Resume: Sales, Marketing, International Business - Medical/Scientific Technologies
Alan Peck
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<title>Résumé of C. Alan Peck</title>
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<div align=center><h2><a NAME="OLE_LINK1">C. ALAN PECK</a> </h2></div>
<div align=center><h3>1637 Grant Road
<br>Mountain View, California 94040
<br>Tel: 415-969-2510
<br>Fax: 415-965-1141
<br>Email: <a HREF="mailto:alan...@concentric.net">alan...@concentric.net</a>
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<p>
<hr></p>
<p>Professional Experience: </p>
<h3>INDIGO MEDICAL, INC., Palo Alto, California</h3>
<h4><i>VICE PRESIDENT, MARKETING & SALES
<br>1992 - 1995 </i></h4>
<p>Member of founding executive team of new medical venture developing
minimally-invasive devices for surgical, therapeutic and diagnostic uses.
Company has developed unique, portable low-cost diode laser system and
advanced fiberoptics for treatment of benign prostate hyperplasia and for
use in other surgical applications. Indigo's investors include Johnson
& Johnson, Inc., Eli Lilly & Company and several prominent venture
capital firms. Reporting to the President, responsible for worldwide marketing
and sales, international operations, customer support, service and product
management. </p>
<ul>
<li>Contributed development plan contributing to the successful attainment
- of $16 million in venture funding. Company acquired by Johnson & Johnson, Inc.
</li>
<li>Initiated current FDA multi-center clinical trial program required
for PMA approval of BPH product. Successfully enlisted participation of
leading medical institutions, e.g., Mayo Clinic, Columbia Presbyterian
Hospital, Vanderbilt University, Brown University, etc. </li>
<li>Established European operations in Germany for product assembly, sales,
service, marketing and customer support leading to rapid TUV/GS/CE approvals.
Built European sales management team and distribution network. </li>
<li>Recruited top clinical specialists in Germany, Italy and United Kingdom
for European multi-center clinical trial program. </li>
<li>Organized market development joint venture with major Japanese medical
equipment distributor. </li>
<li>Established and staffed subsidiary company in Hong Kong for development
of Asian business operations and acquired key Asian representatives. </li>
</ul>
<h3>INNOVATIVE MEDICAL DEVICES, INC., Mountain View, California </h3>
<h4><i>PRESIDENT & CEO
<br>1989 - 1992 </i></h4>
<p>Cofounder of orthopaedic technology firm specializing in hightech diagnostic
instrumentation and therapeutic devices. Responsible for management of
all business operations. Company developed proprietary electrical bone
growth stimulation technology used for treatment of serious fractures and
other orthopaedic conditions. </p>
<ul>
<li>Raised $3 million in new Europe-based venture capital. </li>
<li>Obtained technology rights through acquisition and license from University
of Pennsylvania and Medtronic, Inc. </li>
<li>Established European manufacturing and sales affiliate responsible
for business development and manufacturing. </li>
<li>Negotiated primary clinical research contracts with University of Pennsylvania,
McKay Orthopaedics Laboratory. </li>
<li>Successfully obtained two IDE's from the FDA and oversaw prosecution
of five U.S. and international patents. </li>
<li>Concluded worldwide technology transfer and marketing license agreement
with Netherlands-based business consortium. </li>
</ul>
<h3>INTERNATIONAL MARKETING EXCELLENCE, Mountain View, California </h3>
<h4><i>PRINCIPAL
<br>1987 - 1992 </i></h4>
<p>Founded strategic, marketing and financial consultancy for emergingtechnology
medical device, equipment and service companies. Evaluated product strategies,
formulate business plans, assist in acquisition of venture capital and
strategic partners, and develop marketing programs, sales distribution
networks and joint ventures in U.S. and international markets. </p>
<ul>
<li>Served as strategic consultant for new ultrasound technology firm,
Vitel, Inc., introducing major advance in assessment of bone diseases and
structure. Refined business plan and raised $1 million in initial venture
funding. </li>
<li>Acted as strategic consultant to LTI Biomedical, Inc., an orthopaedic
technology firm. Arranged technology buyout and subsequent $3.0 million
funding of successor company. </li>
<li>Consulted to Ruxam, Inc., Russian technology partnership developing
licensing agreements and joint ventures for development of proprietary
high technology. </li>
<li>Developed strategic and funding plan for Zona Medical Technologies,
Inc., which successfully developed Mayo Clinic software for orthopaedic
surgical planning and simulation. </li>
<li>Developed and implemented international Pacific Rim partnerships for
Omnitron, International, Inc. and Bay Area Medical Physics, Inc., suppliers
of advanced medical systems and software. </li>
</ul>
<h3>VARIAN ASSOCIATES, INC., Palo Alto, California </h3>
<h4><i>DIRECTOR OF INTERNATIONAL BUSINESS - MEDICAL GROUP
<br>1981 - 1987 </i></h4>
<p>Reporting to the president of a $250 million group, responsible for
P&L and management of all international operations for the world's
leading manufacturer of radiotherapy equipment and associated digital imaging
systems and data management software for the management of cancer. Managed
business through directlyreporting managers and staff of 80+ situated in
regional offices throughout the world. Established strategic objectives
and implemented tactical plan to achieve market goals. </p>
<ul>
<li>Increased sales volume in five years from $2 million to $45+ million
annually, attaining the leading market share in all global market sectors.
</li>
<li>Reversed existing operating loss and built net profit contribution
to $7 million annually through industry's highest average pricing and gross
profits. </li>
<li>Initiated direct operations in Hong Kong and China producing $20+ million
in new business in three years. </li>
<li>Established European product development/engineering group yielding
several new products that were integrated into U.S. and international operations.
</li>
<li>Initiated direct business operations in Moscow and successfully obtained
major radiotherapy orders from Russia. </li>
<li>Implemented worldwide computerized data management network for tracking
customers, products, and operating margins. </li>
</ul>
<h3>PFIZER, INC., New York, New York </h3>
<h4><i>MANAGER OF SALES & MARKETING -
<br>LATIN AMERICA, EASTERN EUROPE, MIDDLE EAST & AFRICA
<br>1977 - 1981 </i></h4>
<p>Responsible for marketing, sales management and business operations
for medical systems including sale of computerized imaging systems, diagnostic
and data management products. Managed staff of marketing and sales specialists
and network of agents in regional offices. Supervised technical support,
finance and field service operations. </p>
<ul>
<li>Established company as a market leader in Latin America. </li>
<li>Developed management structure and hired team for marketing, sales
and technical support. </li>
<li>Initiated division's development activities in Eastern Europe and Soviet
Union. Successfully positioned company as principal supplier to several
Middle East countries. </li>
<li>Organized various financing programs including EXIM, FCIA and direct
guarantee. </li>
</ul>
<h3>W.R. GRACE AND COMPANY, Baltimore, Maryland </h3>
<h4><i>ASSISTANT TO THE PRESIDENT - DAVISON CHEMICALS GROUP
<br>1975 - 1977
<br>FINANCIAL ANALYST
<br>1973 - 1975 </i></h4>
<p>
<hr ALIGN=center></p>
<p>Education: </p>
<h3>DARDEN SCHOOL OF BUSINESS ADMINISTRATION
<br>UNIVERSITY OF VIRGINIA, Charlottesville, Virginia </h3>
<h4><i>MASTER OF BUSINESS ADMINISTRATION
<br>1971 - 1973 </i></h4>
<h3>BROWN UNIVERSITY, Providence, Rhode Island </h3>
<h4><i>BACHELOR OF SCIENCE, MATERIALS ENGINEERING
<br>1967 - 1971 </i></h4>
<h3>SCHOOL OF LAW, UNIVERSITY OF MARYLAND, Baltimore, Maryland </h3>
<h4><i>1974 - 1977</i></h4>
<p>
<hr ALIGN=center></p>
<p>Other: </p>
<p>Expert in IBM-based PC's, software and the Internet. Outstanding Management
Awards ('84,'85,'87). Chairman Brown University Gift Fund and Vice President
of alumni class '71. President of Walden Park Homeowners Association, 1982-1989.
Member Silicon Valley Entrepreneurs and Northern California Venture Capital
Association. Near fluency in Spanish.
<hr ALIGN=center></p>
<p>Keywords: </p>
<p>PRESIDENT, CHIEF EXECUTIVE OFFICER, CEO, CHIEF OPERATING, OFFICER, COO,
VICE PRESIDENT, MARKETING, SALES, INTERNATIONAL, DIRECTOR, MANAGER, NEW
VENTURES, ENTREPRENEUR, EXECUTIVE, TURNAROUNDS, START-UPS, MEDICAL EQUIPMENT,
MEDICAL DEVICES, HIGH TECHNOLOGY, COMPUTERS, SOFTWARE, CONSULTING, MANAGEMENT
CONSULTANT, DEVELOPMENT </p>
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