Thomas J. Costello
Business Development
Ft. Pierce,FL
Summary
Dynamic leader with a strong background in strategic business development and cross-functional team management. Expertise in negotiating favorable contract terms and executing growth strategies that drive market presence and revenue enhancement in the medical device and pharmaceutical industries.
Overview
29
29
years of professional experience
Work History
Business Development Manager
Sanner Gilero
Durham
04.2025 - Current
- Developed strategic partnerships with key industry stakeholders, resulting in enhanced business opportunities.
- Generated leads and capitalized on valuable business opportunities, contributing to new company revenue.
- Developed and implemented strategies to increase sales and market share.
- Managed client relationships to ensure satisfaction and foster long-term collaboration.
- Led negotiations to secure favorable contract terms with new and existing clients.
- Conducted market analysis to identify emerging trends and potential growth areas, informing strategic decisions.
- Collaborated with cross-functional teams to align business objectives and operational plans.
- Coordinated marketing initiatives to promote services and attract new clients.
- Presented product offerings to clients, effectively communicating value propositions.
- Identified new customers through pipelining, pre-qualification and territory analysis and management.
- Researched target markets to understand the needs of current and potential customers.
Strategic Business Development Manager / Project Manager
Air Liquide Healthcare / Scott Medical Products
04.2013 - Current
- Identified, developed, and managed strategic business development strategies for SMP's CDMO offerings.
- Key areas of responsibility include growth strategies: (1) identification and vetting of potential new technologies; (2) identification and evaluation of potential acquisitions and the creation of a supporting business plan including market modeling, P&L, NPV / DCF valuation, regulatory, IP strategy and VOC input; (3) execution of clinical development projects essential for the company's mid to long-term growth; (4) Participation with OEM partners in FDA pre-IND meetings, medical device (510k, PMA) and drug development (CMC, 505 (b)(2), 505 (b)(1)) strategies to meet FDA requirements.
- Cross functional responsibility and contractual management for driving creation of drug master files and device master files to support phase clinical trials and preparations for commercialization post-NDA / FDA clearance.
- Managed 6 new drug development projects across US, China, and Taiwan, establishing company's first DMF for an API in China.
- Identified and developed business plans for 2 acquisitions and 2 strategic investment opportunities for Air Liquide's venture capital business, ALIAD.
- Identification and management of 3 global strategic developments for next gen and generic ultrasound contrast agent APIs.
- Secured Health Canada drug approval for inhaled nitric oxide treatment for infant hypoxia and acute pulmonary arterial hypertension.
- Developed and managed a project with a major university for innovative inhaled lung function imaging for lung volume reduction surgery, Asthma, COPD and other interstitial lung diseases (ILDs).
Director, Business Development
Picocyl / Altaviz
Golden
04.2021 - 04.2025
- Managed entire sales and marketing cycle, including prospecting, lead generation, qualifying prospects, presenting solutions, negotiating terms, and closing deals to drive revenue growth.
- Led cross-functional teams to identify new business opportunities and drive growth initiatives.
- Developed strategic partnerships that increased market penetration and elevated brand visibility.
- Established relationships with key stakeholders to enhance collaboration and align with business objectives.
- Coordinated outreach efforts to engage potential clients and expand the customer base.
- Oversaw contract negotiations to ensure favorable terms for business agreements.
- Implemented training programs for staff on effective sales techniques and relationship management.
- Managed budgets to align resources with strategic business development goals.
- Analyzed market trends to inform product development and positioning strategies.
Global Marketing Manager
Svelte Medical Systems
New Providence
08.2010 - 08.2012
- Scope of responsibilities included strategic and tactical global responsibility for developing, managing and implementing upstream and downstream marketing functions.
- Successfully developed VOC channel by establishing a MAB with thought leading interventional cardiologists in Europe (CH, Germany, France, Czech Republic, Belgium, The Netherlands) and Brazil.
- Utilized interventional cardiology MAB VOC to establish and demonstrate novel technique for delivery coronary stent through diagnostic catheters.
- Created VOC marketing input channel through cath lab ethnography, surveys, MABs and one-on-one meetings. VOC activities were primarily focused on current and future techniques / technologies for treating coronary lesions and the customer requirements for the gen-2 product.
- Implemented and developed distribution support mechanisms for commercialization in the EU, Brazil and Russia including submissions to satisfy country / regional requirements for commercialization of Svelte's coronary stent system (FDA class III).
- Formulated and executed global launch plan for gen-2 product including LMR, FMR and transition strategy from legacy product.
- Developed and implemented clinical registries and direct stent case series designed to support the value proposition of "reduce procedure time, reduce radiation, reduce cost" to drive sales, adoption and utilization of Svelte's coronary stent system.
Director of Global Marketing
IDEV Technologies
Webster
05.2009 - 08.2010
- Full leadership responsibility for the global planning and execution of marketing strategies for innovative peripheral vascular stent (FDA class III) technology.
- Steered global launch of 2nd generation product from concept / strategy development through launch and commercialization.
- Primary strategic initiatives included: (1) development and global launch for gen 2 product (FDA class III); (2) geographical assessment and price strategy data modeling via CMS, IMS, CBSA and field-input sources; (3) execution and promotion of PMA IDE study to obtain FDA clearance for peripheral vascular indication in the US.
- Exceeded US revenue goals despite lack of FDA clearance for vascular use, navigating 99% off-label usage of product.
- Executed "focal force" promotion strategy for specialty cutting balloon (FDA class III) targeting heavily calcified lesions, enhancing market awareness.
- Developed and launched performance center program, identifying sites, conducting VOC activities, and analyzing resource allocation to optimize limited resources.
- Start-up organization developed innovative woven peripheral vascular stent technology for use in peripheral vascular indications. VC funded with approximately 100 employees.
- Significant change in end game strategy resulted in departure. Opted for severance package and stock options.
Global Marketing Manager, Cardiac Assist
Datascope Corporation
Fairfield
06.2008 - 12.2008
- Managed 4 direct reports to grow Cardiac Assist (CA) business through prophylactic use indication, expand endoscopic vessel harvesting business, and establish value proposition for access management products.
- Accountable for full range of CA business, including planning, P&L, NPD and portfolio management.
- Developed and implemented marketing strategies for CA business in collaboration with global marketing teams, enhancing market presence and product awareness.
- Constructed promotional and educational program that increased utilization of counterpulsation therapy, improving patient outcomes and product adoption.
- Specialized in counterpulsation technology by alleviating the workload on the heart in times of cardiovascular intervention or complication. Approximately $300 million in revenue and 1,000 employees for Cardiac Assist business.
- Instrumental senior team member that successfully transitioned the EVH product line that was acquired by the Sorin Group.
- Getinge (Maquet) acquisition resulted in departure.
Director of Marketing, WW
Power Medical Interventions
Langhorne
10.2004 - 10.2007
- Leveraged proprietary technology to develop and market innovative stapling / anastomosis products (FDA class III) to the global markets.
- Orchestrated launch of 5 new products into domestic and global markets from conception through market release and post-market support, driving future revenue growth.
- Developed and executed strategic marketing plan in collaboration with US VP of Sales, European VP of Sales, and country directors in Germany and France to support promotional activities.
- Range of primary responsibilities included: (1) VOC marketing specification generation; (2) design control process execution; (3) P&L, forecasting and revenue goal setting; (4) messaging and branding; (5) clinical and publication strategy.
- Start-up organization that ultimately went public and was acquired by Covidien. Developed and produced proprietary computer powered surgical stapling products (FDA class III) including capital products (computer console) and disposable products (staplers) for transecting and anastomosing tissue.
- Established and supported subsidiaries in Japan, Germany, and France to market and sell PMI products in key global markets.
- Navigated company funding challenges leading to strategic changes.
Corporate Business Manager
Philips Medical Systems
Andover
01.2004 - 12.2004
- Led market and business development for corporate automatic external defibrillator (AED) programs, addressing sudden cardiac arrest (SCA) in global facilities.
- Secured and managed implementation of corporate programs for Abbott Labs, American Express, J&J, Computer Associates, and Merck & Co. on a worldwide scale.
- Developed and manufactured automatic external defibrillators (AEDs), ALS defibrillators, and patient monitors, resulting in acquisition by Philips from Agilent Technologies.
Business Development Manager
Agilent Technologies, Philips Medical Systems
01.2001 - 12.2004
- Promoted and managed market development of Automatic External Defibrillator (AED) early intervention programs, enhancing awareness and accessibility.
- Managed promotion and message delivery across non-traditional medical device verticals, including hospitals, physicians' offices, corporations, airlines, and venues with high foot traffic, expanding market reach.
- Secured exclusive endorsement from a key partner in the Health and Fitness Industry, strengthening market position and credibility.
- Inducted into Achievers Club, for extraordinary performance; company recognized as Market Share Leader by Frost and Sullivan.
District Manager
Hewlett Packard Heartstream, Agilent Technologies
01.1997 - 12.1999
- Established and managed performance of distribution network across six-state mid-Atlantic region.
- Built #1 distributor network that generated an average over $8 million in revenue over four years.
- Consistently exceeded quotas and garnered several awards and milestones; #1 territory and Achievers Club (145% of quota) 2001; 203% of quota, 2000; Achievers Club and Region of the Year, 2000; and 3rd ranked territory for sales revenue, nationwide.
- Recruited to return and build territory in vertical markets after one year with WebMD.
Education
Masters of Business Administration -
Villanova University
Villanova, PABachelor of Arts - Biology
Lafayette College
Easton, PASkills
- Business development
- Lead generation
- Sales negotiation
- Proposal drafting
- Client relationship management
- Market analysis
- Strategic partnerships
Languages
Basic German
Professional Development
- Xerox Corporate Training
- Tom Hopkins Boot Camp Sales Training
- Miller Heiman Strategic Negotiations
- Hewlett Packard Strategic Negotiations courses
- Villanova International Strategies Courses
Languages
German
Elementary
Timeline
Business Development Manager
Sanner Gilero
04.2025 - Current
Director, Business Development
Picocyl / Altaviz
04.2021 - 04.2025
Strategic Business Development Manager / Project Manager
Air Liquide Healthcare / Scott Medical Products
04.2013 - Current
Global Marketing Manager
Svelte Medical Systems
08.2010 - 08.2012
Director of Global Marketing
IDEV Technologies
05.2009 - 08.2010
Global Marketing Manager, Cardiac Assist
Datascope Corporation
06.2008 - 12.2008
Director of Marketing, WW
Power Medical Interventions
10.2004 - 10.2007
Corporate Business Manager
Philips Medical Systems
01.2004 - 12.2004
Business Development Manager
Agilent Technologies, Philips Medical Systems
01.2001 - 12.2004
District Manager
Hewlett Packard Heartstream, Agilent Technologies
01.1997 - 12.1999
Masters of Business Administration -
Villanova University
Bachelor of Arts - Biology
Lafayette College