Abel Gutierrez
858-869-3489 (mobile)
Email: abelgutierrez@gmail.com
Skills:
- Experience selling capital equipment (>$250K) and consumables
- Knowledgeable over a wide range of basic science workflows, cell-based assays and automation equipment
- Quick to learn and excel in new fields as demonstrated by track record
- Experience with launching regional marketing and awareness campaigns to support territory growth independent of corporate support
- Empathic experience working with scientific customers, Field Application Scientists, Field Service Engineers, Product Managers and Marketing Managers which allows me to effectively and rapidly prospect and close sales faster than my peers as proven by track record.
EXPERIENCE:
January 2019 to Present
Sales Executive, San Diego – 10x Genomics
Responsible for selling entire portfolio of reagents including Single Cell Gene Expression, ATAC, Immune Profiling, Targeted Gene Expression and Visium Spatial Gene Expression Assays as well Instruments such as the Chromium Controller and Automated Chromium Connect. Managed the local sales team on 3 (Inside Sales, Technical Sales, Field Applications) and was responsible for creating the business strategy to achieve plan. Quota achieved 2019 – 103%.
January 2017 to January 2019
Regional Account Manager, Instruments and Consumables, Southern California – NanoString
Responsible for all nCounter and Digital Spatial Profiler Instruments as well as reagents covering all academic, biotech and small pharma accounts. Responsible for the strategic plan development and execution of plan through the local sales team (4 FTEs) to achieve quota of ~ $2.5million. Plan includes annual, quarterly and weekly actions including marketing campaigns, coordination of vendor shows, local research symposiums and user group meetings as well as online strategies for rapid growth. First RAM to hit consumables plan in So Cal – 2019.
July 2015 to December 2016
Sr. Account Manager, Consumables/Capital Equipment – Thermo Fisher Scientific/Life Technologies
Responsible for managing the legacy Life Technologies and the Fisher Scientific legacy Life Science Brands (over 100,000 products). Managing a territory with 11 accounts (Academic and Industrial) with a quota of over 9 million in revenue. Capital equipment sales in the range of $10K – $70K which included Thermal Cycler, Protein Imagers, and EVOS Microscopes. Actively generated leads and droves sales in qPCR, NGS and Flow Cytometer instrumentation (no compensation). Closed 3 qPCR instruments and actively drove 3 additional qPCR and 1 NGS sample prep instrument for close in Q4 of 2016. Serving as a technical resource and field trainer for new hires including onboarding of new hires. Involved in product development projects and currently serving as a New Product “Champion” for the sales force and also part of the Sale Force Effectiveness team to help streamline internal processes for the sales force in North America. Spear heading new “Conversion SWAT” team project with Business Development and Marketing team to identify novel ways to grow commoditized products. Percent to plan in 2015 – 98%*, 2016(YTD) – 103%
September 2011 to June 2015
Account Manager, Consumables – Thermo Fisher Scientific/Life Technologies
Achieved and exceeded plan, approximately 3 years straight and achieved Sales Master in 2014 (2012 -108%*, 2013 – 104%, 2014 – 110%).
January 2010 to September 2011
Sr. Inside Sales Representative, Consumables – Life Technologies
Responsible for managing Invitrogen and Applied Biosystem consumables sales territory on the west coast. Managed a territory with 17 accounts with a quota of over 6 million in revenue. Achieved and exceeded plan, approximately 121.97% in 2010 (Rookie of the Year, West). Territory finished 100% to plan in 2011 but was promoted to Field Sales in October ending at 90% over remaining 3 months of in the field territory. Also served as an internal technical resource and mentor for the west coast inside sales team as needed.
June 2009 to January 2010
RA IV – The Scripps Research Institute, Molecular Screening Center
Assist principal investigators in developing and miniaturizing assays for compound screening in HTS and uHTS format.
July 2007 – May 2009
Sales and Director of Technical Applications – V&P Scientific, Inc.
Sales for 2007 – $125,000 (2 Quarters).
Sales for 2008 – $945,000 As part of the sales team (5 members), I was directly responsible for 33% of sales revenue (exceeding soft quota of 20-25% of annual sales). I was instrumental in keeping V&P on track to meet its 10% YOY annual growth target. I was also directly responsible for bringing over 20 new products online since joining V&P.
Responsibilities include:
Inside/Outside sales, technical service inquiries, and maintaining CRM. Assisting with lead generation by attending tradeshows and outside visits when necessary. Development and implementation of the strategic business plan. Served as liaison to customers and in-house engineers to develop new products and product applications. Production of technical manuals, written operating guidelines and support materials for all products. Oversaw troubleshooting and quality control inspection of equipment.
October 2006 – June 2007
Scientist – aTyr Pharma
Setup contracts for EH&S, IT services and many other contracts and services required for the lab infrastructure. Evaluated and served as a buyer for major capital equipment and lab supplies with emphasis on LC/MS. Carried out initial optimization experiments for immunoprecipitation assays, western blots for cell based assays, antibody purification, and magnetic bead binding assays.
November 2004 – October 2006
Senior Research Associate/Field Service and Application Specialist – Ibis Biosciences, a division of Isis Pharmaceuticals
Assisted in successfully developing and deploying four prototype T5000 PCR and Mass Spectrometer based High Throughput Universal Biosensors to key government sites. Sites deployed to include NBFAC, USAMRIID, NHRC and the CDC. As part of the four person automation team, we were responsible for: transferring bench TIGER technology to automation, PCR assay optimization, site installation and training, customer tech support and field service, SOP development, User Guide development, decontamination procedure development, interacting with the consumables and reagent team to ensure kit compatibility with the T5000 and interacting with various third party vendors to ensure seamless integration was attained.
January 2003 to November 2004
Senior Research Associate – Genomics Institute of the Novartis Research Foundation
Genomics – HTS and cDNA Functionalization Group
Assisted staff scientists in projects that employed high content imaging and other high throughput phenotypic screening technologies to interrogate the functions of novel genes.
November 2001 to April 2002
Scientist – Isis Pharmaceuticals, Carlsbad CA.
Ibis Therapeutics, HTS Robotics Lab
Responsible for preparing small molecules for purification via HPLC and high throughput mass spectrometry and biological screening using an assortment of laboratory robotics.
February 2000 to December 2002
Research Assistant II – The Scripps Research Institute, La Jolla, CA.
Department of Molecular and Experimental Medicine, Division of Biochemistry
PI: Dr. Bernard Babior, MD/PhD
Researched the effects of phosphorylation on the p47phox and p40phox subunit of the NADPH Oxidase in neutrophils. Also studied the effects of various lipids, lipases and peptide inhibitors on the NADPH Oxidase in a cell free enzyme assay.
September 1997 to February 2000
Research Tech II – The Scripps Research Institute, La Jolla, CA.
Protein and Nucleic Acids/Antibody Production Core Facility
PI: Dr. Lisa Bibbs, PhD
In charge of peptide production and assisted in various aspects of antibody production. Ensured that peptide and antibody orders were completed and that deadlines were consistently met.
EDUCATION:
B.S. in General Biology, Minor in Psychology and Spanish Literature – June 1999, UCSD
PUBLICATIONS:
A Functional Screen for Regulators of CKDN2A Reveals MEOX2 as a Transcriptional Activator of INK4a.
Jeffrey T. Irelan, Ana Gutierrez del-Arroyo, Abel Gutierrez, Gordon Peters, Kim C.Quon, Loren Miraglia, Sumit K.Chanda (2009)
The Ibis T5000 Universal Biosensor: An Automated Platform for Pathogen Identification and Strain Typing.
Ecker DJ, Drader JJ, Gutierrez J, Gutierrez A, Hannis JC, Schink A, Sampath R, Blyn LB, Eshoo MW, Hall TA, Tobarmosquera M, Jiang Y, Sannes-Lowery KA, Cummins LL, Libby B, Walcott DJ, Massire C, Ranken R, Manalili S, Ivy C, Melton R, Levene H, Harpin V, Li F, White N, Pear M, Ecker JA, Samant V, Knize D, Robbins D, Rudnick K, Hajjar F, Hofstadler SA. JALA. 2006 Dec; 6(11):341-351
Phosphorylated P40phox as a Negative Regulator of NADPH Oxidase
Lucia Rossetti Lopes, Marie-Claire Dagher, Abel Gutierrez, Brandon Young, Anne-Pascale Bouin, Alexandra Fuchs, and Bernard M. Babior , Biochemistry; 2004; 43(12) pp 3723 – 3730
Modulation of p47PHOX activity by site-specific phosphorylation: Akt-dependent activation of the NADPH oxidase.
Carolyn R. Hoyal, Abel Gutierrez, Brandon M. Young, Sergio D. Catz, Jun-Hsiang Lin, Philip N. Tsichlis, and Bernard M. Babior.
Proc Natl Acad Sci U S A. 2003 Apr 29; 100(9):5130-5
Investigating antibody-catalyzed ozone generation by human neutrophils.
Bernard M. Babior, Cindy Takeuchi, Julie Ruedi, Abel Gutierrez, and Paul Wentworth Jr
Proc Natl Acad Sci U S A. 2003 Mar 18;100(6):3031-4
Evidence for antibody-catalyzed ozone formation in bacterial killing and inflammation.
Wentworth P Jr, McDunn JE, Wentworth AD, Takeuchi C, Nieva J, Jones T, Bautista C, Ruedi JM, Gutierrez A, Janda KD, Babior BM, Eschenmoser A, Lerner RA
Science. 2002 Dec 13;298(5601):2195-9.