ALAN MARKS

Cross Plains, Wisconsin 53528

Cell: 608-576-2838 william.alan.marks@gmail.com

PRODUCT MARKETING STRATEGY & BUSINESS DEVELOPMENT

Highly accomplished global professional with proven track record of driving new, underperforming, and stagnant business
lines to become major players in fiercely competitive worldwide markets.

Elevate business to new unprecedented heights, pinpointing and filling gaps in portfolios and offerings.

Dedication to customer focused strategies, and to building team's of highly skilled professionals resulted in the
successful launch of many creative projects.

Position brand and products on leading-edge of industry, developing custom solutions for current customer
requirements, while accounting for future trends and implications.

Maximize global sales and profits, paying superior attention to P&L, financials, and geographic nuances.

Build, inspire, and lead powerful teams and alliances, continually pushing boundaries of possibilities.

Passionate about using technology to maximize engagement with both sales and customers

Built strong relationships with global sales and management leaders. Focused countries included, USA, Canada,
Mexico, China, India, Korea, Japan, Australia, New Zealand, UK, Benelux, Germany, France, Spain, Italy, Nordic
countries, Poland, Hungary, and Czech Republic.

I am self-motivated to excel in everything I undertake. Being in a business where you have the opportunity to
continue to learn new concepts and work with customers and partners to develop long term relationships is a big
motivator.

Marketing management grounding from experience as highly successful direct sales professional, Account Manager
and Support Specialist.
Company & Brand Vision Innovation and Out-of-the-box Thinking Short- & Long-Range Strategic Planning
International Business P&L Management Product Lifecycle Management Global Marketing & Advertising
Competitive Analysis & Positioning Team Building Multicultural Relationship & Alliance Building Emerging Markets
Development OEM and Partnership Development Project & Program Management Support Direct Selling

PROFESSIONAL EXPERIENCE
SHIMADZU SCIENTIFIC INSTRUMENTS, Columbia, Maryland November 2013 November 2015
+2.0B global leader serving research, quality control, and teaching laboratories in pharmaceutical, chemical,
environmental, food & beverage, forensic, and academic industries
Marketing and Business Development Manager- Pharmaceuticals & Biopharmaceuticals
Responsibility for driving revenue for Shimadzu products into the Pharmaceutical/Biopharmaceutical market segment.
Achievements:

First Marketing Manager at site to work closely with all Product Managers to develop marketing strategies for growth
in the pharmaceutical sector

Developed content and structure for the first landing page targeted at the Biopharmaceutical/Pharmaceutical market
(www.ssi.shimadzu.com/pharmaceutical)

Developed first collaborative partnership with a Tablet Dissolution vendor in the 40 year history of the business unit.
Launch of strategic partnership with Hanson Research at the American Association of Pharmaceutical Scientists
(AAPS ) conference October, 2015 along with a new online UV-Vis Dissolution system and offline HPLC Dissolution
(http://www.americanpharmaceuticalreview.com/Videos/180837-Shimadzu-Partners-with-Hanson-Research-forInnovation-in-Dissolution-Testing/)

Worked closely with local and corporate stakeholders to develop product brochure and application focused video for
Shimadzus first supercritical fluid chromatography system, Nexera UC SFE/SFC with MS and UV-Vis detection.
Worked closely with the Product Manager and Marcom to launch and promote this new system at key conferences,
ASMS, Chirality, SFC, and AAPS

Worked closely with the global Biopharmaceutical manager to develop a comprehensive Biopharmaceutical Analysis
brochure
representing
applications
across
multiple
products
lines
(http://content.yudu.com/A3m6dg/April2015Insert/resources/index.htm?referrerUrl=http%3A%2F%2Fwww.ssi.shimad
zu.com%2Findustry%2Findustrypage.cfm%3Fmarket_id%3D10) .

Resume

Coordinated and executed a six week road show sales training event focusing on new HPLC/UHPLC
chromatography products (Nexera-e Comprehensive 2D-LC with MS/UV-Vis detection, Nexera Method Scouting,
and i-Series 2030/2040 Integrated HPLC/UHPLC

METTLER-TOLEDO INTERNATIONAL, INC., Columbia, Maryland October 2012 November 2013

+2.3B global leader serving research and quality control laboratories in pharmaceutical, chemical, food and cosmetics
industries.
Product Manager
Responsibility for the Business Plan and specifications for a new growth platform
Achievements:

Developed a comprehensive Business Plan including product specifications for Mettler-Toledos first UV-Visible
spectrophotometer product line.

Worked closely with the Project Manager, local cross-functional team members, and various groups in the corporate
offices in Switzerland during the early stages of product development. Working prototype developed during tenure

Global release of new platform UV-Vis spectrophotometers based on my vision and leadership was October 2015.

One of my out-of-the box ideas was submitted for patent approval in August 2015. This is incorporated into the
product design
Freelance Consultancy, Madison, Wisconsin 2012
Performing freelance consultant work for various high technology companies. Company names and products are
confidential
THERMO FISHER SCIENTIFIC, INC., Madison, Wisconsin 2004 2011
+$11B world leader in serving science by providing state-of-the-art scientific instrumentation and consumable products;
created by merger between Thermo Electron and Fisher Scientific.
Senior Manager Strategy & Business Development August 2010 November 2011

Led and drove short- and long-range strategic planning for UV-Visible and Fluorescence spectroscopy product lines
manufactured and based in Madison, WI. Strategized and led business and market development plans for emerging
markets in China and India. Partnered with Global Director and team members to deliver business strategy focused
on maintaining Thermo as recognized market leader. Researched, developed, and maintained business
development opportunities including new OEM partners, potential acquisitions, and new technology alliances.
Collaborated with local teams as well as global external team members from commercial sales, and independent
distributors. Travelled frequently to aforementioned countries, as well as variety of conferences.
Achievements:

Grew business +40% in 2011 in region comprised of China, India, Japan, Australia, and New Zealand, strategically
focusing efforts on supporting and communicating with commercial leaders in each country.

Devised and completed comprehensive 5-year strategic plan based on multi-source market research; key elements
include, but are not limited to, market, competitors, technology, products, commercial channels, OEMs, partnerships,
acquisitions, ROI, business unit risks and challenges, and financial projections.

Accepted R&D 100 Award from Research & Development magazine for top high technology innovation of the year
on behalf of company; previously wrote Business and Marketing plans, and served as Product Manager.
Global Marketing Manager 2008 2010
Devised and led execution of strategic business and marketing plans for assigned product lines. Administered all P&L.
Managed team of up to 5 individuals including 2 product managers. Conducted performance assessments. Managed all
budgeting and forecasting. Chaired monthly and weekly meetings with teams and on 1:1 basis.
Achievements:

Brought business unit out of global economic downturn successfully while achieving ~20% growth, increasing global
confidence in product line, and introducing multiple new and exciting products.

Created highly successful 3-year strategic plan and roadmap including development and manufacturing of new
st
generation low cost product in low cost region (company 1 ); successfully launched in 2010.

Provided marketing management leadership for the acquisition and integration of Chemito Technologies based in
Nasik, India. Championed the development of a new high technology platform product with R&D and manufacturing
based in India.

Achieved successful launch of total of 5 new product platforms within 12 months; included managing and overseeing
Agile development stages, obtaining final stakeholder approvals, and all marketing activities.

Resume

Senior Product Marketing Manager 2004 2008

Led development and execution of Target Market strategy to jumpstart stagnant product line, inspire creation of new
products, and optimize market positioning of existing line. Managed full lifecycle of products. Provided daily support for
field sales staff. Set pricing. Partnered with Marcom on marketing campaigns. Presented papers at and attended
conferences. Conducted VOC to help set optimal direction for future development. Supervised team of up to 5
professional staff members.
Achievements:

Revitalized stagnant product line, transforming marketing and sales approach from shot-gun marketing to Target
Market & Application focused marketing and solution selling. Target Markets included Pharmaceutical, Life Science,
Food & Beverage and Material Science segments.

Cleaned up and rationalized entire product portfolio, eliminating overabundance of repetitive products, unnecessary
models, and excess part numbers, while better aligning products with customers.

Played major role in generating +100% business growth, and establishing Thermo as market leader in our market
segment, serving as a key member in acquisition phase during due diligence; provided business case analysis
resulting in successful acquisition of NanoDrop Technologies.

Saved company +$200K in 1 year with ongoing savings each year, recommending conversion of all product
instruction manuals from printed materials to electronic media, and later to online Help systems.
SHINETSU MICROSI /SHIN-ETSU CHEMICAL, Austin, Texas & Phoenix, Arizona 2001 2004
Leader in research, development, and manufacturing of materials for semiconductor industry. Corporate headquarters
located in Japan.
Regional Sales Manager & Product Manager
Sold and supported high technology photoresist and contrast enhancement chemical products for semiconductor
customers. Contacted and presented value propositions to prospects. Developed close relationships with customers and
corporate R&D engineers. Conducted onsite visits including working inside the Fab with customer engineers. Example
customers included, Texas Instruments, AMD, Motorola/Freescale, Samsung, Seagate, Western Digital, and so on.
Achievements:

Developed and maintained relationships with key accounts throughout the USA; resulted in short and long-term deals

Reduced costs and waste, leading significant manufacturing improvements of Contrast Enhancement Materials
(CEM) in QC processes, performance verification, and shelf-life.
VARIAN, INC., Melbourne, Australia 1990 2000
Leading manufacturer and supplier of scientific instrumentation and consumable products with ~$500M in revenue at
time.
Global Molecular Marketing Business Manager
Managed all aspects of products, P&L, and financial aspects of two Molecular Spectroscopy product lines. Oversaw all
phases of product lifecycle management. Coordinated with Marcom and team in all marketing communications strategies
and documentation. Prepared and delivered business reviews to executive management including proposing new product
line developments and acquisitions. Supervised team consisting of up to 12 professional staff members.
Achievements:

Tripled revenue growth throughout tenure, increasing ~300%; laid foundation for development of dedicated North
American and European sales force focused on selling numerous products newly developed.

Achieved company record-setting turnaround of Molecular spectroscopy product lines, championing high-impact
strategic plan.

Conceptualized, initiated, and launched groundbreaking product; became 1 of most successful products in Molecular
spectroscopy market, and won 3 international awards including 1998 R&D 100 Award.

Strengthened competitive positioning, identifying and filling gap in Molecular Spectroscopy product portfolio with
Fluorescence product line; hired and built product management team, and successfully introduced new Fluorescence
instrument at a major conference in Paris, France in 1999.

Championed the acquisition of VanKel Industries, a major manufacturer of Tablet Dissolution instrumentation,
providing an additional growth strategy for the newly released award winning Cary 50 UV-Vis spectrophotometer.

Resume

EDUCATION
Graduate Certificate in Management
Monash University Business School, Melbourne, Australia
Key Courses: Modules in Finance for Non-Financial Manager, Marketing Management, Managing People &
Organizations, Systems Thinking
Master of Science in Chemistry
Bachelor of Science in Chemistry: Minor in Mathematics (CT Kenner Award as Top Chemistry Student)
Southern Methodist University, Dallas, Texas

PROFESSIONAL DEVELOPMENT
Management Skills
Role of the Leader for Managers
How to Develop & Use Value Propositions
Salesfusion Automated Marketing
Practical Process Improvement (PPI)
Gaining Changed Skills (Who Moved My Cheese)
Customer Satisfaction
Motorola 6-Sigma
Quality Functional Deployment (QFD)
AWARDS
R&D 100 Award for Varian Cary 50 UV-Visible Spectrophotometer Research & Development
R&D 100 Award for Thermo Scientific Evolution 200 Series UV-Visible Spectrophotometer with Insight & CUE Software
Research & Development

Resume