Michael C. Sgroi
Raleigh,NC
Summary
Experienced Business Development Professional with a passion for helping other people reach their goals. I've found that being a business development professional in clinical research and/or healthcare helps me do just that everyday.
Skilled at lead generation with a hunter's mentality. My personality allows me to build relationships, collaborate internally, and drive pipeline growth affectively. I consistently bring a high level of attention to detail, collaboration, respect, and professionalism. With almost 8 years of business development experience across 3 industries and multiple roles, I have shown I'm able to be successful due to my drive to be great and competitive nature.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Business Development Manager
WEP Clinical
04.2025 - Current
- Responsible for managing the entire sales process from initial outreach to close. Keep records in CRM throughout.
- Locate and engage potential customers on behalf of WEP Clinical, leveraging a variety of sales channels (networking, cold calling/email, Linkedin, conferences)
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Prepare and report results, status of accounts, and leads to manager.
- Collaborate with multiple departments within WEP Clinical to ensure standards, timelines, and action items are met.
- Provide support on budgets and contracts based on client’s requests and WEP recommendations.
- Prepared sales presentations for clients showing success and credibility of products.
- Represented company and promoted WEP's brand at conferences and industry events.
- Grew pipeline from $0 to $33m in 10 months, with $10.8m currently awarded. Largest pipeline on the team for 2026.
Inside Sales Representative
WEP Clinical
03.2024 - 04.2025
- Responsible for supporting and developing the sales and marketing of all services offered at WEP Clinical, including Clinical Trial Services, Expanded Access Programs (EAP), Post-Approval Named Patient Programs (PA-NPP), Decentralized Clinical Trials (DCT), and various other services.
- Support the growth of the commercial pipeline.
- Identify and add new clients through a variety of sales channels including networking, cold calling, and existing marketing channels.
- Exceeded sales targets and quotas to contribute to overall sales goals and revenue of company.
- Used CRM software to maintain detailed contact logs and account records.
Business Development Manager
Pattern Health
04.2021 - 01.2023
- Increased Patten Health's revenue year over year by implementing and managing a better sales process for both the research and licensing business.
- Utilized different lead generation approaches through cold outreach, social networking, and in person conferences.
- Connected with and built relationships with key stakeholders across different market segments (Academic Medical Centers, Pharmaceutical Companies, CROs, and Sites)
- Communicated product quality and market comparisons by creating sales presentations.
- Managed the out-licensing business through contracting and management of our COA/eCOA library.
Account Manager / Solutions Advisor
SolarWinds MSP
07.2019 - 04.2021
- Led the Raleigh, NC sales team of 10 in sales revenue in 2020. Selling our entire portfolio of services to current customers.
- Met existing customers consistently to review current services and expand sales opportunities.
- Helped clients make informed decisions about the value our products can bring and financial impacts of these solutions on their business.
- Demonstrated our services with the help of SME's to show customers the functionality and benefits of our products
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
Business Development Representative
Impathiq
06.2018 - 07.2019
- Tasked with growing the pipeline and generating recognition for Impathiq's clinical applications.
- Responsible for creating and executing a sales process. Proficient in managing relationships, pipelines, and expectations.
- Grew the pipeline from 0 leads to around 100 new leads during my time.
- Generated new business by personally demoing medical applications to doctors, hospital employees, and C-Suite executives.
- Cold outreach into hospitals and chest pain centers around the country and booked.
Education
Bachelors of Science - Business Administration
William Peace University
Raleigh05.2017
Skills
- Lead Generation / New Business Development
- Account Management
- Effective Relationship Management
- Pipeline Growth
- Networking
- CRM platforms
- Sales presentations
- Cross-Department Collaboration
Accomplishments
- Collegiate Baseball Player at William Peace University.
- 2016 USA South All Academic Team
Certification
- Fundamentals of Good Clinical Practice - Prep and Personnel - Novartis Aug 2025
- Introduction to Good Clinical Practice - Novartis Aug 2025
- Sales Growth Certificate – Cornell University - Mar 2025
- Drug Development – University of California San Diego via Coursera - Aug 2024
- Connecting with Sales Prospects – Coursera -April 2022
- Customer Segmentation and Prospecting – Coursera – Mar 2022
Timeline
Business Development Manager
WEP Clinical
04.2025 - Current
Inside Sales Representative
WEP Clinical
03.2024 - 04.2025
Business Development Manager
Pattern Health
04.2021 - 01.2023
Account Manager / Solutions Advisor
SolarWinds MSP
07.2019 - 04.2021
Business Development Representative
Impathiq
06.2018 - 07.2019
Bachelors of Science - Business Administration
William Peace University