DONALD C.

SWANKIE; MBA


Research Triangle Park,
North Carolina 27511


(919) 889-6387
dcswankie@gmail.com
www.linkedin.com/in/donaldswankie


VICE PRESIDENT MANAGING DIRECTOR SALES & MARKETING DIRECTOR
SECTORS: BIOTECHNOLOGY / TECHNOLOGY / CLINICAL RESEARCH / ACADEMIC RESEARCH / GOVERNMENT AGENCY



Board level management leader with 20+ years of experience - key asset in the areas of business strategy, sales leadership, corporate
messaging, finance, operations, and growth visioning. Creative, decisive and action oriented leader whose focus had been the Healthcare,
CRO, Academic & Pharmaceutical sectors. Sustained performances with record revenue and profit results within multiple vertical markets.

CORE COMPETENCY AREAS


CXO Level Business Development
Market Strategy / Visioning / Planning
Strategic Partnership & Alliance Development
Budget & Financial Controls / P&L / Audits

Negotiations / Contract & Proposal Writing
Technology Expertise / I.T. Management
Productivity Increases / Operational Efficiency
Sales Training and Sales Management


Market Research & Penetration
Assertive / Independent / Business leader
Project Development / Coordination / Planning
Client Relations Business and Operations


PROFESSIONAL PROFILE

Global Business Leader Marketing and Sales leadership
Drives sales and marketing management, maintaining executive level responsibility in the coordination of key marketing functions across
diverse geographies. Readiness leader for new product line launches, establishing strong product management disciplines to operational
functions. Known for successful customer interactions and finding solutions to difficult situations. Experienced trainer and public presenter.

Senior Level Operations Management Leader. Qualified and experience in the direction of corporate operations, directing general
management teams that represent revenue producing lines of business. 20+ years of senior operating and general management
experience; proven ability to conceptualize strategic plans, identify opportunities and implement the tactical execution to ensure
completion. Expertise in operational metrics, tracking financials, establishing priorities, and developing relationships with key industry
leaders. Proven track record managing operational processes and procedures to enhance production and maximize performance.

Experienced General Manager & Key Business Management Leader. Strategically partners with management teams to foster executive
relationships, taking multi-million dollar operations to exceptional performance and long-term viability. A grounded, honest leader that is keenly
tuned to a prospects potential needs. Can analyze market and technology trends, customer segments and requirements, and competitive
landscapes to establish product positioning, pricing, and delivery strategies. Revenue and P&L responsibilities to $60M and $25M respectively.

Partner Relationship Manager. Maintains focus on the development and maintenance of alliance relationships, building joint value
propositions and messaging statements. Creates awareness and demand generation campaigns designed to produce opportunities and gain
market share. Ensured clearly defined metrics, ongoing tracking, and transparent results. Expertise in business development, leadership, and
operational roles for multiple sectors: life sciences, technology, pharmaceutical/biotech, federal healthcare, academic, and physician practice.



FORMAL EDUCATION

DUKE UNIVERSITY Life Science, Biotechnology Executive Education Durham, NC (2002)
WAKE FOREST UNIVERSITY, MBA Babcock Graduate School of Management, Winston-Salem, NC (1995)
ST. PETERS COLLEGE Bachelor of Science in Business Administration Englewood Cliffs, NJ (1990)



DONALD C. SWANKIE

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CAREER EXPERIENCE - CLINICAL RESEARCH / DRUG DEVELOPMENT ORGANIZATION North American & Asian Markets


MAX NEEMAN INTERNATIONAL, MAX HEALTHCARE, Research Triangle Park, NC | Vice President Business Dev. (2007 Present)
A leading Contract Research Organization (CRO) based out of India, providing full range of clinical research and regulatory consulting
services to global pharmaceutical, biotech and devices companies .Max Healthcare a $2.0B, 15 Hospital Life Sciences organization
Directed and oversaw North American sales, growth strategies, marketing campaigns, and public relations activities nationally.
Led business development, sales and marketing strategies for the Northeast, Southeast, Central regions. Innovative programs and
aggressive growth strategies grew a pipeline from $0 to $25.0M yearly, with average $8.5M in yearly sales from 2008 to 2013.
Lead corporate expansion strategy with focus on geographic and vertical services expansion via merger & acquisition and partnering.
Developed and built the pharmaceutical and biotechnology market presence in the Northeast, Southeast, Central regions, including
academic research, hospital setting, NGOs and Federal agencies.
Positioned and grew [non regulated] EDC software & services as priority services offering expanding 3X via direct sales partnerships
Captured clinical (Phase III-IV) and Data Mgmt / EDC consulting opportunities via direct and partner licensing efforts in key
therapeutic areas: oncology, cardiology, CNS, hematology, medical device, metabolics, dermatology and infectious disease trials.
ENDPOINT RESEARCH | Sales Director (2006 2007)
Canadas largest privately held Clinical Research Organization.
Established new Mid Atlantic and Southeast regional practice. Lead business efforts into newly acquired client accounts.
Developed senior relationships at 30+ Pharmaceutical/Biotechnology firms generating proposals that valued over $7M.


QUINTILES TRANSNATIONAL | Senior Director, Business Development (2004 2005)
Drove innovative sales and marketing campaigns for this industry leader. Developed strategy for Government / NGO
Pharmaceutical business across various Quintiles organizations including clinical trials management, medical
consulting, and healthcare information technology. Consulted in various roles for Clinical and Academic Research, e-Health, and
health policy initiatives.
Orchestrated alliance relationships, joint business engagements with leading Federal Prime contractors, led solution sales into civilian
agencies (NIH, FDA, and CDC), as well as the defense agency (USAMRIID).
Championed and served as a builder of key alliance management and operational efforts with seven US and European based firms.
Contributed to $6.0M of engagements into NIH-NIAID [Infectious Disease] for European sponsors.
Represented firm to lobbyist group, collaborating with CRO industry representation, identifying opportunities into public health sector.



CONSULTING EXPERIENCE - LIFE SCIENCES / HEALTH CARE [2003]



SCIENCE APPLICATION INTERNATIONAL (SAIC) | Senior Director, Business Development (2002 2003)
Served as Consultant to SAIC in establishing southeast to Mid Atlantic Pharmaceutical and Biotechnology consulting.
WAKE FOREST UNIVERSITY SCHOOL OF MEDICINE, Winston-Salem, NC | Marketing Team Leader (1995)
Led marketing team in the development of for-profit business plans for this Contract Research Facility.
Designed and implemented customer relationship management systems, protocols, and metrics that improved service level by 50%.
DONALD C. SWANKIE

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CAREER EXPERIENCE - SYSTEMS INTEGRATION AND TECHNOLOGY DEVELOPMENT


NORTEL NETWORKS BUSINESS CONSULTING SERVICES | Sales Director, Southeast Region (2000 2002)
Championed sales management and in region marketing activity for professional services consulting practice.
Managed regional teams plus weekly and quarterly account planning for Nortels Professional Technology Services organization.
Exceeded yearly and order revenue quota of $60M and $120M.
Established a regional practice of 35 staff working in sales, marketing, finance, and legal.
Served on review board for US based weekly proposal / bid defense review; for profitability and operational feasibility
Led the PMO office: Managed market ready services, outsourcing, and security consulting at 120% of quota.
Delivered client proposals, RFP responses to CXO levels, and ensured wins financed at 30% margins.

SCIENCE APPLICATIONS INTERNATIONAL | Managing Director of Emerging Markets
Director of Business Services
Senior Market Strategist
BellCore & Bell Labs Research & Development, McLean VA / Morristown, NJ (1996 2000)
SAIC is a systems integration firm within the public health verticals to health agency (HHS, FDA) and institutes (NIH, CDC, and NCI).
Led marketing and new program management initiatives for a $850M entity acquisition.
Led market and program management strategies for migrating a 6,000-member R&D organization into a for profit enterprise,
contributing to a $115M increase in software and services revenues in two years.
Served on review board for US based weekly proposal / bid defense review; for profitability operational feasibility
Contributed to the increase of $115M in services and software solutions. Accomplished this through effective, proactive, and
aggressive margin and profitability management.
Created sales force web portal providing mobile access to sales collateral and critical client information.
Led a diverse team of engineering and business development; directed forecasting for the firms opportunities in emerging
technologies including broadband, wireless technology convergence to V-P level.

FORTRESS TECHNOLOGIES, New York, NY | Marketing Product Manager (1995 1996)
Developed business plans as part of PPM for public offering, yielding $5 million in venture capital. Led market strategy duties
including competitive analysis, market plan, and product launch.
Defined sales strategy, GSA schedule focused to Health Agencies: DOD, NIH, CDC, HHS, and NIST.
Established alliances with key systems integration channels, saving sales costs of over $2M.
Managed trade show activity at industry trade events resulting in over 100 sales and 3 investor leads.

CORE TECHNICAL COMPETENCIES

Statistical Analysis: SAS, Systat, SPSS, JMP, MACQs
Life Sciences: EDC / e-Clinical, HL7, GMP, FDA, CFRPart11 & HIPAA
Information Technologies: LAN/WAN, AS400, MVS, DB2, MS SQL, SDLC, XML
Clinical Research: Therapeutics Oncology, Cardiovascular, Hematology, Infectious Disease, Vaccines, CNS, Medical Device


PROFESSIONAL ORGANIZATIONS

Organization: Background:
Washington Health Advocates,
Association of Clinical Research
Organizations
Represent firm on industry areas that impact the pharmaceutical and medical research, representation
has focused on FDA and CDC regulatory issues
CDISC Clinical Data
Interchange Standards
Consortium
Active in regional leadership, providing Board of Directors-level support. Organized and developed
global data standards focused on interoperability to improve medical research and related areas of
healthcare