Managing leads via HubSpot and Salesforce (CRM platform), leveraging data from Global Data, Sales Navigator, and Zymewire to increase pipeline
- Establishing/maintaining FSP and FTE relationships with small biotech and mid-sized pharma partners to ensure satisfaction and grow the relationship based on emerging clinical development/regulatory needs
Director, Business Development
WCG Clinical
02.2021 - 05.2022
- Strategic Planning: Develop and maintain in-depth knowledge of the territory (Academic Medical Centers, Health Systems, Regional Medical Centers, and Networks all engaged in Clinical Research), present capabilities in a consultative manner with the assistance of Subject Matter Experts specifically to protect/grow existing accounts and develop new lines of business
- Business Development: Delivered $65M+ pipeline, $25M+ in proposals, and $10M+ sales in 12 months
- Market service lines (Central IRB Services, Velos CTMS, IRBNet, Coverage Analysis) to educate accounts in the territory – expand the footprint of WCG Clinical outside of ethical review
- Primary responsibility within the US in the Midwest to the West Coast
- Utilization of Global Data, Sales Navigator, and Citeline to get market intelligence
- Sales: Secured multiple multi-million dollar/multi-year contracts for mid and large Academic Medical Centers (AMC) and Health Systems
- Secured a $4.8 million multi-service/multi-year expansion of study start-up services with a top research AMC in 2021
- Instrumental in continued record revenue growth for the division
- Building Partnerships: New relationships with oncology networks to provide study start-up services and assist in managing clinical trials with multiple sites utilizing Velos CTMS
- New partnerships with major academic medical centers led to higher-than-projected revenue growth in the territory
- Client Relationship Management: Establish a regular cadence of touch points within organizations to ensure open lines of communication and knowledge of upcoming opportunities
- Continuously update the records within Salesforce (CRM platform) to ensure accurate reporting and forecasting of pipeline/revenue
Director, Business Development
Cardinal Health Regulatory Sciences
08.2016 - 10.2019
- Strategic Planning: Develop and maintain in-depth knowledge of the territory, and present capabilities in an expert and consultative manner to develop new lines of business
- Created a strategic sales plan that focused on my primary territory within the US in the Midwest and Southeast and for global accounts located in APAC
- Business Development: Delivered $50M+ in proposals and $27M+ sales in 3 years
- Drive the best positioning/presentation/proposal and ultimately sales capture for clients
- Served as an advisor at ATDC (Georgia Tech) and TMCx (Texas Medical Center Innovation Institute) for medical device Startups in their accelerator/incubator/annual MedTech/Digital Health cohorts
- Sales: Secured multiple multi-million dollar/multi-year contracts for mid and large pharma clients
- Sales Representative of the Year - 116% of $10M Revenue Goal (127% of Sales Goal) - (FY 2018), Sales Leader (FY 2019)
- 3rd Party Partnerships: Contract Research Organization with little or no regulatory consulting bandwidth and In-House account clients, selling advantages, and those of selected partners
- Client Relationship Management: Established productive, interactive relationships with the medical, clinical, and scientific community; increased visibility within the industry and targeted client base
- Create, maintain, and assist where needed in the development of preferred provider programs with targeted CROs and Biopharmaceutical companies
- An increase in long-term partnerships and a focus on the alignment of cross-functional teams to address customer needs led to growth in territory
- Utilization of platforms such as Salesforce (CRM platform), Sales Navigator, Zymewire, and Global Data used in gathering business intelligence
Director, Business Development
Vince & Associates Clinical Research
11.2007 - 08.2016
- Strategic Planning: Helped develop the company’s strategy migrating from a late-phase clinical research site to become a leading provider of specialized Early Clinical Research with an annual revenue of approximately $50M
- Influenced the company’s technical and business strategy for corporate growth, including developing new lines of business
- From 2007-2016 Company grew from 35 to over 200 employees with the success of the transition to a CPU
- Business Development: Aided team to exceed sales and proposals goals for clinical pharmacology sales with 15-20% annual growth, with high margin studies (40%) in specialty offerings
- Utilization of platforms such as Salesforce (CRM platform), Sales Navigator, Zymewire, and Global Data used in gathering business intelligence
- Sales: Secured multiple multi-million-dollar FSP partnerships with Pharma, Biotech, and CRO clients
- 3rd Party Partnerships: Instrumental in establishing preferred provider agreements with corporate leadership of those organizations to perform clinical pharmacology studies
- Consultative Services: Helped create and maintain successful strategic alliances with appropriate consulting groups to support growth initiatives
- Marketing: Created a top-branded franchise
- Designed core marketing materials to introduce a new company to the marketplace, including branding, commercial taglines, website integration, social media launches, trade shows and conferences, sales materials, etc
- Implemented targeted strategic marketing programs, directing all outside contract marketing activities and budget
- Achieved successful marketing of Human Abuse Liability clinical pharmacology offerings from zero presence to top provider in the country
- Market Positioning: Raised profile with partnering (via contract awards) with National Institute of Drug Abuse (NIDA), National Institutes of Health (NIH), Department of Defense (DoD), and the Food & Drug Administration (FDA) to work on various therapeutic areas associated with CNS, Drug/Opioid Abuse, and vaccines
Founder/General Manager
Kickball KC
01.2009 - 03.2014
- Leadership, management, training, and development of 12 part-time staff/team members
- Drive quality product delivery/high customer service standards for 1400 registered participants
- Liaise with multiple city government entities to ensure compliance with all city ordinances and guidelines
- 400% growth (members and revenue) over 5 years of running the organization
Education Team Coordinator
UMKC, School of Medicine
08.2006 - 10.2007
- Education team coordinators assist medical students with academic scheduling and degree requirements
- They connect students with services and resources, act as student advocates, and can serve as a liaison between the student and faculty members or docents
- Provided individual academic and personal counseling for assigned Medical School students
- Coordinated placement of medical students for rotations in affiliate hospitals
- Advocated for student needs with various councils, administration and faculty
- Utilized and integrated third-party software including PeopleSoft, Oasis, FileMaker Pro, and Blackboard
- Monitored the maintenance and updating of assigned students’ records including transcripts, test scores, disciplinary actions, and related materials in coordination with UMKC Registration and Records, School of Medicine Evaluation, and Curriculum Council
- Maintain a current understanding of Medical Education practices and methodologies
- Liaised with multiple councils to resolve student conduct, grievance, and policy issues
- Implemented support services through counseling, advising, testing, career services, disability services, and orientations
- Conducted seminars, training programs, and student development workshops oriented toward specific programs and student concerns
Education
M.A. - Educational Administration
University of Missouri-Kansas City
01.2001
B.S. - Speech Communications, Public Relations & Journalism
Wayne State College
01.1999
Skills
- New Logo Acquisition
- Team Building & Coaching
- Market Research
- Partnership Development
- Contract Negotiation
- Networking
- Consultative Services
- Relationship Management
- Strategic Planning
- Team leadership & development
- Client relationships
- Problem-solving
Websites
Board Volunteer Experience
- Advisor, Texas Medical Center Innovation Institute (TMCx), 06/01/17, 11/30/19
- Advisor, Advanced Technology Development Center (ATDC) at Georgia Tech University, 06/01/17, 11/30/19
- Board Member, BioKansas, 09/01/16, 10/31/19
- Man & Woman of the Year, Nomination Committee Member, The Leukemia & Lymphoma Society, 06/01/08, 04/30/16
- Party Arty Chair/Programming Chair, The Nelson-Atkins Museum of Art - Young Friends of Art, 03/01/08, 03/31/12
- Treasurer/Counselor, Camp Quality of Greater Kansas City, 01/01/02, 12/31/05
- Grand Province Advisor, Tau Kappa Epsilon Fraternity, 01/01/02, 12/31/05
- Volunteer/Mentor (Big), Big Brothers Big Sisters of Greater Kansas City, 04/01/00, Present
Timeline
Director, Clinical Trial Management Solutions
WEP Clinical
04.2024 - 12.2024
Director, Business Development
Allucent
06.2022 - 11.2023
Director, Business Development
WCG Clinical
02.2021 - 05.2022
Consultant, Business Advisor
C3 Consulting
11.2019 - Current
Director, Business Development
Cardinal Health Regulatory Sciences
08.2016 - 10.2019
Founder/General Manager
Kickball KC
01.2009 - 03.2014
Director, Business Development
Vince & Associates Clinical Research
11.2007 - 08.2016
Education Team Coordinator
UMKC, School of Medicine
08.2006 - 10.2007
B.S. - Speech Communications, Public Relations & Journalism
Wayne State College
M.A. - Educational Administration
University of Missouri-Kansas City
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