Responsible for managing and growing sales of BiacoreTM equipment and consumables in Australia and

New Zealand (ANZ)

• Manage about 100 active customer accounts in ANZ comprising of biopharmaceutical and

academic customers with an operating plan (OP) of about 1.5M USD for BiacoreTM and

Biomolecular imaging equipment and consumables

• Exceeded sales targets BiacoreTM hardware and consumables in 2021 and 2022 by ~30%

• Achieved the highest ever numbers (both in terms of revenue and number of units) in the ANZ

region for BiacoreTM systems in 2021 (1.4M versus a 2021 OP of 0.95M)

• Achieved combined sales revenues of over 2M USD in 2021 for BiacoreTM and Biomolecular

imaging hardware and consumables versus an operating plan of 1.8M USD, driven by both an

increase in sales and number of hardware units sold across ANZ. 2021 actuals represent an

increase of 30% in comparison to 2019 numbers

• Work with account managers on identifying and developing new accounts and managing existing

strategic accounts by developing an operating rhythm for customer visits, customer experience

days and by developing guidelines for effective opportunity management

• Utilize CRM tools like Salesforce.com to manage sales funnel and accurately represent sales cycle,

support demand forecasting, and to review and process new leads and sales opportunities

• Develop new training and advanced application material for presentation at different customer

accounts. Develop training material for internal account management, channel partners, and

service personnel

• Develop targeted webinars and sales campaigns across ANZ and the region in collaboration with

local, regional and global marketing and product teams

Anand Ramakrishnan Page 1

• Delivered a robust sales performance for BiacoreTM systems and consumables in ANZ region for

2018 by delivering a 15% increase in sales compared to 2017

Direct and manage all business development and sales activities in Australia. Manage customer accounts

and customer relations. Implement strategies to expand academic and research customer base. Develop

and manage sales and internal operating budgets.

Responsible for managing and growing sales of BiacoreTM systems and consumables in the Mid-Atlantic

US (NY, NJ and PA)

• Managed over 200 active customer accounts in the region comprising of biopharmaceutical and

academic customers with an operating plan (OP) of over 3M USD for BiacoreTM systems and

consumables

• Delivered a robust sales performance for BiacoreTM systems in the mid-Atlantic region for 2015 and

2016 by exceeding revenue targets by ~ 65% and ~26%, respectively

• Won the 2015 GE Commercial Excellence award for being in the top 16% of the sales organization

• Proficient in utilizing CRM tools like Salesforce.com, QLIKview, and ORACLE BRIDGE to manage

sales funnel and accurately represent sales cycle, support demand forecasting, and to review and

process new leads and sales opportunities

Scientific Advisor, in the Intellectual Property Group providing legal solutions to clients ranging from

individual inventors, major national universities, and small to large companies.

• Researched and drafted over 100 patents in the fields of biotechnology, pharmaceuticals,

chemistry, nanomedicine, nanotechnology, medical imaging, medical devices, and complex-

mechanical patents for universities, corporate clients, and individual inventors

• Provided patentability opinions to clients by conducting prior art searches and reviewing client

disclosures

• Responded to office action items from the US-Patent and Trademark Office (USPTO) to facilitate

prosecution

Managed a group of three scientists with responsibilities for biosensor based method development and

qualification. Additional responsibilities included authoring technical reports and managing analytical

projects.

• Led an analytical team to support process improvements and regulatory filing. The inter-disciplinary

project comprised representatives from process development, manufacturing sciences, QA,

technical services, and QC

• Authored biological activity characterization sections of the CMC to support BLA submissions

• Developed, validated, and implemented analytical testing methods using the BiacoreTM 3000 and

T100 systems to study the binding interactions/kinetics/thermodynamics of biologics drugs

developed against rheumatoid arthritis, organ transplant rejections, and melanoma

Scientist, in the Pharmacokinetics, Metabolism, and Bioanalytical (PMB) group with technical

responsibilities for developing a HPLC based assay for pre-clinical drug sample testing.

• Developed a chromatographic method for the analysis of active ingredients in biological fluids to

support a liposome based formulation development