Senior sales management / marketing executive with measurable success improving revenue and bottom line results.
Anthony J. Santicerma
VP Global Business Development
Executive Profile
Senior sales management / marketing executive with measurable success improving revenue and bottom line results for Johnson & Johnson, Clinical Research Organizations (CROs), Quest Diagnostics, ReSearch Pharmaceutical Services as well as rapidly expanding emerging businesses and start-up companies.
Identifies new business opportunities and implements the strategies necessary to capitalize on those opportunities.
Known for exceptional leadership, strategic planning and communication skills, training and mentoring high performance business development teams.
Career Portfolio Highlights
Investment planning with functional team leaders to identify future investments that lead to better decision making as part of the yearly strategic planning process.
Designed a revenue generation matrix that became an integral part of a long-term strategic alliance contract between a large Pharma company and a service provider.
Developed a budget for a revitalized service offering and managed expenses for sales and marketing activities that lead to double digit growth in the first year.
Created new marketing platforms that lead to the launch of new technical service offerings providing focus and direction for sales teams.
Published articles in Applied Clinical Trials that described changes expected in the future of clinical diagnostics and how to optimize the use of performance metrics.
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Identifies new business opportunities and implements the strategies necessary to capitalize on those opportunities.
Anthony J. Santicerma
VP Global Business Development
Proficiencies
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Developed a budget for a revitalized service offering and managed expenses for sales and marketing activities that lead to double digit growth in the first year.
Developed a budget for a revitalized service offering and managed expenses for sales and marketing activities that lead to double digit growth in the first year.
Developed a global marketing budget and provided oversight of multiple contractors to successfully execute a comprehensive marketing program to support international sales teams.
Investment planning with functional team leaders to identify future investments that lead to better decision making as part of the yearly strategic planning process.
Analyzed growth trends and emerging opportunities in the CRO / Central Labs Market to guide investment decisions and develop long-term strategic plans.
Created new marketing platforms that lead to the launch of new technical service offerings providing focus and direction for sales teams.
Re-branded a failing service line by developing and implementing an integrated sales and marketing plan resulting in the achievement of double digit growth for analytical and product development services.
Published articles in Applied Clinical Trials that described changes expected in the future of clinical diagnostics and how to optimize the use of performance metrics.
Implemented an ongoing customer satisfaction survey program that identified business opportunities that lead to operational improvements.
Designed a revenue generation matrix that became an integral part of a long-term strategic alliance contract between a large Pharma company and a service provider.
Introduced a new initiative (TDI) to senior leadership that provided a unique service to customers and worked with operational teams to implement improvements.
Delivered presentations at IIR conferences on lessons learned through a long-term strategic partnership between a Pharma company and a service provider and collaborated with industry professionals seeking a similar model.
Planned future agendas and implemented new conference workshops and seminar tracks as a member of the IIR Partnering with Central Laboratories Advisory Board.
Demonstrated ways to effectively deliver general capabilities and project specific presentations to customers that resulted in an improvement in the quality and impact of business presentations.
Launched and marketed new service offerings in Anatomic Pathology & Biomarker Testing for a leading Clinical Trials Central Laboratory resulting in unique market differentiating capabilities.
Hired and motivated sales teams to increase revenue from top priority accounts by implementing global account development strategies.
Directed internal department leaders in Finance, Legal, and Operations on ways to effectively support sales efforts resulting in the effective implementation of business development plans.
Provided leadership and strategic direction to sales and functional business leaders during the development and preparation of internal and external presentations leading to more impactful communications resulting in consistent business growth.
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Developed a sound business plan, stays on course during storms with incredible results.
Anthony J. Santicerma
VP Global Business Development
Performance Results
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Directed internal department leaders in Finance, Legal, and Operations on ways to effectively support sales efforts.
Anthony J. Santicerma
VP Global Business Development
Career Experience
ReSearch Pharmaceutical Services, Inc.
Fort Washington, Pennsylvania (2009 - Present)
Executive Director - Analytical and Product Development
Responsible for marketing, sales and revenue growth of the Analytical and Product Development Business Unit. Develop and implement Sales & Marketing Strategic Plan designed to increase market share, revenue and operating margin. Member of Operating Committee overseeing a strategic alliance between Johnson & Johnson Consumer Companies and Research Pharmaceutical Services. Develop business opportunities in the cGMP marketplace that require CMC and laboratory support for marketed products. Establish RPS Analytical Laboratory Service offering in Shanghai, China.
Clinical Trials, Quest Diagnostics
Madison, New Jersey (2003 - 2009)
Director of Global Marketing
Member of: Quest Diagnostics Clinical Trials Senior Leadership Team; Marketing Leadership Council; Steering Committee overseeing the strategic alliance between GlaxoSmithKline and Quest Diagnostics. Liaise with Quest Diagnostics International to support Corporate Sales & Marketing activities focused on revenue and operating margin growth. Develop and implement Sales & Marketing Global Strategic Plan designed to increase market share, revenue and operating margin for Clinical Trials. Leadership responsibility for top strategic initiatives at Quest Diagnostics, i.e. launch Biomarker Initiative and Anatomic Pathology Initiative in the Clinical Trials division. Conduct market research, report "Voice of the Customer" feedback, analyze trends in the central laboratory industry and develop recommendations to address emerging opportunities. Provide leadership to the Clinical Trials global sales force with customer targeting, relationship development, activities at industry conventions, exhibitions and therapeutic / medical meetings.
Covance Inc.
Princeton, New Jersey (1997 - 2003)
Director, Sales Operations
Member of Covance Inc. Senior Leadership Team. Responsible for Total Unit Sales and Contract Negotiations at Covance Periapproval Services Inc. Hire, train and lead business development staff (Account Managers, Proposal Development Associates, Contract Administrators and Support Staff). Develop marketing materials to support business development activities. Conduct training programs and educational support for Business Development and Clinical Operations. Design and implement Sales Incentive Programs and Employee Recognition Awards.
Previous experience
Positions in business development and account management:
PPD-Pharmaco International Inc. - Wilmington, North Carolina.
Innovex, Inc. - Kansas City, Missouri.
Bio-Pharm Clinical Services, Blue Bell, Pennsylvania.
Excerpta Medica, Inc., - Belle Mead, New Jersey.
Ortho Pharmaceutical Corporation - Raritan, New Jersey.
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Known for exceptional leadership, strategic planning and communication skills, training and mentoring high performance business development teams.
Anthony J. Santicerma
VP Global Business Development
Contact Anthony
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