KEITH C. RIST @westpost.net 2026 Hollis Road Mobile 610.888.

0925

kr11f2fa8 Lansdale, Pennsylvania 19446 Web Site http://execmktg.com/kris

t/index.php Senior Sales Executive / Research * Medical * Biotech * Analytical Instrumentati on PROFILE Top performing seasoned sales executive with history of setting new standards fo r performance, sales, and success. Adept at transforming new and existing market segments into sales powerhouses and able to maintain competitive advantage in h ighly aggressive markets. Skilled in forming and steering strategic vision, plan s, and direction. Agile and adaptable thinker, responsive to rapidly fluctuating industry demands reengineering sales processes and systems. Collaborative mana gement style fosters by-in, allowing for building, training and leading high-per formance national and global teams toward continually achieving record-breaking numbers. CORE COMPETENCIES Strategic Analysis & Planning New Business Development Sales Forecasting Bottom-Line Optimization Talent & Performance Management Change Management Market Share Growth Metrics & Market Analysis Leadership Key Account Strategy Client Retention/Relationships Negotiations Product Presentation Territory Development & Planning Product Marketing Market Penetration Customer Support Programs Sense of Urgency SELECTED ACCOMPLISHMENT * Grew revenue by 5% annually achieving 3-year high, while reducing costs by 21% . * Achieved $2.9M in sales first 6 months after strategizing and executing on det ailed plan to guide individual actions. * Generated $7.3M in first year sales against $4M goal(182.7%) and ranked Top 10 Sales Performer in Tier 1 and Tier 2 sales categories. * Provided strategic input and recommendations to senior management through acti ve participation in numerous product-oriented and sales task forces/focus groups . * Established region as #1 Government Sales District within 12 months in down ec onomy. * Generated 10% sales growth, exceeding fiscal year sales plan and dominating co mpetitors in life sciences field resulting in first year of double-digit sales g rowth in five years, far surpassing industry averages. PROFESSIONAL EXPERIENCE ADVION BIOSYSTEMS, Ithaca, New York * 3/2009 - 6/2010 (Manufacturer of front-end mass spectrometry and chromatography research devices .) Senior Director - North American Sales Coordinated and led all aspects of North American direct sales as well as ROW wo rldwide distributors. Products include Triversa Nanomate, Replay, and Nanotek.

* Major contributor toward division achieving turnaround profit for 1st time sin ce conception by controlling expenses (21% reduction) and increasing sales (5%) of Triversa Nanomate. * Expanded global market share, forging partnerships with major vendors, and neg otiating 1st time vendor agreements in Australia, Singapore, and Korea.

KEITH C. RIST kr11f2fa8@westpost.net

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AGILENT TECHNOLOGIES, Wilmington, Delaware * 5/2005 - 3/2009 Manufacturer of mass spectrometry, and liquid and gas chromatography devices. Product Specialist - LCMS Consulted on and sold mass spectrometry and chromatography products for both sma ll and large molecule applications in life sciences market throughout North Atla ntic Region. Focused on proteomics, metabalomics, and integrated biological syst ems. Aided product manager in defining new specifications. Played key role in hi ghly leveraged matrix team-selling approach. * Improved competitive positioning and sales efficiency. Co-authored white paper outlining demonstration processes and practices vs. leading contending products . * Strengthened communication, team work, and sales production in matrix environm ent, producing and distributing Mass Spectrometry Newsletter. * Provided strategic and technical assistance and customer visibility to Enterpr ise Services team on key project delivering 3rd party services to key accounts. * Aided definition of standards relative to CFR21, Part II compliance, organizin g customer visits with software developers for QQQ product. APPLIED BIOSYSTEMS (ABI), Foster City, California 11-1996 - 03-2005 Manufacturer of mass spectrometry products. Executive Account Manager - LCMS Sold protein and analytical products to key accounts in biotech, academic, and g overnment sectors. Primary categories included mass spectrometry products, prote in sequencing, chromatography systems, peptide synthesis, ITRAQ, bioprocess medi a and hardware. * Recognized as Top 10 achiever each year of tenure; awarded #1 Sales Award 3 ti mes out of 30 account managers and peers. * Outperformed company average of 7-8% annual sales growth consistently, achievi ng double-digit sales increases year-over-year on $7-10M annual quota. * Optimized ABI sales and operational efficiency continually, enhancing and stre amlining numerous company processes and systems; lauded continually for contribu tions. * Increased market share in smaller science and research accounts, expertly cond ucting product introductions and presentations to win key business. BECKMAN INSTRUMENTS, Columbia, Maryland 0/1996 Manufacturer of biomedical laboratory instruments. 11/1995 - 1

District Sales Manager Developed and managed strategic plans to maintain and grow +$15M in revenue thro ughout region. Products included centrifugation, HPLC, capillary electrophoresis

, protein purification, bioprocess media, peptide synthesis, DNA synthesis, spec trophotometers and laboratory robotics. Directed all aspects of sales activities including, forecasting, performance tracking, team training, coaching, and mot ivating. Managed VWR partnership with corresponding geographies. * Achieved record-setting growth for Columbia District. * Earned reputation for creating highly accurate sales cycle metrics and forecas ts. * Acted as major advisor on development of ProScale product.

KEITH C. RIST kr11f2fa8@westpost.net DIONEX CORPORATION, Sunnyvale, California tober 1995 Manufacturer of ion chromatography systems.

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February 1994 - Oc

Director - North American Sales & Service Oversaw all aspects of sales, service, and training totaling +$50M in annual rev enue. Defined strategic and tactical direction. Created cross-functional policie s and directives with all members of executive staff. Developed annual budget an d business plan. Coordinated and supervised efforts of multiple departments incl uding 5 field and service offices in North America, Sales Development, Sales & S ervice Administration, Training, Corporate Product Support, Technical Service, a nd Service Exchange totaling +170 employees. * Produced highest sales volume quarter in company history at ~$18M in Q4 of 1st year. * Safeguarded existing markets while expanding into other research areas, servin g as Executive Team Council for critical product teams. * Championed multiple high-impact changes to sales process including implementin g rolling 3-month forecast model. * Chaired 1st National Sales & Service Meeting in 5 years. RAININ INSTRUMENT COMPANY, Emeryville, California * 10/1984 - 4/1994 Manufacturer of analytical and preparative chromatography systems. Division Sales Manager - Instruments * (9/1990 - 4/1994) Drove and monitored +$20M in annual revenue from US, Canada, and Puerto Rico. Pr oducts included HPLC, process and preparative HPLC and media, liquid handling r obotics and sample preparation systems, peptide synthesis, pH and conductivity m easurement systems, and associated consumables. Defined strategic sale objective s, provided budget recommendations and prepared revenue projections. Developed i nstrument platforms targeted at specific applications with Marketing, R&D, and M anufacturing departments. * Played major role on management team growing instrument business from <$1M to +$20M, successfully expanding sales, service, and support teams through targeted programs. * Transformed instrument business from manufactures representative segment into direct marketing organization. * Named "Sales Person of the Year" for high volume pharmaceuticals 4 consecutiv e years . * Awarded "Radiometer Worldwide Sales Person of the Year" 2 consecutive years fo r outstanding performance against sales goals and peers.

* Chosen as company representative to introduce new product, Titralab, and devel op global market awareness at Worldwide Analytical Conference in Denmark. NOTE: Additional roles with RAININ INSTRUMENT COMPANY include: Regional Sales Ma nager - Mid-Atlantic, Southeastern & Midwestern US (6/1988 - 9/1990), and Sales Representative - Pennsylvania & Delaware (10/84 - 6/1988). Details on request. EDUCATION & PROFESSIONAL DEVELOPMENT * Delaware Valley College of Science & Agriculture, Doylestown, Pennsylvania Bachelor of Science - Major in Biology - Minor in Chemistry * Villanova University & West Chester University Master of Science-Major in Chemistry- Degree Pending (Coursework successfully co mpleted) * Miller Heiman "The New Strategic Selling", Consultative Selling,* Power Base S elling, Negotiating Skills, Superior Sales Management,Target Account Selling SELECT HONORS & AWARDS Top 10 Achiever (numerous) * #1 Sales (3x) * Sales Person of the Year (x4)