Richard DiVirgilio
Andover
Summary
Experienced sales professional with a track record of achieving record-breaking results in commercializing technologies within the biotech and pharma industries. Proven success in both large companies and VC-backed startups, whether it be scaling existing business or entering new markets. Proficient in consultative sales, strategic prospecting, and fostering long-term client relationships. Adaptable to rapidly changing markets, emerging technologies, and evolving customer needs.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Sr. Regional Manager
RedShiftBio
08.2021 - Current
- Developed and executed a sales plan that increased the pipeline by 4,900% over three years, growing from $100K to $5M in qualified opportunities across instruments, services, and custom solutions
- Achieved 127.1% year-over-year sales growth (2023–2024) through strategic prospecting, upselling, and territory development
- Negotiated and managed fee-for-service contracts across early discovery through IND filing, with large, mid-size, and startup pharmaceutical/biotech firms
- Led strategic partnerships with contract manufacturers (e.g., Lonza pilot program), integrating our technology into global process development and GMP workflows
- Secured first-ever deals in new verticals including veterinary medicine (Zoetis), federal labs (NIH), and food tech (Mascoma)
- Broke company sales records, including:
First multi-unit sale to Boehringer Ingelheim ($460K)
Highest quarterly revenue ($623.5K) for biophysical product line - Placed new technologies and built long-term accounts with top biopharma companies (AZ, BMS, Merck, Pfizer, BI), resulting in cross-functional purchases and projects
- Established research service agreements across R&D functions: discovery, PAT, CMC, formulation, regulatory, and manufacturing
- Sold the first HaLCon unit within two months of commercial launch
- Built and managed temporary inside sales team—193 leads, 82 meetings, 49 referrals, multiple closed deals
- Created prospecting and outreach strategies adopted across the company
- Cross-functionally collaborated with marketing, product, and executive teams on go-to-market materials, pricing, product dev feedback, and M&A strategy
Sales Engineer
Shimadzu Scientific Instruments
10.2020 - 08.2021
- Exceeded sales goals by 58% in 2020 ($1.84M on $1.16M quota) and 28% in 2019 ($1.28M on $1M quota) through strategic territory growth and new business acquisition
- Increased Northern territory revenue by 350% over two years, growing average sales from $250K to $900K per half
- Developed and closed a multimillion-dollar university SPARQ partnership, expanding academic reach and instrument placement
- Managed schedules and budgets for territory-specific trade shows and customer engagement events
- Spearheaded regional sponsorships and joined key industry associations (e.g., Laboratory Association of New Hampshire) to build brand visibility and foster customer relationships
- Sold into a wide variety of sectors including pharma, biotech, food & beverage, forensics, energy, veterinary medicine, and military, showcasing versatility and adaptability
- Collaborated with executive and technical stakeholders throughout the sales cycle, including CEOs, Lab Directors, VPs, and Principal Investigators
Sales Representative
Shimadzu Scientific Instruments
02.2019 - 10.2020
Sales Associate
Shimadzu Scientific Instruments
08.2018 - 02.2019
- Advanced to full sales role in half the expected time, completing a 12-month training program in just 6 months
- Completed product line trainings, based on both technical and sales aspects in six weeks
- Responsible for business management of large established accounts
Associate Scientist - Bioanalytical Services
Charles River Laboratories
01.2017 - 08.2018
- Generated LC-MS/MS data to support ADME and PKDM studies for pharmaceutical and biotech clients
- Handled method development and sample analysis for new compounds across multiple species
- Worked under fast turnaround timelines typical of contract research projects
- Performed data analysis and wrote reports used for decision-making in drug discovery and preclinical development
- Collaborated with study directors to meet client-specific study goals and timelines
Education
Master of Science - Biotechnology
Worcester State University
Worcester, MABachelor of Arts - Biology
Hartwick College
Oneonta, NYSkills
- Strategic Territory Expansion & Pipeline Growth
- Contract Negotiation (Fee-for-Service, FSP, and Capital Equipment)
- Enterprise Sales & Key Account Management
- Market Entry Strategy & First-In Sales Execution
- Expert Prospecting & Cold Outreach
- RFP Response & Proposal Development
- Sales Forecasting, Goal Setting, and Quota Overachievement
- Drug Discovery & Development Workflows (Discovery to IND)
- Clinical Trials, CRO Services, and Bioanalytical Testing
- ADME/PKDM Studies, LC-MS/MS, and Biophysical Characterization
- Experience Selling into Pharma, Biotech, Academic, Gov’t, and CROs/CMOs
Business Development & Sales Strategy
Industry Expertise
- Executive Relationship Building (C-Suite, VPs, Directors, PIs)
- Consultative Selling Across Scientific and Operational Teams
- Strategic Partnerships & New Market Development
- Cross-Functional Collaboration (Marketing, Product, Scientific Apps)
- Salesforce CRM Microsoft Dynamics CRM LinkedIn Sales Navigator
- Adobe Creative Suite (for presentations and sales collateral)
- Microsoft Office Suite (Excel, PowerPoint, Word)
- Proven success in VC-backed startup environment, evangelizing new technology in the biotech and CRO space
- Track record of breaking into new accounts and verticals, including first-ever deals in government labs, veterinary, and food sectors
Client & Stakeholder Engagement
Tools & Platforms
Additional Highlights
Certification
● Completed Sandler Training's "Sales Mastery" six-month course.
● Completed Sandler Training's three-day sales boot-camp.
● Completed the American Management Association's "Principles of Professional Selling" course.
● Completed the American Management Associa
Timeline
Sr. Regional Manager
RedShiftBio
08.2021 - Current
Sales Engineer
Shimadzu Scientific Instruments
10.2020 - 08.2021
Sales Representative
Shimadzu Scientific Instruments
02.2019 - 10.2020
Sales Associate
Shimadzu Scientific Instruments
08.2018 - 02.2019
Associate Scientist - Bioanalytical Services
Charles River Laboratories
01.2017 - 08.2018
Master of Science - Biotechnology
Worcester State University
Bachelor of Arts - Biology
Hartwick College
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