Director of Sales for Schrödinger
Manage Pharmaceutical, Biotech, and Government Accounts in the US & Canada
Manage all team engagements with assigned accounts to ensure objectives are met
Develop and maintain exceptional account relationships through effective communication, education, reporting and problem-solving
Provide feedback from clients to internal Product Managers and the Support teams
Collect and communicate market trends to Schrödinger sales/product management
DKoseoglu_2023_Resume.pdfCustomer-focused, full-stack sales and marketing leader with a strong understanding of the pharmaceutical industry, including API and CDMO. Growth-oriented with global experience developing new formulations for clients. Marketing and business development professional with sharp communication and presentation skills and an enthusiastic relationship builder with clients and team members. Key competencies include:
Exceeding Sales Targets
Solid Understanding of Pharmaceutical Markets
Building Strong Customer Relationships
Analytical and Chemical Oriented Background
Locating and Closing New Business
Innovative, Customer-Focused Problem Solver
Life Science software firm selling R&D drug discovery software and services for small-molecules, biologics, and formulations. Manage ~$4M/year in commercial pharmaceutical and biotech accounts ranging from $50k-$1M/year in sales. Primary account manager for all government accounts, working closely with the NIH, CDC, FDA, and USDA. Grow strategic accounts through service projects and upselling software. Present our value proposition, consult, and bring online new small/mid-sized biotech with our software.
Developed new business deals worth $2M during 2022.
Interviewed candidates for sales team positions.
In 2023 began leading a team of account managers for the assigned territory, $12M.
Coordinated meetings between application scientists and the sales team to develop sales plans.
Developed partnerships with large, nationwide incubators and venture capital organizations for service and software contracts within their portfolio.
Closed two milestone-based deals worth $900k in revenue for 2022.
Over $2M in new deals currently in the pipeline as of mid-2023
Continued to grow key strategic accounts by 30% year over year through creative upsell techniques.
Manage all services contracts for the Central region.
Negotiated $500k contract with the FDA and a $600k contract with the NIH in 2023.
Primary account manager to discover and implement projects for government solicitations as a subcontractor through preferred partners.
Implemented novel prospecting tools such as Dripify, PitchBook, RocketReach, and MailMerge to uncover new business.
Attend trade shows and conferences across the US for prospecting.
Senior Account Manager
Increased sales for key accounts by 30% in year 1.
Established new software business worth >$1M within the first year for biotech, academia, and government accounts.
Developed key service partnerships worth over $500k for long-term, milestone-based service projects. Projects ranged from hit discovery to lead optimization.
Negotiated CDAs and milestone-based Statement of Works with accounts.
Prospected and discovered >15 new accounts worth over $700k.
Displaced competitors at multiple accounts by demonstrating key differentiators in our service offerings.
Deployed cloud-based software to 3 accounts, coordinating with solution architects and strategic deployment managers to ensure timely and secure delivery.
Coordinate with European and Asian teams to facilitate growth within strategic global accounts.
Completed 6 service projects from initial idea to final product for 4 different accounts, coordinating between application scientists and the external R&D PIs.
Present value proposition to venture capital firms to broaden reach across the biotech industry.
Trained 3 new employees in sales techniques for the biotech industry.
Visited a handful of customers, post-vaccination, for training and evaluation of our platform.
Marketing Account Manager, MS Polymer Division, Pasadena, TX
Manage key accounts for the MS Polymer division with revenues over $6M annually. Support these accounts by cross-selling, offering R&D and production support, and facilitating timely delivery of products. Develop new business by supporting clients in developing new products and formulations. Grow number of new clients through cold calls to C-level executives (VP, Director, CEO) in Research and Development (R&D) functions as well as attendance of tradeshows and implementation of marketing strategy. Present the chemistry to the new clients to gain buy-in and offer scale-up support.
Lead Chemist – Nutrients Division, Pasadena, TX
Led team of 3 analytical chemists in support of the production process at a cGMP, FDA-regulated facility. Tested in-process samples from fermentation, purification, crystallization, drying, and packaging processes on laboratory instrumentation. Offered consultation to the production crew members during process upsets.
Quality Control Chemist – Nutrients Division, Pasadena, TX
Responsible for testing of all final product nutraceuticals and incoming raw materials using USP and EP monograph testing requirements.
EDUCATION
Master of Business Administration (MBA), Marketing Focus
Rice University, Jones Graduate School of BUSINESS, 2018
Bachelor of Science, Chemistry
Texas A&M University, 2013
MiniPharma – Team Lead: “Miniature Pharmaceutical Company”
Supervised Assay, Synthesis, and Molecular Modeling Teams in Oncology Drug Development
Ran protein / ligand binding energy calculations using Perl to determine molecules for synthesis
Presented findings to Chemistry department leaders monthly
Additional Information
Languages: Spanish (Conversant), Swedish (Conversant)
Skills: Sales Forecasting, Negotiations, Presentations, SalesForce, Microsoft Office, Cold Calling, Pricing Strategies, Marketing Strategy Implementation,
Familiar With: IND and NDA Approval Process, Paragraph IV, 505(b)(2), Characteristics of Clinical Trial Phases, Drug Delivery, Biosimilars, Managed Markets
