Carol Smith

A family owned Group serving customers globally, Roquette is a leader in specialty food ingredients and pharmaceutical excipients with 8,300 employees, 20 industrial sites with €3.2 billion sales. Global Market Manager, BioPharma Reporting to Director of Marketing and responsible for preparing company to launch into BioPharma market segment and providing 5-year business plan with overall strategy and revenue. • Worked globally to identify key decision makers at customers to build long-term relationships to gain market entry. Achieved >100% to 2017 revenue incentive goal, worked with sales to build 2018 sales funnel. • Developed, executed plan to take business direct from third parties for short-term revenue gains of €3+ million. • Worked cross-functionally with Quality, Regulatory, Technical Services, R&D, Manufacturing, Supply Chain and Sales to launch initial products and ensure engaging customer experience.

The Microbiology division, ~$500M business unit of Thermo Fisher Scientific with over 30 sites worldwide, provides high quality diagnostic consumables, instrumentation and services. Senior Manager, Clinical Microbiology Market Reporting to Director of Marketing, Americas responsible for 1-2 employees establishing overall market plans, market strategy, regional campaigns for Healthcare Associated Infections and Clinical Workflow Diagnostics including both consumables and capital equipment offerings. • Redirected fragmented clinical market segments into two workflows to better align with customer operations and developed strategic market plans for each. Exceeded revenue goal by 6.8% for areas of responsibility. • Launched regional marketing programs within budget and exceeded revenue targets by 134% in 2015. Developed a GAP tool to drive incremental new revenue, which was adopted as a best practice.

VIRACOR-IBT LABORATORIES (NOW VIRACOR-EUROFINS), Lee’s Summit, MO 2011-2014 VIBT, a premier esoteric reference laboratory providing molecular testing to hospitals, physicians and biotech/pharmaceutical companies across the U.S. with revenues of $80 million. Marketing Manager Reporting to Director of Marketing and responsible for building BMT (bone marrow transplant) diagnostics market and later to assume responsibilities for SOT (solid organ transplant), all infectious disease, immunology and allergy testing. • Redirected strategy from singular focus to cross-selling campaign leading with strategic innovation capabilities supported by specialized testing combined with value-added tools. Recognized as commercial leader on cross-selling campaigns. Revenue impact >$2.5 million new business in first 12 months. • Collaborator and team leader for cross-functional teams to launch new products and services: - Novel biomarker tests; gastrointestinal pathogen panels; sepsis marker; antifungal drug monitoring assays. - Unique Turnaround Time (TAT) service with next morning results for key infectious disease tests resulting in client growth of 35% over prior year. - Formalized HL7 interface process map, developed selling tools demonstrating cost savings to lab/physician.

The Microbiology division, ~$500M business unit of Thermo Fisher Scientific with over 30 sites worldwide, provides high quality diagnostic consumables, instrumentation and services. Product Manager promoted to Senior Manager, Clinical Microbiology Market Reporting to Group Marketing Manager and responsible for all enteric diagnostic diagnostics and then later for key HAI diagnostics for MRSA, VRE, C. difficile. • Developed and implemented product and market strategies for several key microbiology target markets. Exceeded sales targets for key areas of responsibility in excess of 10-50% each year. • Launched integrated marketing program (branding concept, microsite, SEO, content development, advertising online and offline, promotion to microsite, email campaigns, internal e-newsletter) promoting company solutions and positioning as a resource for customers. Key results include 644 new customers and $1.8 million new sales revenue generated 13 months post launch.

JRH Biosciences (now Millipore Sigma, a Merck KGaA company) - JRH's media and serums are used to supply cell culture and serum products to biopharmaceutical makers with annual sales in 2004 of $150 million. Marketing Manager Reporting to Director of Marketing and responsible for developing product and market strategies for serum free media products used in the production of Therapeutic Proteins including Monoclonal Antibodies and Viral Vector Vaccines. • Managed seven new product launches over eighteen months representing over $1.0 million in annual revenue growth. Directed the creation and implementation of cross functional processes for product commercialization. • Responsible for growing product line representing over 10% of company’s gross margins.

Provided market research and competitive analysis, identified opportunities and recommendations for market expansion, improved and innovated the strategic planning process, facilitated ideation sessions and guided cross functional team collaboration in the brand identity development process.

HOECHST CELANESE CORPORATION (DIVESTED INTO MANY DIFFERENT ENTITIES), Charlotte, NC 1982-1999 Hoechst Celanese, producing chemicals, fibers and films, engineering plastics, high-performance and specialty materials, pharmaceuticals, and animal-health and crop-protection products with annual sales volume of $28 billion. New Business Development Manager – CELGARD LLC (divested from Hoechst Celanese) 1998-1999 Sales Manager for Medical Markets – Separation Products Division (Hoechst Celanese) 1995-1998 Market Manager – Separation Products Division (Hoechst Celanese) 1993-1995 Market Development – Fibers & Film Group (Hoechst Celanese) 1989-1993 Product Engineer I promoted Product Engineer II – Textile Fibers Group (Hoechst Celanese) 1982-1989