Kevin R. Clark, MBA
Mebane
Summary
Results-driven commercial operations executive with a track record in sales leadership, revenue optimization, and business transformation. Expertise in sales execution, CRM optimization, and contract management, with a commitment to transparency, data-driven decision-making, and cross-functional collaboration. Recognized for commercial excellence, awarded QIAGEN’s President’s Circle (2019) and selected for the Senior Leader Master Class.
Proven ability to unlock hidden revenue streams, leading contract optimization efforts that uncovered $94.5M in revenue opportunities. Developed an innovative QIAstat consumables forecasting solution, increasing forecast accuracy to over 90% and improving sales pipeline predictability.
Strategic leader skilled in scaling sales operations, optimizing revenue streams, and driving commercial transformation. Seeking to lead QIAstat sales in North America, leveraging expertise in sales execution, process optimization, and operational transparency to accelerate growth and deliver measurable business impact.
Overview
17
17
years of professional experience
Work History
Head of Global Commercial Excellence & Service Dev
QIAGEN
04.2024 - Current
- Strengthened sales pipeline visibility and forecasting accuracy by improving CRM data integrity furthermore enhanced by reducing reagent rental asset errors from 74% to 10%, and increasing sales efficiency through data-driven decision-making.
- Launched QIAGEN’s first Net Promoter Program (NPS) in October 2023, achieving an initial NPS score of 53.9, providing key insights into customer engagement and loyalty.
- Enhanced CRM data integrity by reducing reagent rental asset errors from 74% to 10%, improving operational efficiency and ensuring more accurate contract and asset tracking.
- Redefined QIAGEN’s reagent rental contract strategy, introducing clawback terms that held customers accountable for commitments and creating a Reagent-Only Contract type, transitioning from quote-based pricing (primarily used for QIAstat and Quantiferon) to firm customer commitments, strengthening revenue predictability.
Head of Commercial Excellence, Americas
QIAGEN
04.2019 - 04.2024
- Founded and led QIAGEN’s Contracts Team, proactively addressing revenue leakage and ensuring deal compliance, profitability, and commercial integrity, uncovering a $94.5 million revenue opportunity in Reagent Rental contracts by optimizing deal structures and aligning sales execution with financial targets.
- Developed and implemented a custom QIAstat consumables forecasting solution within Salesforce CRM, enabling bottom-up forecasting at the rep level with real-time insights into customer purchasing history. The solution increased forecast accuracy to over 90%, compared to traditional top-down methods (~70% accuracy), and allowed reps to proactively engage inactive customers to recover lost sales.
- Strengthened sales pipeline visibility and forecasting accuracy by improving CRM data integrity furthermore enhanced by reducing reagent rental asset errors from 74% to 10%, and increasing sales efficiency through data-driven decision-making.
- Developed a new Reagent-Only Contract type, transitioning from quote-based pricing (which was primarily used for QIAstat and Quantiferon) to formalized agreements that secured long-term customer commitments, strengthening revenue predictability and contract accountability.
Manager, Service Solutions
QIAGEN
12.2017 - 04.2019
- Served as the primary service liaison and project lead for QIAGEN’s largest partner business customer in North America, improving customer satisfaction, increasing revenue, and securing a five-year contract extension, reinforcing QIAGEN’s long-term strategic partnership.
- Led a team of 20+, improving growth, leadership, and engagement, reducing turnover and achieving a 95% retention rate. Transformed a bottom-ranked Service Delivery team into a regional top performer through targeted coaching and process improvements.
- Designed and implemented a customer-focused business solution by translating customer needs into actionable product requirements for Sales and Marketing, ensuring alignment between customer expectations and product development strategies.
Associate Manager, Field Service
QIAGEN
08.2015 - 12.2017
- Developed and led a pilot program that resulted in the creation of QIAGEN’s first company-wide Service Sales department, successfully transforming Service from a cost center to a profit center, unlocking new revenue streams and expanding service offerings.
- Led the Salesforce.com (SFDC) implementation for North American Service, providing training, support, and development for management and field teams.
- Served as the primary liaison between the Service team and National Accounts Sales, ensuring strategic alignment on key customer initiatives and positioning Service as a critical component of commercial success.
Senior Field Service Engineer
QIAGEN
04.2014 - 04.2015
- Supported the Field Sales team in identifying service-driven revenue opportunities, including service agreements, contracts, and new business opportunities, helping drive commercial growth and service expansion.
- Developed and published equipment modification and repair recommendations, which were distributed across the service network, leading to increased equipment reliability and improved service response times.
Field Service Engineer
QIAGEN
07.2012 - 04.2014
- Maintained precise and detailed service records within online documentation systems, ensuring accurate reporting for compliance, performance tracking, and customer support.
- Diagnosed and resolved complex instrument failures, conducting detailed failure analysis in the field, leading to improved system reliability, reduced downtime, and increased customer satisfaction.
Senior Engineering Technician
Environmental Protection Agency (AMEC, Call Henry)
08.2008 - 07.2012
- Led contract negotiations for a Collective Bargaining Agreement, successfully aligning labor agreements with operational goals while ensuring compliance with government regulations.
- Negotiated service contracts, scheduled subcontractors, and conducted job site analysis, overseeing installations to ensure efficient execution and regulatory adherence.
Education
Ph.D. - Organizational Leadership
Carolina University
Winston Salem, NC 05.2001 -
MBA -
Liberty University
Lynchburg, VA 05.2001 -
Bachelor of Science - Business Administration
Liberty University
Lynchburg, VA 05.2001 -
Associate of Arts - Business Administration
Liberty University
Lynchburg, VA 05.2001 -
Security Forces Journeyman - Criminal Justice
Community College of The Air Force
Montgomery, AL 05.2001 -
Timeline
Head of Global Commercial Excellence & Service Dev
QIAGEN
04.2024 - Current
Head of Commercial Excellence, Americas
QIAGEN
04.2019 - 04.2024
Manager, Service Solutions
QIAGEN
12.2017 - 04.2019
Associate Manager, Field Service
QIAGEN
08.2015 - 12.2017
Senior Field Service Engineer
QIAGEN
04.2014 - 04.2015
Field Service Engineer
QIAGEN
07.2012 - 04.2014
Senior Engineering Technician
Environmental Protection Agency (AMEC, Call Henry)
08.2008 - 07.2012
Ph.D. - Organizational Leadership
Carolina University
05.2001 -
MBA -
Liberty University
05.2001 -
Bachelor of Science - Business Administration
Liberty University
05.2001 -
Associate of Arts - Business Administration
Liberty University
05.2001 -
Security Forces Journeyman - Criminal Justice
Community College of The Air Force
05.2001 -
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