COMPANY
Our client, a biopharmaceutical company applying its discoveries in human genetics to the development of drugs and diagnostics for common diseases, is a global leader in gene discovery. The Company leverages its expertise in human genetics and integrated drug discovery and development capabilities to offer innovative products and services in DNA-based diagnostics, bioinformatics, genotyping, structural biology, drug discovery and clinical development. Building on their widely-confirmed discoveries in type 2 diabetes, the Company is advancing the application of its genetic discoveries to the development of DNA-based diagnostic tests for common diseases. Expanding upon its path breaking discoveries, the Company intends to turn their gene discovery capabilities into major commercial opportunities in reference lab services and diagnostic kits in several disease areas such as diabetes, cardiovascular disease, and cancer. The Company will operate a CLIA-certified facility, and on its own and with its partner companies, develop and market diagnostic kits for several common diseases.

ENVIRONMENT
The Company’s modern facilities include state-of-the-art research, development, testing, production, customer support and sales & marketing operations. The culture is open, team oriented and highly focused on applying its discoveries in human genetics to the development of drugs and diagnostics for common diseases. Candidates must be comfortable with the demands of driving a small company’s growth and be compatible with an entrepreneurial environment that requires a hands-on-approach.

REPORTING
The Vice President of Sales & Marketing will report to the Chief Scientific Officer/Senior VP of Corporate Development.

REPORTS
The Vice President of Sales & Marketing will expand and resource staff based on the business’ growth.

EDUCATION
An undergraduate degree is required. An MBA will be looked upon favorably.

PERSONAL
A highly credible, high impact individual with impeccable integrity and professional discipline is essential. The successful candidate will be an independent minded, analytical thinker, with a fact based decision making style capable of persuading and building consensus. Candidates must possess strong organizational leadership, motivational, presentation and communication skills. The ability to effect and implement change in the present while developing and building for the future is critical. The successful candidate will have an affinity for technology both as a user and for product applications. They must have a strong desire to grow themselves and an organization. The person selected will have the ability to initiate and follow projects to completion, the flexibility to work well with others and the capability of commanding the respect of MDs, scientists, and the company’s R&D personnel.

RESPONSIBILITIES
The Vice President of Sales & Marketing will be responsible for development and execution of Sales & Marketing Strategies and Plans to facilitate the launch and ramp-up of sales of the Company’s diagnostic genetic testing services. This will include reviewing and rationalizing current efforts, developing the processes and infrastructure to build and grow related functional areas, and allocating the resources to support the company’s expansion appropriate for each stage of growth.

Develop and execute Marketing Strategies and Plans

• Develop strategies and plans for market development: awareness development, promotions, sales programs, physician education programs and communications, public relations, pricing, etc…
• Update strategic marketing plan annually and continually challenge the plan, ensuring short-term operating decisions are aligned to long-term objectives. Establish and manage appropriate metrics by markets and channels to ensure on course progression.
• Establish systems for collecting and utilizing market intelligence from the company’s “missionary” sales efforts.
• Drive cross-functional activities that are key to sales and marketing efforts.
  • Clinical support, studies and registries
  • New product development
  • Project/Sales support
  • Customized Product Solutions

Participate in the overall company Strategic planning process & New Business Development activities

Develop and execute Sales Strategies and Plans

• Provide input to the selection and development of new diagnostic products. Effectively articulate product clinical application and benefits to professional groups to drive adoption and increase usage.
• Develop and implement “educational” strategies to inform physicians about availability of homebrew diagnostic tests and their potential clinical indications. These may include booths at large scientific and educational physician conferences and presentations at clinical and laboratory sites.
• Develop detailed product introduction strategies, including product positioning, technical & clinical arguments, competitive attack, and clinical studies necessary to validate performance.
• Devise marketing strategies for eventual FDA-approved kits.
• Devise web-based strategies to educate physicians and patients.
• Establish processes, metrics, management systems and compensation programs to effectively drive and measure sales activities.
• Coordinate the delivery of samples and tracking of payments for services.
• Establish and implement strategies for effectively managing partnership and alliance sales activities.

REQUIREMENTS
Candidates should posses the following experience, abilities and attributes:

• 15 + years of increasing responsibility in IVD sales & marketing with strong experience in marketing ASRs and Homebrew test and knowledge of molecular diagnostics.
• Significant experience in POL Sales & Marketing with in-depth knowledge of CLIA regulations and compliance issues.
• Experience in varying business environments including small/mid-size companies, preferably with prior development stage experience.
• Background in Cardiology, Oncology or direct to consumer diagnostic testing is a plus, as is experience marketing to the head of clinical laboratories.
• They must be able to understand the clinical application of Products and have the skills to develop and articulate the technical and business argument to expand and defend market share.
• Strong contacts in the POL professional communities. Should be experienced in cultivating relationships with and gaining the endorsements of Key Thought Leaders, Medical Advisory Groups and Industry Associations.
• Strong contacts in Healthcare and Hospital group purchasing organizations.

DESIRED QUALITIES & DELIVERABLES
The Company is seeking an executive with the experience, business acumen, drive and entrepreneurial spirit to lead their transition to a marketing driven organization.

• The ideal candidate will be a well- organized, creative, strategic thinker equally capable of tactical execution and driving results.
• The candidate selected will be an effective and persuasive communicator able to articulate unique ideas and perspectives
• The successful candidate will have the presence and integrity to command respect and the confidence and energy to be an effective change agent.
• The Company desires a leader with strong interpersonal and people management skills that engenders high expectations and performance.
• The Company is seeking an individual who can be an effective ambassador to the industry and someone able to establish the rapport and respect necessary for building strong relationships with key industry leaders and practitioners to influence product utilization and enhance market development.
• Candidate must be able to identify business and market opportunities and be capable of fostering strategic alliances and agreements with key industry organizations and thought leaders.
  

COMPENSATION
The complete package will include a competitive base salary and incentives that include performance bonuses, stock options, an attractive benefits program and relocation.

CONTACT
Glines Associates
Mr. Larry Glines
39 South LaSalle Street, Suite 714
Chicago, IL 60603
312.580.0646
search@glinesassociates.com
www.glinesassociates.com