Services
Business & Commercial
Business Development Consultancy and Experience
I support, advise, and guide clients to develop their strategy and go-to-market modelling, as well as develop tactical plans to ensure sustainable future growth.
With experience working as a trusted executive level advisor to Tier I, Tier II and Tier III IVD companies seeking to build upon next generation technology adoption, and global market diffusion via CDMO/OEM partnerships.
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I previously enabled a Global IVD company to manufacture and distribute its clinical chemistry analyser system fluids in China and wider Asia-Pacific region, avoiding unnecessary supply chain costs from the USA and Europe. Result – a multi-million $ investment and a seven-year contract with the B2B partner.
During the 2020 CV19 Pandemic -
I led a consortium of Life Science businesses, healthcare companies, and academic institutions to develop a high through-put serology solution from concept to commercial execution within six months. Result - Product had regulatory approval to be used solely within the UK to support population exposure diagnosis to the virus and assist UK epidemiological studies of infection immunity.
Managed a global multifaceted project management team (from operationalisation to commercialisation), enabling IgG/IgM and Total Antibody ELISA technologies transfer from a Chinese diagnostic company into USA and EMEA healthcare markets.
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IVD near patient testing sector
I have a strong record of securing contractual B2D/C partnerships to support growth initiatives and provision of equitable healthcare diagnostics. Enabling point-of-care vitamin D testing in remote communities in the Middle East, facilitating a partnership providing a mobile laboratory solution and integrated IT informatics structure.
Complex Sales / Deal Coaching
I support sales teams and leaders to analyse and coach: “Are we winning or are we losing?” during their Opportunity Management/sales funnel reviews. Especially on the more complex, big-ticket deals. I have a tried and tested system to coach sales teams to be focussing on the right deals and ensure they are closing consistently and effectively. This enables the development of a ‘Trusted Advisor’ confidence within the seller/buyer partnership.
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I am experienced in Lominger Competencies, Insights®, Complex Sales, and working as a Skills Development Provider (competency frameworks, behaviour models, negotiation skills, strategic and consultative selling).
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As a former GM and Global Commercial Leader, I can help you design, scope, and then support the roll out and execution of mentoring programmes, competency learning and development for teams, key strategic hires, and leaders. This includes direct support or by leveraging my close network of HR and commercial skills partners to deliver the required solutions.
Value-Based Marketing / Portfolio Segmentation
From commercial strategy planning, development of business models, portfolio segmentation, and value proposition design – I support SMEs /startups with business marketing support or interim leadership guidance.
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With experiences developed and learned over many years working with world-renowned medical technology companies and L&D from Management Centre Europe, I can now ‘on board’ as an interim Chief Business Officer, Commercial Director, or even a part-time Non-Executive Board Advisor, to help a company propel their marketing strategy as well as the overall company’s vision.
