About
I lead. I build. I sell.
Experienced, technical, and useful in more than one direction. Twelve consecutive years of growth. A decade of results behind it.
My sales career came out of wanting to be useful to people. That sounds soft for a revenue job. It is not. Competitive instinct makes you want to win. Wanting to be useful is what makes you good enough to.
Those two things pushed me to learn every business I worked in at two levels. The macro level: sales leadership, strategy, business development. The micro level: the programs, the services, the technical design of the thing we were selling.
Most people pick one. Knowing both is why I moved fast at SanAir. It is why I could write the SOPs, restructure how the team was managed, and improve service and sales at the same time.
That ended in director-level leadership of teams and revenue. Not through charisma. Through discipline, systems, monitoring the work, coaching the people doing it, and designing the thing properly in the first place.
What I am good at
Asking the right questions and solving the problem in front of a client.
Connecting with people and working alongside them toward something they wanted anyway.
Advancing the knowledge and skill of the people around me.
Those are not a values statement. They are what produces the results, and the results are the argument.
I am comfortable at the lab bench and comfortable in the C-suite. I have done plenty of both. I started on the technical side of this industry, in an analytical lab, before I sold anything.
That is one reason a scientist keeps talking to me. Knowing the service end to end is another. So is asking better questions than the last person who called, and being straight about what the data does and does not show. Those are what let me hold the conversation, with the scientist and with the person signing the contract. Holding the conversation is what closes the deal.
How I work
Consultative selling, question-based selling, MEDDIC. The three I actually use, not a list of everything I have read.
I am a player-coach by preference. I want a number of my own and a team I am responsible for. In the first ninety days of a role I want to understand the buyer before I touch the pitch, and see the CRM before I trust the forecast.
I also build things. When a gap is costing the team time, I go make the thing that closes it. That has produced playbooks, cadences, CRM architecture, lead-discovery tooling, and a couple of live websites. This one included.
Speaking and credentials
- Actionable Strategies for Sustainable Lab Management. 52nd Annual NAOSMM Conference, Richmond, Virginia, July 2025. An hour with a room of scientific materials managers from universities, pharmaceutical companies and hospitals.
- Pharma Meets Sustainability. Panel hosted by Brightest with Terra.do, 2025. I was the commercial voice alongside two PhD sustainability specialists.
- My Green Lab Accredited Professional, Laboratory Sustainability Certification.
- A.A., Information Systems. Liberty University, 2025.
Currently looking for my next role.
Away from work
Home is my wife Catherine, our son Connor, our daughter Brigid, and Zoe, our Rhodesian Ridgeback.
Catherine works in the HLA lab at VCU Health. She runs the tissue-typing that tells a transplant team whether a donor and a recipient are a match. She has spent as many years in a laboratory as I have. We are a house full of life-science people, which makes for unusual dinner conversation.
Most of what we do together happens outdoors or on the road. We travel when we can. There is usually a sport on, being played or being watched.
I play billiards. That is how I ended up building a site that pulls local league and tournament listings out of a few dozen scattered venue pages and Facebook groups. See the gap, fill the gap. Same instinct I bring to work, smaller stakes.