o connor april 4 2012

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Biomedical Commercial Leadership

Thomas E. O’Connor April 2012


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Purpose: Clarity of qualifications and capabilities Process: • Compile several personality profiles • Assess match for leadership and performance • Review experience highlights • Summarize differentiating factors Payoff: Solid results orientated candidate for

Biomedical Commercial Leadership Role

Overview


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I bring tried and tested plans of action for taking life sciences and/or medical device products & services to commercial viability. I have the ability to adapt well to a changing market environment, to be fiscally resourceful and optimizing results. I utilize proven go-to-market commercial strategy along with more than 25 years of know-how including team building, leadership, launch execution, accomplishing the desired results, overachieving performance, optimizing profits, reducing risk and improving shareholder value.

Thomas E O’Connor

Value Proposition


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I desire to responsibly, ethically and consistently grow shareholder value. I desire to dedicate my efforts to the advancement of healthcare & the quality of life. I specifically desire to be part of the movement to replace the current medical guesswork with precision & accuracy not currently attained. Thomas E O’Connor

Mission


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• American Management Association

– Communication Style – DISC Survey

• Predictive Index Survey • Major Strengths by Gallop • Experience • Differentiating Factors • Summary

Outline


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Direct & Reserved is a great fit for driving results in Life Science and Medical Device fields. Effective communication with Scientists, Oncologists, Urologists, Surgeons and Pathologists respond best to clarity and integrity.

American Management Association: Communication Style


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AMA Communication Style for Thomas O’Connor


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American Management Association Survey

Directing and influencing is a great profile for a team leader to achieve impressive results. This style is focused on change and constant improvement.


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Predictive Index Survey

MANAGEMENT STYLE: • Strongly focused on cohesion, communication, morale,

and team accomplishment • Achieves his goals through them and with them • At ease in delegating details and implementation plans • Comfortable delegating authority • Quick, friendly and broadly-focused when following-up

on delegated tasks • Eager to get details completed quickly, freeing up his

team to work on the next objective • Engaging and enthusiastic - confident in his ability to

persuade others towards his point-of-view • Flexible in working with different kinds of people


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Five Major Strengths (out of 34 themes): • Individualization • Competition • Activator • Strategic • Achiever

Gallop / Strengths Finder for: Thomas O’Connor


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#1: Individualization: Your Individualization theme leads you to be intrigued by the unique qualities of each person. You are impatient with generalizations or "types" because you don't want to obscure what is special and distinct about each person. Instead, you focus on the differences between individuals. You instinctively observe each person's style, each person's motivation, how each thinks, and how each builds relationships. You hear the one-of-a-kind stories in each person's life. This theme explains why you pick your friends just the right birthday gift, why you know that one person prefers praise in public and another detests it, and why you tailor your teaching style to accommodate one person's need to be shown and another's desire to "figure it out as I go." Because you are such a keen observer of other people's strengths, you can draw out the best in each person. This Individualization theme also helps you build productive teams. While some search around for the perfect team "structure" or "process," you know instinctively that the secret to great teams is casting by individual strengths so that everyone can do a lot of what they do well.



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#2: Competition: Competition is rooted in comparison. When you look at the world, you are instinctively aware of other people's performance. Their performance is the ultimate yardstick. No matter how hard you tried, no matter how worthy your intentions, if you reached your goal but did not outperform your peers, the achievement feels hollow. Like all competitors, you need other people. You need to compare. If you can compare, you can compete, and if you can compete, you can win. And when you win, there is no feeling quite like it. You like measurement because it facilitates comparisons. You like other competitors because they invigorate you. You like contests because they must produce a winner. You particularly like contests where you know you have the inside track to be the winner. Although you are gracious to your fellow competitors and even stoic in defeat, you don't compete for the fun of competing. You compete to win.



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#3: Activator: "When can we start?" This is a recurring question in your life. You are impatient for action. You may concede that analysis has its uses or that debate and discussion can occasionally yield some valuable insights, but deep down you know that only action is real. Only action can make things happen. Only action leads to performance. Once a decision is made, you cannot not act. Others may worry that "there are still some things we don't know," but this doesn't seem to slow you. If the decision has been made to go across town, you know that the fastest way to get there is to go stoplight to stoplight. You are not going to sit around waiting until all the lights have turned green. Besides, in your view, action and thinking are not opposites. In fact, guided by your Activator theme, you believe that action is the best device for learning. You make a decision, you take action, you look at the result, and you learn. This learning informs your next action and your next. How can you grow if you have nothing to react to? Well, you believe you can't. You must put yourself out there. You must take the next step. It is the only way to keep your thinking fresh and informed. The bottom line is this: You know you will be judged not by what you say, not by what you think, but by what you get done. This does not frighten you. It pleases you.



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#4: Strategic: The Strategic theme enables you to sort through the clutter and find the best route. It is not a skill that can be taught. It is a distinct way of thinking, a special perspective on the world at large. This perspective allows you to see patterns where others simply see complexity. Mindful of these patterns, you play out alternative scenarios, always asking, "What if this happened? Okay, well what if this happened?" This recurring question helps you see around the next corner. There you can evaluate accurately the potential obstacles. Guided by where you see each path leading, you start to make selections. You discard the paths that lead nowhere. You discard the paths that lead straight into resistance. You discard the paths that lead into a fog of confusion. You cull and make selections until you arrive at the chosen path-your strategy. Armed with your strategy, you strike forward. This is your Strategic theme at work: "What if?" Select. Strike.



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#5: Achiever: Your Achiever theme helps explain your drive. Achiever describes a constant need for achievement. You feel as if every day starts at zero. By the end of the day you must achieve something tangible in order to feel good about yourself. And by "every day" you mean every single day-workdays, weekends, vacations. No matter how much you may feel you deserve a day of rest, if the day passes without some form of achievement, no matter how small, you will feel dissatisfied. You have an internal fire burning inside you. It pushes you to do more, to achieve more. After each accomplishment is reached, the fire dwindles for a moment, but very soon it rekindles itself, forcing you toward the next accomplishment. Your relentless need for achievement might not be logical. It might not even be focused. But it will always be with you. As an Achiever you must learn to live with this whisper of discontent. It does have its benefits. It brings you the energy you need to work long hours without burning out. It is the jolt you can always count on to get you started on new tasks, new challenges. It is the power supply that causes you to set the pace and define the levels of productivity for your work group. It is the theme that keeps you moving.



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Experience

Beckman Coulter Business Development Manager • Responsible for leadership & growth of Clinical Diagnostics Line • Lead sales team of 8+ Sales Managers & 60+ Sales Consultants • Achieved greater than $212 Million in product sales annually • Focus on elevating the performance of the sales organization • Focus on maximizing manager effectiveness North America Sales Manager • Responsible for leadership & growth of Cell Analysis/Particle

Characterization sales team for all USA & Canada • Completed 2003 @ 129.93% of prior year & grew consumable sales to

154% of PY • Completed 2004 @ 112.43% of PY budget & grew consumable sales

to 133% of PY


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Experience

Beckman Coulter

• Awarded “Game Ball” from CEO Scott Garrett in 2005 for outstanding Profit and Growth

• Prestigious Award achieved for 13 consecutive quarters of outstanding revenue growth and profit margin

• Over 10,000 employees and only the top few in the world receive this honor


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Beckman Coulter • Corporate headquarters in CA, U.S.A. • More than 10,000 employees • Over 250,000 product placements currently in laboratories

worldwide • Products operating in 130 countries • One of Fortune magazine’s “Most Admired Companies” • Listed on Forbes 500 and Fortune 1000 • Worldwide Sales: $2.5 Billion in 2005 & $3.3 B in 2009 • Multiple mergers and acquisitions • Huge Diagnostics Menu: Over 170 assays

Experience with Large Diagnostic / Biomedical Research


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Discovery Research: Universities, Government Agencies & Medical Centers

Drug Research: Biotechnology Firms & Pharmaceutical Firms

Clinical Trials & Research: Contract Research Organizations & Medical Centers

Early Stage Diagnostics: Commercial Laboratories & University Medical Centers

Laboratory Diagnostics: Hospitals & Commercial Laboratories

Point-of-Care Diagnostics: Physicians’ Offices & Point of Service

Experience Spanning The Biomedical Testing Continuum


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Exagen Diagnostics, Inc. is an innovative, product-oriented, molecular diagnostics company focused on the rapid discovery, validation and commercialization of genomic marker tests. We are an emerging leader in the development of in vitro diagnostic (IVD) kits. Exagen is uniquely able to discover, validate, develop, manufacture and distribute small sets of genomic markers that are IP protected, FDA-cleared and reimbursable without limits to technology or disease. Our mission is to focus innovative genomic and computational science to discover unique gene sets and create clinically relevant FDA cleared test kits. These molecular test kits provide accurate individualized information for diagnosis of disease, the likelihood of disease recurrence, predict response to treatment and allow for targeted therapeutics.

Experience with Startups, new technology and novel test


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Exagen Diagnostics Novel Test for Cancer

• Commercial Leader of Launch of novel cancer test • Hired and trained a team of Molecular Product Specialist • On team for optimizing reimbursement strategy and obtaining new

CPT codes that would be for novel molecular diagnostics • Extensive Market Research to Oncologist,

Surgeons and Pathologists for proper launch of new assays

• 27 US Labs agreed to perform assay and add to their menu

• 24 labs had installation & training completed • Received NSE from FDA end of 2007


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SQI Diagnostics Spans the Health Care Continuum

Risk Assessment

Screening

Diagnosis

Prognosis

Response Stratification

Therapy Monitoring

Treatment Efficacy

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Proof of Concept

Research & Discovery

Clinical Trials

Early Stage Assays: RUO

Laboratory Diagnostics: IVD

Companion Diagnostics

SQiDlite™ Bench-Top

SQiDworks™ Platform

SQiDman™

Laboratory Developed Test


SQI Diagnostics Spans the Health Care Continuum


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1940”s Discovery Antigen / Antibody

1970’s 1st Generation ELISA

1980’s 2nd Generation Lab Automation

1990’s 3rd Generation Bead Based Multiplexing

2005 - 2011 4th Generation

SQI Diagnostics’ IgXplex:

The Next Generation Immunoassay



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Publication Automated quantitative microarray assay platforms. . By: Peter Lea, Thomas E. T. O'Connor; November 1, 2009 http://www.ivdtechnology.com/article/automated-quantitative-microarray-

assay-platforms

http://www.ivdtechnology.com/article/automated-quantitative-microarray-assay-platforms

http://www.ivdtechnology.com/article/automated-quantitative-microarray-assay-platforms


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Biomedical Go-to-Market Strategies • Customized Go-to-Market Strategies for products and services in the

areas of: • Biomedical • Molecular diagnostic • Life science

• Commercial Leader of Launch of novel tests and medical devices • Hiring and training a team strategies • Optimizing reimbursement strategy and obtaining new CPT codes

that would be for novel molecular diagnostics • Extensive Market Research to Oncologist, Surgeons and

Pathologists for proper launch of new assays • Biomedical technical writing • Marketing business plan


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Education & Training Overview

• Bachelor of Science - Chemistry / Biology State University of New York at Cortland

• Dale Carnegie Sales Training / Human Relations Courses • Situational Leadership I & II - Ken Blanchard • American Management Association - Fundamentals of Sales

Management • Strategic Selling & Conceptual Selling by Miller Heiman • Strategic Targeted Account Review Process • Shifting the Performance Curve – Sales Executive Council. • Building a World-Class Coaching Program – Sales Executive Council • Selecting For Success & Influencing & Exceeding With Others • SPIN Selling & Achieving Sales Excellence • Win - Win Selling Wilson Learning • Competitive Age Group Marathon Runner 2004 to Present


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Differentiating Factors

• Integrity • Trust and Respect • Getting Results • Vision & Confidence • Persuasion • Inspiration • Innovation & Experimentation • Analytical Technical

Competence • People Skills • Effective Leadership • Organization

• Understand Goal Achievement

• Responsibility for Decisions & Communication

• Listen First, Speak Last • Focus on Opportunities not

Problems • Built several Sales &

Marketing Department • Deep Knowledge on

Commercial Operations • Readily available • Golden Rolodex of

Relationship


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Summary

• Successfully managed a team of about 60 people to exceeded $212 million in new product sales annually

• Experience with proven strategic planning and implementation of tactical marketing and sales for startup & establish companies

• Highly motivated and ethical business professional with twenty-five years of achievements

• Exceptional focus towards RESULTS, effectiveness, efficiency and optimizing profits while maintaining the highest level of integrity

• Commercial experience in oncology, molecular diagnostics and throughout the biomedical testing continuum

• Strong understanding of reimbursement from private insurance providers as well as CMS

• Experience with public capital market, mergers & acquisitions • Thorough understanding of the regulatory requirements with regard to

medical information on IVD kits and laboratory practices • A proven generator of excellence results


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Let’s get started!

• I am Ready • I am Able • I am Willing • Let’s get started!

Thomas O’Connor [email protected]

(716) 201-0228

mailto:[email protected]

o connor april 4 2012

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