Steven Hepburn is an innovative and versatile executive with extensive business development experience within highly com...
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TEVEN W. HEPBURN
LIFE SCIENCE BUSINESS DEVELOPMENT EXECUTIVE
Innovative and versatile executive with extensive business development experience within highly competitive markets. Analytical strategist skilled in successfully implementing processes that enhance organizational initiatives and deliver significant returns. Collaborative communicator focused on building relationships, promoting synergy and providing leading sales development. Proven track record of leading complex projects from inception to completion. Areas of Expertise include: Strategic Planning & Forecasting New Business Growth Sales Planning & Marketing
Biopharmaceutical Development Relationship Building Staff Training & Leadership
Revenue & Profit Growth Project Administration Personalized Medicine & CDx
E XPERIENCE & N OTABLE C ONTRIBUTIONS CANCER GENETICS INC. Rutherford, NJ May-November 2015 EXECUTIVE VICE PRESIDENT, MARKET DEVELOPMENT – BIOPHARMA SERVICES
Drove the Biopharma Services business unit to develop new business opportunities and execute strategic objectives. Crafted comprehensive marketing strategies and service presentations to improve corporate branding and awareness. Steered the hiring, training and performance evaluation of the sales team with strict adherence to corporate standards. CONTRIBUTIONS & PROCESS DEVELOPMENT: Launched aggressive sales and marketing strategies that produced significant growth. Leveraged multi-level platforms including advertisements, webinars and trade shows to expand market position.
TRANSGENOMIC INC. Omaha, NE 2008 to 2015 EXECUTIVE DIRECTOR, BUSINESS DEVELOPMENT – BIOMARKER SERVICES (2013 – 2015)
Supervised the operations and advancement of the Biomarker Services business unit with a focus on strategic global partnerships and companion diagnostics. Conceptualized marketing strategies and materials that boosted company market positions. Guided the sales team to generate new business opportunities with consistent motivation and management. KEY ACCOMPLISHMENTS: Pushed the introduction and go-to-market materials and strategy of the Multiplexed ICE COLD-PCR.
Delivered the largest Pharma deal in company history worth $2.5M. Cultivated new partnerships with multiple major biotechnical companies. EXECUTIVE DIRECTOR, BUSINESS DEVELOPMENT – PHARMACOGENOMIC SERVICES (2008 – 2013)
Established the Pharmacogenomic Services Division to provide comprehensive mutation detection and biomarker services throughout the pharmaceutical, biotech and research industries. Combined consultative and proactive sales programs to discover and acquire high-level sales opportunities and partnerships. KEY ACCOMPLISHMENTS: Identified key areas of opportunities for growth and strategic partnerships through analysis of critical market
conditions and potential clinical sponsors. Cultivated productive client relationships with an emphasis on communication to increase satisfaction and retention.
PPD, INC. Highland Heights, KY 2006 to 2008 DIRECTOR, BUSINESS DEVELOPMENT
Directed the new business development and acquisition processes with a focus on growing clinical sponsors through innovative sales strategies that combined consultative and outreaching sales initiatives. Created new processes that streamlined Global BD programs and increased broad functionality. Designed and developed marketing materials. KEY ACCOMPLISHMENTS:
Optimized organizational resources and aggressive marketing strategies to solidify PPD as the leading provider for outsourced laboratory work.
Lake Villa, IL 60046
847.505.6454
[email protected]
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TEVEN W. HEPBURN
LIFE SCIENCE BUSINESS DEVELOPMENT EXECUTIVE
Improved revenue streams with $43.2M of new authorizations with 21 client additions to surpass 2007 sales targets by over 288%. Distinguished as a leading closer with 38% of proposals achieving new business returns. Recognized for exemplary contributions in 2007 as the top Global Sales Rep and earned Chairman’s Club, Annual President’s Club, Global MVP for Laboratory/Phase I services and Global Most Improved awards.
OMNICARE CLINICAL RESEARCH King of Prussia, PA 2004 to 2006 SENIOR ACCOUNT DIRECTOR, BUSINESS DEVELOPMENT
Administered customer-centric sales strategies to increase company sales capabilities and expand market share. Trained associates on sales best practices and reviewed performances with an emphasis on gaining sales returns. KEY ACCOMPLISHMENTS:
Identified and secured over $50M of new business opportunities in 2005. Analyzed data and key performance indicators to classify and recognize areas of business growth.
VIVOMETRICS Ventura, CA 2002 to 2004 SENIOR DIRECTOR, BUSINESS DEVELOPMENT
Built sales strategies that consistently delivered returns that exceeded sales objects and grew the corporate presence. Prepared and executed sales bookings, revenue reports, client proposals and favorable business contracts. KEY ACCOMPLISHMENTS:
Delivered 34% of new business growth with a focus on major domestic and Japanese pharmaceutical accounts. Proficient in cultivating relationships with elite clients through executive communication and strategies.
QUINTILES, INC. Durham, NC 1999 to 2002 DIRECTOR, GLOBAL CUSTOMER RELATIONSHIP MANAGEMENT (2001 – 2002)
Grew customer satisfaction, retention and business opportunities by strengthening relationships with senior-level decision makers across established accounts. Motivated associates to push sales performances and obtain sales goals. KEY ACCOMPLISHMENT:
Earned Sales Leader Status for Q3 in 2011 with $11.7M in sales as part of $21.1M in total annual sales in 2011.
ACCOUNT DIRECTOR, QUINTILES AMERICA – CLINICAL DEVELOPMENT SERVICES (2000 – 2001)
Initiated business growth areas for Quintiles America therapeutic services. Integrated a team-oriented sales approach to improve functioning and presentation success. KEY ACCOMPLISHMENT:
Provided $4.1M in sales to earn National Sales Leader for the month of January.
DIRECTOR, BUSINESS DEVELOPMENT – QUINTILES CNS THERAPEUTICS (1999 – 2000)
Organized and executed the sales strategies and revenue development programs across all CNS business accounts. Additional Experience Includes: INC RESEARCH , SENIOR DIRECTOR - BUSINESS DEVELOPMENT , LAJOLLA, CA AFFILIATED RESEARCH CENTERS , DIRECTOR - GASTROENTEROLOGY , GURNEE, IL PHARMAKINETICS LABORATORIES , ACTING VICE PRESIDENT – BUSINESS DEVELOPMENT , BALTIMORE , MD HARRIS LABORATORIES, BUSINESS DEVELOPMENT EXECUTIVE , LINCOLN, NE WAMPOLE LABORATORIES, DIAGNOSTIC SALES REPRESENTATIVE , CRANBERRY , NJ
Lake Villa, IL 60046
847.505.6454
[email protected]
1998 – 1999 1997 – 1998 1993 – 1997 1991 – 1993 1985 – 1991
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TEVEN W. HEPBURN
LIFE SCIENCE BUSINESS DEVELOPMENT EXECUTIVE
E DUCATION & P ROFESSIONAL D EVELOPMENT BACHELOR OF SCIENCE, BIOLOGY | PURDUE UNIVERSITY | West Lafayette, IN MEDICAL TECHNOLOGIST | ST. MARGARET HOSPITAL SCHOOL OF MEDICAL TECHNOLOGY | Hammond, IN
American Society for Clinical Pathology and National Credentialing Agency Certified Training Courses: Total Quality Management Training Basic Training Course: Drug Development Account Development Strategy Professional Selling Skills III
Lake Villa, IL 60046
847.505.6454
[email protected]
