Anthony Viscido

Anthony Viscido
801 Atkinson Circle • Hillsborough, New Jersey 08844 908.369.7167  908.642.9973

www.BakosGroup.com/resumes/aviscido.pdf  [email protected]
SALES & MARKETING PROFESSIONAL
Seasoned executive with ability to secure multimillion dollar opportunities, facilitate new business development,
establish and maintain high level relationships, and develop and optimize high performing teams to consistently meet
or exceed desired business outcomes. Secure lucrative preferred supplier agreements with global companies, establish
best practices and processes to streamline operations and optimize supply chains, and direct budgets up to $158
Million. Experienced with publicly traded and government accounts. Interface with personnel to the C level. An agent
for change.
VALUE OFFERED
Strategic Planning • Employee Coaching & Development • Market / Trend Analysis • Marketing Program
Development • Key Account Management • Contractual Negotiations • Reporting • Presentation
CAREER TRACK
EMD CHEMICALS Gibbstown, New Jersey
VICE PRESIDENT / DIRECTOR OF SALES, LABORATORY BUSINESS UNIT 2007 - 2009
Effectively managed and guide a sales organization of 72 personnel, with 9 direct reports identifying and
securing new business while providing optimal service to existing clients across North America. Responsible for
annual budgeting, forecasting, quota development, staff training and guidance, new program planning, and
process development to maximize results and achieve goals. Hold full P&L responsibility.
• Recruit, train, and oversee the performance of the Segmentation Sales Team developing opportunities for
Chemical / Analytics and Bioscience segments. Focus strongly on needs analysis, product knowledge, presenting
and negotiating skills, and critical customer support execution to maintain loyalty and align sales efforts to each
customer’s complex needs.
• Established a Corporate Accounts Program to facilitate communication with highest levels of account
management, grow accounts, and maintain long-term relationships.
• Conceptualized and developed a plan to meet “Sustain, Change & Growth” corporate philosophy, and
implemented new strategies to successful alter sales channels to maximize results with direct vs. distribution
clients.
• Established a corporate-level accounts program advancing the voice of the customer directly to senior
management to assist in short and long term planning and to improve critical customer service and market
planning efforts.
• Formulated a capabilities matrix to reflect customer center profile needs as well as reduced margin by 1.7% and
increased sales by 18%.
• Designed and implemented a comprehensive pay scale program reflecting company’s objectives and growth plans
to improved employee performance while saving over $12 Million.
• Leadership achieved an improvement within growth profit/margin levels, with emphasis on product mix direct
business flow to increase profitability by 1.5% or $8 Million.
THERMO FISHER SCIENTIFIC Waltham, Massachusetts
DIRECTOR, CORPORATE ACCOUNTS & NEW LABORATORY INITIATIVES 2003 - 2007
Directed Account Management Teams to provide superior sales and customer support for J&J, Wyeth, Pfizer,
and Schering-Plough accounts, with additional sales planning and activity in support of Thermo sales and service
requirements, including medical sales. Developed policies and procedures to maintain communication and
develop ongoing sales activities with major accounts such as Boehringer-Ingelheim, Dow, and BASF, and
personally managed contractual obligations with Pfizer and Wyeth. Additionally, headed marketing analysis and
planning.
Anthony Viscido Page 2
• Planned and directed reconstitution of the “New Laboratory Initiatives Group” while managing other sales
assignments. Built team, developed policies and practices, and mentored personnel to secure accounts that
included oversees clients. Generated in excess of $12 Million, thereby doubling previous year’s composite
production.
• Overall leadership resulted in a 29.3% increase in corporate account sales representing 30%+ of corporate
accounts revenue, and 35%+ in total corporate accounts group sales. Also, grew government sales by 17%+ and
expanded GSA capabilities.
PERKIN ELMER INSTRUMENTS CORPORATION Shelton, Connecticut
SENIOR CORPORATE ACCOUNTS MANAGER 1997 - 2002
Spearheaded the development and managed Major Account Program (MAP) for both private sector and federal
government accounts. Managed Government Accounts Program and the Customer Service Group to maximize
sales and customer service functions. Also assisted in developing marketing strategies and implementations.
• Negotiated, secured, and managed preferred supplier relationships with Merck, J&J, B-MS, Honeywell, BASF,
Pfizer, Bayer, Exxon-Mobile, Schering-Plough, Novartis, Wyeth, Pharmacia, AstroZeneca, and GSK resulting in
significant revenue and profitability.
• Expanded MAP sales by 40% over corporate growth, doubling initial revenue, and grew government account
sales by 10%+ per annum.
• Honored in 1998 with the coveted Outstanding Manager Award.
FISHER SCIENTIFIC Pittsburgh, Pennsylvania
DIRECTOR CORPORATE ACCOUNTS 1993 - 1996
CORPORATE ACCOUNTS MANAGER 1991 - 1993
SALES MANAGER 1989 - 1991
Enjoyed progressive promotions for this leading company culminating in position of Director Corporate
Accounts that included both global and US sales. Directed all facets of sales in the US and overseas. Secured
agreements and effectively managed complex, high-value accounts for clients that included J&J, B-MS,
Schering-Plough, Pfizer, Wyeth, BASF, and Sandoz. Ensured total satisfaction and loyalty through ongoing staff
training, effective troubleshooting and negotiation skills, and motivational leadership. Established preferred
vendor contracts for all accounts.
• Provided managerial support to assist Government Accounts group activities that included US/DPSCs and
medical sub-distribution interruptions.
• Due to efforts, grew revenue by 25% and profitability by 4%.
Previous positions include:
Marketing Manager – Fisher Scientific • Sales Representative – Fisher Scientific
LEARNING CREDENTIALS
BACHELOR OF ARTS
Montclair State University
Additional courses, seminars and workshops include:
PPS, IBM Training • Six Sigma Training • Executive Management, AMA • Negotiation / Contractual Agreements,
AMA • Corporate Accounts Alignment, Internal-Fsco • Masters of Business Development, Executive Program /
MBDI, Charlotte, North Carolina
REFERENCES AND FURTHER DATA PROVIDED UPON
ESTABLISHMENT OF MUTUAL INTEREST

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Anthony Viscido

801 Atkinson Circle • Hillsborough, New Jersey 08844 908.369.7167  908.642.9973

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