Gavin Stark
Greer
Summary
Dynamic, accomplished leader with over 15 years of experience achieving and exceeding sales targets and driving revenue growth for multiple organizations. Diverse experience in sales, market development, account management, people leadership and team-building roles. Specializes in identifying opportunities for growth, developing go-to-market strategies, navigating complex business environments and executing strategies to drive business results. My passion for excellence and commitment to achieving objectives make me an ideal candidate for organizations looking for leadership that can deliver results while inspiring others to perform at their best.
Overview
8
8
years of professional experience
Work History
Director of Business Development
Ora Inc
06.2024 - Current
- Development and growth of target accounts, and driving a sustainable pipeline within them.
- Increase the volume and consistency of revenue in target accounts which have reoccurring demands for Ora services.
- Manage complex negotiations and have the responsibility for optimizing relationships and resolving issues while aligning stakeholders to ensure business development goals are met.
Director of Market Development
Executive Biotech Advisors
01.2024 - 06.2024
- Lead and develop strategy and engagement with key customer segments in US and Canada within eye care space.
- Establish customer programs, promotional campaigns to drive product awareness and adoption.
- Consult with customers to design audience-specific brand communications for external marketing materials and educational events.
Head of Sales, Eye Care
Avellino
03.2023 - 10.2023
- Develop AvaGen Glaucoma go-to-market sales strategy and market segmentation and targeting for AvaGen Keratoconus and Glaucoma.
- Build business and financial objective models for scalable coverage while maximizing return vs. spend.
- Create all 2023 and 2024 forecasting models.
- Identify strategic partnerships to accelerate AvaGen utilization and adoption.
- Oversee development of new training platform and sales training for AvaGen Glaucoma.
- Generated $75M in sales revenue since 2022.
Head of Strategic Accounts and Interim Head of Sales
Avellino
06.2022 - 03.2023
- Led and developed new sales organizational infrastructure.
- Developed and implemented new sales training and sales engagement model for AvaGen Keratoconus.
- Spearheaded Q3 2022 AvaGen test per territory increase of 101%.
- Grew Q3 2022 calls per day by 75% and days in field by 70%.
Head of Strategic Accounts, Eye Care & Respiratory
Avellino
06.2021 - 06.2022
- Led and developed strategy and engagement with private equity and consolidated customers in US and Canada within eye-care space.
- Nurtured deep relationships with C-suit, medical directors, procurement teams and KOLs in US and Canada.
- Negotiated and implemented pricing agreements.
- Pursued tailored partnerships to advance awareness and adoption of AvaGen Genetic Eye Test.
- Spearheaded development and expansion of Eye Care Strategic Account Management Team and Respiratory Account Management Team.
- Managed both Eye Care SAM and Respiratory SAM teams.
- Developed and directed strategy and engagement with large-scale consolidated skilled nursing facilities for sale of Avellino CoV2 Respiratory Test.
Associate Director, Market Development
Novartis Pharmaceuticals
10.2019 - 06.2021
- Oversaw 13 Southeast states.
- Nurtured strong relationships with large consolidated group practices, private equity owned groups and national accounts.
- Identified needs and opportunities to help determine, diagnose and treat dry eye disease and improve quality of care for patients.
- Developed Market Development Accounts Team engagement model to establish framework for customer interaction.
- Collaborated with multiple agency partners to create Market Development Accounts Team initial customer assets.
- Implemented and deployed dry eye educational support assets and initiatives to range of consolidated group practices, private equity owned groups and national accounts.
Key Account Manager
Novartis Pharmaceuticals (formerly Shire)
01.2018 - 10.2019
- Cultivated strong relationships with key customers and ophthalmic community.
- Engaged with high science approach to identify needs and provide solutions.
- Offered superior product, market, reimbursement, formulary, managed-care and customer knowledge to meet objectives.
- Worked with 16 Sales Specialists, 2 District Managers, 1 Zone Director, 1 Zone Analyst and Market Access Team.
- Served as Field Sales Trainer/FLEX Emerging Leader for Novartis Sales Management Development Program (2019-2020).
- Earned #4 (out of 21) ranking for 2018 and 2019.
Sales Specialist
Shire
04.2016 - 01.2018
- Helped with 2016 introduction of Shire Ophthalmics to eye-care community and launch of Xiidra.
- Earned #13 (out of 93) year-end ranking for 2017.
- Led nation in 13-week volume growth at 42%.
Education
Bachelor of Arts - History And Political Science
East Carolina University
Greenville, NC2005
Skills
- Business development and planning
- Strategic leadership
- Key relationship management
- Sales strategy and forecasting
- Goals and performance monitoring
- Account management
- Relationship building
- Coaching and mentorship
- Negotiation
Timeline
Director of Business Development
Ora Inc
06.2024 - Current
Director of Market Development
Executive Biotech Advisors
01.2024 - 06.2024
Head of Sales, Eye Care
Avellino
03.2023 - 10.2023
Head of Strategic Accounts and Interim Head of Sales
Avellino
06.2022 - 03.2023
Head of Strategic Accounts, Eye Care & Respiratory
Avellino
06.2021 - 06.2022
Associate Director, Market Development
Novartis Pharmaceuticals
10.2019 - 06.2021
Key Account Manager
Novartis Pharmaceuticals (formerly Shire)
01.2018 - 10.2019
Sales Specialist
Shire
04.2016 - 01.2018
Bachelor of Arts - History And Political Science
East Carolina University
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