JAMES S.

SANFORD
Adamstown, MD 21710 james.sanford11@gmail.com Cell: 585-267-6861 http://www.linkedin.com/in/jimssanford

PRODUCT MANAGEMENT AND PRODUCT MARKETING

+20 Years in Life Sciences Life Technologies - Frederick, MD 2009 - Present Senior Product Manager, Cell Culture Essentials Managed +$50M GIBCO Sera P&L that served Life Sciences academic and industrial research markets. Executed a new animal sera product line strategic launch for Embryonic Stem Cell research. Developed marketing plan for transient mammalian expression system that delivered +3X antibody production. Identified market segmentation, value proposition and competitive forces for cell culture instrument program. Thermo Fisher Scientific - Rochester, NY 2003-2009 Product Manager and Product Marketing, Biomedia Packaging Managed +$35M NALGENE PET/PETG container P&L that served the Biopharmaceutical market. Established ISO Class 7 cleanroom manufacturing and executed customer value continuum global product launch. Introduced sterile bioprocess bag containment system for high value therapeutic protein transport. Grew sales by $15M and defended 75% market share by managing marketing mix of new product introductions, B2B pricing, marketing promotion, and alignment with VWR and Fisher Scientific distribution channel partners. Nalge Nunc International Rochester, NY 1996-2003 Senior Marketing Specialist, Containers (2002 2003) Managed +$20M plastic container P&L that supported OEM cell culture nutrient manufacturing. Attained 10% market share defending patent infringement case against key competitor. Implemented customer loyalty plan composing product validation binders for customer regulatory compliance. Lead Product Development Specialist, Labware (2000 2002) Led product development and PLM efforts that supported +$80M plastic labware P&L for basic research. Generated $8M in incremental sales by leading +20 development teams that launched 575 new products. Managed team that streamlined ISO 9001 product design control process for faster new product entry. Product Development Specialist, Bioprocess (1996 2000) Led program development teams for new bioprocess, tubing, centrifugeware, cryoware and general lab products. Co-wrote 75 proposals and terminated 20 programs to maximize companys bottom line profitability. Presented product differentiators and market segmentation strategies to sales force and distributors. Genencor - Rochester, NY 1987-1995 Research Assistant, Industrial enzymes Developed pilot scale suspension cell culture protocols for Bioproduction contract manufacturing. Scaled cell culture platform from 14L to 30,000L studying cell characterization for protease biomanufacturing. Redesigned ultra-filtration downstream recovery system that resulted in +30% improved productivity yield. EDUCATION Brockport University: BS, Chemistry CORE COMPETENCIES Strategic / Tactical Marketing Product Lifecycle Management Product / Business Development 1987

Team Leadership Hypothesis Thinking Consultative Selling

Price Negotiations Business Plans Marketing Launch Plans

AWARDS & RECOGNITION (1) Presidents Award, (6) Sales and Marketing Achievement Awards and numerous program launch recognitions