MICHAEL ALLEN, MBA

Carlsbad, CA
mikeallen1010@roadrunner.com, (858) 220-5611
SENIOR EXECUTIVE with extensive experience in the pharmaceutical/diagnostic industry who leverages expertise in
Commercial Operations best practices, 20 years GM/P&L leadership experience ($280M annual revenue), product
development/portfolio management and outstanding energy, initiative and problem solving skills to build and lead peak
performing commercial operations that consistently maximize revenue, profit and productivity in startup, rapid-growth
and turnaround environments. Demonstrated expertise includes:
Built/Lead new Commercial Operations 9 times in Global Biotech, Early Stage and Start-Up companies
consistently delivering top 10% revenue/results
Primary leadership of Development /
Commercial Launch of >30 Flagship Products
generating >$2B annual revenue (US, EU,
Global)

20 years P&L experience directly leading critical functions:

Marketing, New Product Dev., Reimbursement/Payer
Relations, Field Sales, Sales Ops/Analytics, Distribution,
Med. Affairs, Clinical Dev., R&D, Regulatory/Legal, Manuf.,
HR, and Staff functions

Extensive experience with Rx/Dx/Personalized Medicine

Extensive experience with Strategic
products in Primary Care, Hospital and >40 Specialty
Partnerships and M&A. Played leading role in 3
Markets: CNS, Endocrinology, Gastroenterology, Pain,
successful acquisitions generating significant
I.D./Sepsis, Maternal/Fetal, HIV, Dermatology, Cosmeceuticals,
returns for investors
Fertility, Contraception, GYN
CONNECT (San Diego, Ca) affiliated with the University of California, San Diego,
Sept. 2015-Current
one of the oldest and largest Biotechnology incubator organizations in the U.S. Recognized as a breakthrough
organization by the New York Times, Inc., Time and Entrepreneur magazines .
Entrepreneur in Residence/Mentor; Biotechnology/Pharmaceutical/Diagnostic Commercial Operations,
Marketing, Sales: work directly with senior leadership of select biotechnology companies at all stages of
development, to create/implement Strategic, Commercial and Financing initiatives that enable growth.
COSMEDERM BIOSCIENCE (San Diego, CA) top 5 best funded, privately held biotech
June 2013-Sept 2015
company in the US ($230M in investment over the 7 years). Focused on developing/commercializing innovative
therapeutic products for significant indications in dermatology/pain across Rx, OTC and Cosmeceutical markets.
Products currently marketed in US and ROW markets.
Chief Commercial Officer
Direct leadership responsibility for: Commercial Operations, Strategic Portfolio Management, R&D/Product
Development, Clinical Development, Global Business Development and China Operations.
Significantly revised commercial strategy for flagship product, turning around flat sales trend; increasing net sales
by 385%. Grew quarterly market share by 900% vs. previous year, resulting in the fastest-growing product in
category
Built commercial function: recruited/hired 3 key functional leaders, created/implemented comprehensive, annual
Commercial Brand Plans, Rev. Fx, OPEX Budgets, Product Development Plan and companywide MBOs.
Successfully developed/launched 4 new products. Corrected historical Manufacturing/Product Development issues
resulting in eliminating 9 month product out of stock.
SOMAXON PHARMACEUTICALS (San Diego, CA) publicly traded specialty pharmaceutical
company commercializing insomnia/CNS therapeutics

Oct. 2011 - Dec. 2012

Senior Vice President, Commercial Operations

Hired to turnaround commercial results for flagship insomnia product 1 year post-launch. Direct responsibility for
Marketing, Sales Force (150 FTEs), Payer Relations, Sales Analytics/Operations, Distribution and Training.
Significantly revised all aspects of commercial operations including creation/execution of numerous sales and
marketing initiatives: revised product positioning/messaging, comprehensive DTC campaign, new MD/patient
segmentation, revised sales force size/structure/alignment/call plan to complement new promotional mix.
When company experience unanticipated financing difficulties due to IP issues, reduced OPEX by 40% while
maintaining sales revenue. Supported M&A activities resulting in successful sale.

MICHAEL ALLEN, MBA

PROTEOGENIX, INC, privately held, venture backed, start-up company focused on developing/
commercializing innovative diagnostic products in the Maternal/Fetal/Neonatal medicine market

2008 - 2010

Senior Vice President, Commercial Operations, Costa Mesa, CA

Founding member of senior management team working closely with CEO, BOD (New Leaf Ventures, TPG, Burrill &
Co.). Created/executed comprehensive Commercial, Medical, Clinical, Regulatory and Manufacturing plan to achieve
US/EU regulatory approval and commercialization of diagnostic products delivered via CLIA-certified lab and FDA
approved IVD kits. Personally created/executed the following key initiatives:
Comprehensive Commercial Plan for 3 lead products; a critical component in raising ~$30M from tier 1 VC
investors. Included comprehensive market analysis, short/long-term commercial strategies/tactics, detailed revenue
forecasts and OPEX budgets.
Premium Pricing/ Reimbursement Strategy. Created two publishable pharmacoeconomic models and
comprehensive reimbursement/pricing/coding landscape analysis.
Publication and Med. Ed. Initiatives supporting key commercial objectives. Resulted in 11 pubs in tier 1 journals.
Sales Force Size/Structure/Alignment Plan, sales training materials and cost-effective CRM system.
Played key role in successful sale of company to industry leader (Hologic).
TERCICA, INC (San Francisco, CA) publicly traded, biotech company focused on developing
and commercializing prescription therapeutics in the endocrinology market.

2006 - 2008

Vice President, Marketing and Sales Operations

Direct responsibility for all aspects of: Strategic/Tactical Marketing, Payer Relations, Reimbursement, Distribution,
Sales Training, Canadian operation, global distributors and relationship with European strategic partner (Ipsen).
Created/executed: new product development/ launch plans, case managed reimbursement advocacy function, annual
product commercial plans, revenue forecasts/OPEX budgets, product lifecycle plans and leadership of co-marketing
partnership with strategic partner.
Grew U.S. annual sales of flagship product 700% vs. prior year by implementing new, comprehensive commercial
planning process that drove significant improvement in companywide, cross functional alignment/coordination.
Led successful, simultaneous product launch of two flagship products in the US, EU and Canada (Increlex ,

Somatuline AutoGel ), coordinating all activities both internally and with European strategic partner (Ipsen).

Primary responsibility for managing US and EU co-marketing agreement with European strategic partner. Played
key role in acquisition by strategic partner, generating significant return for shareholders.
PROMETHEUS LABORATORIES (San Diego, CA) privately held, Personalized Medicine
2004-2005
company providing prescription therapeutics and diagnostic testing services in the gastroenterology/IBD market.
Vice President, Sales and Sales Operations
Direct responsibility for: Sales, Sales Operations, Trade, Managed Care, Billing/Customer Services, Laboratory
Technical Services and Training/Development. Member of Executive Committee, reporting directly to CEO.
Increased annual revenue 54% (+$43M to $123M) while increasing EBITDA 42% (+$10M to $34M) by accelerating
sales of inline and a newly acquired product while controlling operating expenses.
Successful re-launched newly acquired 3 year old flagship IBD therapeutic product (Entocort ); increasing annual
sales by 45% (+$13.2M to $42.5M).

Expanded sales force by 90% (total of 120 FTEs) within 3.5 months while improving productivity 40%.
THER-RX CORP. (St. Louis, MO) fully integrated specialty pharmaceutical company focused on
reproductive health

2003-2004

Executive Vice President, Sales and Marketing

P&L responsibility for 280 FTE business with $100M in annual revenue. Primary Leadership of: Sales, Marketing, T&D,
Managed Markets, Sales Operations, Trade, Medical Affairs , New Product Development and Global Licensing/Sales.
Grew annual sales 94% ($53M to $103M) and net income 48% ($19M to $28M) by doubling annual share growth
for 4 lead products.
Increased growth rate for annual sales from 16.6% to 94%, and net income from 22.7% to 48%.

MICHAEL ALLEN, MBA

SERONO INC. ($3B European-based global biotech company)
1992-2001
Executive Vice President, North American Reproductive Health Business Unit, Boston, MA ('99-'01)
P&L responsibility for largest business unit in the Corporation with $275M in annual sales and $52M operating
expenses. Lead all aspects of business in the U.S./Canada including direct responsibility for: Sales, Marketing, Payer
Relations, Government Affairs, Medical Affairs, Sales Operations, Business Development, Regulatory, Trade
Relations/Distribution, and Training & Development.
Ranked #1 among 10 business units worldwide for overall performance two consecutive years.
In first year, reversed negative sales trend; growing market share for flagship franchise +3.2 share points (vs.6.0
loss in prior year). Increased annual sales 19% (vs. 3.1% prior year) and operating income 27% (vs. 3.0% prior
year).
Over 2 years, grew sales 38% (+$75M) to $275M vs. 12% global rate, while growing operating income 47%
(+$70M).
Successfully launched 3 flagship products (Fertinorm HP , Gonal-f , Cetrotide ). Launch plans used as global
models.

Founding member of Global Strategic Marketing Team for $850M flagship Reproductive Health franchise. Direct
responsibility for global: positioning, core message, pricing, and pipeline/portfolio management. Lead the global
launch of 4 products.
Final candidate for Serono U.S. President's position.
General Manager, Serono Canada, Inc., Toronto, Canada ('97-'99)
Direct responsibility for P&L and leadership of all staff and line functions.
Turned around poorly performing business being considered for liquidation. Reversed 4 previous years of flat
sales/operating income to achieve 192% revenue growth (+$22.5M to $34.2M) and 315% increase in operating
income over 3 year period.
Successfully built 2 new commercial business units and launched 4 new products, pioneering entry into 2 new

therapeutic markets (Rebif Multiple Sclerosis, Serostim HIV). Labels and marketing/launch plans used as global
models.
Designed and implemented first ever Mission/Vision/Values. Global Climate Survey results ranked #3 among 210
business units.
Midwest Regional Sales Director, Senior District Sales Manager, (92-96)

ORTHO PHARMACEUTICAL (Johnson & Johnson)

1984-1992

Promoted through positions of increasing responsibility in Sales, Sales Training and Sales Management while
consistently delivering top ranked sales performance.

EDUCATION
MBA, Richard Ivey School of Business, University of Western Ontario
Bachelor of Science, Biological Sciences, University of Southern California