Christian Gentner, Ph.D., Joins Zageno as Vice President European Sales
Highly consultative method of sales ensures each customer’s unique needs are heard, understood, and served to create a tailored solution that simplifies and streamlines administrative laboratory purchasing tasks across the enterprise and lets them focus on what really matters: their scientific and business milestones
CAMBRIDGE, Mass. USA and BERLIN, Germany, Sept. 12, 2018 (GLOBE NEWSWIRE) --
, the largest and fastest-growing online marketplace for the research scientist, has just named Christian Gentner, Ph.D., vice president, European sales. A seasoned sales executive, with nearly two decades of sales leadership experience in pharmaceutical and medical devices at companies such as Sanofi-Aventis, Essex Pharma, Bristol-Myers Squibb, Aspen Germany GmbH, and most recently, Urgo Medical — Gentner joined Zageno to evolve the company’s sales and commercial processes to support an expanded, multi-channel approach. This highly consultative method of sales ensures each customer’s unique needs are heard, understood, and served.
“We’ve had tremendous momentum, and our young sales team has done extraordinarily well, enabling us to far exceed our growth goals to date. We’re very excited to have Christian join us to take us to the next level of commercialization,” said Zageno Chief Executive Officer David Pumberger, Ph.D. “He has the skills, track record, and experience to transition our sales approach so that we become a more consultative, specific solutions provider for our various types of customers — from academic and government research institutions, biotechs startups and pharmaceuticals companies large and small —to CRO labs. His ability to lead, train, and mentor a team, and work in a cross-functional way was a key factor in our hiring decision.”
Zageno has three primary focus groups within in each customer site: the research scientists, the lab manager, and purchasing administrator. Its online marketplace and enterprise offering serves all three functions — simplifying and streamlining product selection through approvals to order receipt.
AtBMS, Gentner was a key member of a multi-function pre-launch team that provided the critical voice-of-the-customer perspective, allowing for the team to have customer-based, 360-degree insight for the HCV pipeline of products. As a result, he outperformed the sales goal post-launch.
Zageno Chief Revenue Officer Florian Wegener, M.D., M.B.A., Ph.D., commented, “At Zageno, we work hand-in-hand with our customers in the U.S., Germany, and the U.K. to provide a tailored solution that simplifies and streamlines administrative laboratory purchasing tasks across the enterprise to let them focus resources on what really matters: their scientific and business milestones. With Christian’s extensive connections, knowledge about, and stellar reputation within our target customer groups — we will be very well positioned to deliver excellent customer service and meet their specific needs.”
Genter’s approach is metrics-based, with a time horizon greater than the typical one-year sales outlook. His sales plans are linked strongly to both leadership’s key performance indicators (KPI) and the company’s strategic plan. This longer-range vision allows him to analyze the marketplace ecosystem and take a proactive approach in identifying opportunities and mitigating risks. Hegives his team members ownership of their territories and accounts, providing regular mentoring and check-in sessions to help them go beyond the science to become even more effective listeners and communicators to ensure that customers’ known and latent needs are met successfully. It’s how he’s built a strong track record of consistently delighting customers and exceeding sales goals.
About Zageno Inc. (www.zageno.com; twitter: @ZAGENOteam)
Founded in 2015, Zageno is eliminating bottlenecks to breakthrough science and research through curated connections linking scientists and their institutions’ procurement offices with leading life-science vendors. World-renowned academic and government research facilities, global pharmaceutical companies, and biotechs large and small are already users of our unique online biotech marketplace, currently comprising about five million products. What do we do? 1) We make purchasing transactions more efficient for both buyers and sellers. 2) We help scientists choose the optimal laboratory kits and materials for each unique experiment setup. 3) We provide a valuable, expanded sales channel for our vendor partners. The growing Zageno team of 60 in Cambridge, USA, and Berlin, Germany, includes accessible experts in science, e-commerce, systems integration, and customer support. Our people work directly with customers to enable smarter, faster processes — allowing more time and resources for value-added science and better research results.
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