Mitchell Winfree
Cary
Summary
Experienced in new business development and market expansion, with a focus on surpassing sales and revenue goals, capturing market share, and improving profitability. Skilled in communicating a strategic sales vision, offering training and coaching to sales teams at all levels. Proven success in building relationships with executives and scientists, attracting new clients and retaining current ones. Adept at creating high-performing sales teams that drive rapid growth and profitability through revenue-driven strategies.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Vice President, Life Sciences
Atropos Health
02.2024 - Current
- Drive ARR for SaaS based software solutions that create high-quality personalized Real-World Evidence/Observational Studies in minutes and at scale. Our software solutions include an AI/LLM platform and a Physician Assisted solution used for RWE/Observational study development and Algorithm development for supporting Clinical Development, Medical, HOER/RWE, Market Access and Commercial teams.
- Outcomes:
Technology – RWE/RWD Data and SaaS based technology platforms - On track to exceed sales target in 2025 - $6.2MM
- Penetrated 4 new large pharma clients and 22 new SMB clients.
- Work with Data Providers and Health Care Systems to partner with platform integration and support data partnerships.
Vice President, Business Development
Segmed, Inc.
01.2023 - 11.2023
- Built pipeline and drive ARR for SaaS based software solutions utilizing RWD and RWE Data supporting HEOR studies, AI/ML and Algorithm development, and clinical development programs to include pharmaceutical, medical device, and life sciences companies. Direct a US based team of 6.
- Outcomes:
- Technology – RWE/RWD Data and SaaS based technology platforms
- On track to exceed sales target in 2023 - $7MM P&L.
- Penetrated 8 new large pharma clients and 15 new SMB clients.
- Developed new revenue streams to include PACs sales, Clinical Development support and HEOR support.
- Worked with hospital and healthcare systems to support data acquisitions.
Sales Leader
Medidata/Biovia
01.2022 - 01.2023
- Built pipeline and drove ARR, Professional Services and Renewals for SaaS based software solutions supporting the Research and Discovery of Pharmaceutical/MDD products. My team supported all sales efforts into top 60 Enterprise/Pharmaceutical/MDD accounts. Direct a US based team of 6.
- Outcomes:
- Technology – Data and SaaS based technology platforms
- Met sales targets for 2022 in new sales, Professional Services and Renewals - $100+MM P&L.
- Transitioned members on and off the team and built a high performing global team.
Vice President, Account Strategy
Komodo Health
01.2020 - 01.2021
- Build pipeline and drive ARR for SaaS based software solutions utilizing RWE/RWD data (comprehensive view of patient encounters with innovative algorithms) supporting pharmaceutical development programs to include Clinical Development and Commercial support.
- Outcomes:
- Technology – Data and SaaS based technology platforms
- Built the business pipeline from 0 - $20+MM in 2021.
- On track to exceed sales target by 200% in 2021.
- Diversified pipeline to include 60% of opportunities in top 20 and 40% in SMB.
- Penetrated 32 new accounts in 2021 – 5 top 20 and 27 SMB.
Head of Business Development
Navitas Life Sciences
01.2018 - 01.2020
- Manage the sales and business development efforts selling Technology, Phase I-IV – Full-service clinical trial services to include FSP, and Consulting services to global pharmaceutical and biotech companies. Direct a team of 8.
- Outcomes:
- Technology – AI, RIMs, Argus Implementation and Upgrades
- Grew the AI business from $100K to $2.1MM in 2018.
- Exceeded AI sales target by 120% in 2019 - $1.75MM P&L.
- Built pipeline from less than $100K to over $20MM.
- Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance
- Exceeded sales target for 2018 by 28% and revenue target by 51%.
- Exceeded sales target for 2019 by 35% and revenue target by 52% - $25MM P&L.
- On track to exceed sales target for 2020 by 25%.
Head of Business Development
ClinTec, International
01.2016 - 01.2018
- Managed the sales and business development efforts selling Phase I-IV – full-service clinical trial services to include FSP into global pharmaceutical and biotech companies. Direct a global team of 6 and formulate business-development strategies to drive sales and revenue growth.
- Outcomes:
- Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance
- Exceeded sales target for 2016 by 35% and revenue target by 17%.
- Exceeded sales target for 2017 by 100% and revenue target by 25% - $18MM P&L.
- Built pipeline from less than $5MM to over $200MM with a focus in oncology, rare disease, CNS, auto immune and infectious disease.
Global Director, Sales and Business Development
ThermoFisher Scientific
01.2012 - 01.2016
- Manage the global sales and business development efforts selling Technology and IVD/Companion Diagnostic services to pharmaceutical and biotech partners. Direct a global team of 6 and formulate business-development strategies to drive sales and revenue growth.
- Outcomes:
- Technology – Diagnostic devices (hardware) and Diagnostic predictive software
- Full-service – Regulatory (full PMA support) and Clinical IVD Validation
- Closed the divisions first 3 strategic deals leading to PMA submission and commercialization ($10MM+ each deal) resulting in long-term value (in excess of $100MM) for client and parent company.
- Quadrupled annual sales volume within the first year exceeding AOP by 170%.
- Grew the pipeline from 15 opportunities to 77 opportunities in less than a year including closing long term opportunities that have $100MM+ revenue potential over the next 10 years.
- Improved sales policies and practices. Defined the sales cycle, created accurate job descriptions and developed standards for customer relationship management.
- Implemented the implementation of CRM (Salesforce.com) for pipeline tracking and metric management.
Vice President, Global Business Development and Marketing
TrialStat EDC
01.2007 - 01.2012
- Managed the global business development efforts for a SaaS based EDC platform in support of Phase I-IV clinical trials.
- Outcomes:
- Technology – SaaS EDC platform and CTMS
- Managed top line sales and revenue growth for TrialStat in 2007-2010 exceeding 85% growth year over year.
- Targeted small to mid-size pharma/biotech and were able to position a value added, SaaS based platform that demonstrated clear advantages over competition and market leaders.
Vice President, Global Business Development and Marketing
Jubilant Life Sciences
01.2005 - 01.2010
- Managed the global business development efforts for the Discovery, Pre-Clinical and Clinical CRO (Phase I-IV) divisions within Jubilant Life Sciences. Directed a global team of 35 to prospect for customers through cold calls, referrals and networking through stringent metrics and management oversight.
- Outcomes:
- Full-service and FSP – Clinical Monitoring, DM, Statistics and Statistical Programming, PM, Regulatory Support and Patient Recruitment-Retention-Compliance
- Managed top line sales and revenue growth for Jubilant in 2005-2010 exceeding 23% growth year over year.
- Targeted and penetrated a competitive market competing against the large players in the entire pharmaceutical development life cycle marketplace and winning business based on therapeutic experience and expertise as well as demonstrating functional superiority.
- Established relationships with 17 out of the top 20 pharmaceutical companies driving a minimum of $3MM+ from each company.
- Built and implemented Clinical Relationship/Clinical Partnership relationship to include fee-for-service, shared risk, functional-service, co-development and joint venture models.
Education
Bachelor of Science - Biology and Genetics
North Carolina State University
Raleigh, NC01.1993
Skills
- Market growth strategies
- Strategic planning
- International sales expertise
- Growth in emerging markets
- High-growth initiatives
- Developing sales teams
Certification
- Dimensions of Professional Selling I and II and Role of the Leader Training
- Miller Heiman Sales Training
Timeline
Vice President, Life Sciences
Atropos Health
02.2024 - Current
Vice President, Business Development
Segmed, Inc.
01.2023 - 11.2023
Sales Leader
Medidata/Biovia
01.2022 - 01.2023
Vice President, Account Strategy
Komodo Health
01.2020 - 01.2021
Head of Business Development
Navitas Life Sciences
01.2018 - 01.2020
Head of Business Development
ClinTec, International
01.2016 - 01.2018
Global Director, Sales and Business Development
ThermoFisher Scientific
01.2012 - 01.2016
Vice President, Global Business Development and Marketing
TrialStat EDC
01.2007 - 01.2012
Vice President, Global Business Development and Marketing
Jubilant Life Sciences
01.2005 - 01.2010
Bachelor of Science - Biology and Genetics
North Carolina State University
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