Tracy Payne (Formerly Kinjerski)

Experience

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  Southern Research Institute

  Jan 1993 - Jan 1997

  Research Associate
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  Life Technologies aka Gibco BRL (now Invitrogen)

  Jan 1999 - Jan 2001

  Technical Writer
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  Invitrogen

  Mar 2001 - Oct 2004

  Account Manager II

  Responsible for sales in local territory, supporting product development and marketing manager in field research

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  Illumina

  Oct 2004 - Feb 2006

  Regional Account Manager, SE

  Responsible for oligonucleotide sales in SE Territory

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  NuGEN Technologies

  Feb 2006 - Oct 2006

  Account Executive Mid-Atlantic/SE

  Responsible for selling and advancing of novel technology for DNA amplification to be applied to microarray platform technologies.

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  Avecia Biologics, Ltd.

  Oct 2006 - Jun 2010

  Commercial Development Manager

  • Prospected biopharmaceutical clients in need of process development and manufacture, negotiated contracts, supported internal functions. • Clients included small and large biotechnology, large pharma companies and government.

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  Althea Technologies, Inc.

  Mar 2010 - May 2011

  Director, Business Development

  As part of the Althea sales team, my primary focus is the introduction of potential clients to Althea's • Joined the organization to drive business development by introducing potential clients to Althea’s CDMO services, appropriately matching the needs of the clients to Althea’s drug product and drug services capabilities. • Identified and targeted potential clients and sustained strong working relationships with current clients. • Developed the sales strategy through deep industry expertise and customer needs in areas of microbial process development/drug substance manufacture, product development, analytics development and drug product manufacture. • Supported clients’ success throughout clinical trials, market launch and commercial supply in collaboration with internal support, operations to drive customer delivery execution. Show less

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  FUJIFILM Diosynth Biotechnologies

  May 2011 - Jan 2016

  Director, Commercial Development

  • Tapped for CDMO, commercial and business development expertise to identify key partner accounts to secure new projects for process development and manufacturing, while overseeing and nurturing these strategic relationships. • Led business development and commercialization growth across the global facilities and technical modalities. Focused on strategic key accounts including large pharmaceutical and key strategic accounts for all facilities as well as oversaw government contracts/projects, with >$40M primary contract. Also supported onboarding of junior business development directors. • Developed sales process handbook and overall organizational-cross function training / presentations. Show less

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  CMC Biologics

  Feb 2016 - Nov 2017

  Sr. Director, Business Development

  • Recruited for global cGMP and business development experience to identify and secure new clients for process development and manufacture across three global facilities. Led contract negotiations and supported other functions to sustain ongoing client relationships. Led the entire RFP process through contract signature.• Expanded key large pharmaceutical and biotech business portfolio including cell line development, to process development, and manufacture. Placed and serviced client projects across the global locations/facilities. Also supported onboarding and training of new business development directors, as well as CRM customization and proposal writing. Show less

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  Avid Bioservices

  Nov 2017 - Jan 2020

  Vice President, Business Operations

  • Recruited to transform the organization, holding corporate and business operations P&L responsibility/budget, while leading the business team, increasing revenue to meet financial accountability as a public organization. • Supported urgent leadership team recruitment and formed a high-functioning business operations team to provide project management, business development, business operations, marketing, and financial analysis forecasting, successfully driving revenue, profitability, and service.• Led the transition of this product development bioscience company to a full service CDMO. Also successfully integrated Peregrine Pharmaceuticals, a product development organization, into Avid, a pure-play biologics CDMO – impacting culture, people, infrastructure.• Achieved revenues and exceeded target expectations, driving 146% revenue, diversifying global customer portfolio representing clinical and commercial projects.• Collaborated with the C-Suite to generate/execute earnings scripts, calls, and press releases. Supported equity and capital-raising, and implemented ASC606.• Established and implemented business processes, tools and resources for business operations that changed the culture and transformed Avid into a small/mid-size, revenue generating, customer-centric organization.• Led the marketing strategy, execution, budget, industry visibility, messaging, and entire rebrand of Avid as a dedicated CDMO enhancing industry awareness, guiding market and competitive intelligence. Also designed/implemented CRM resources and project planning for business transition and the established biologics CDMO corporation. Customized CRM to be used by Finance for forecasting in addition to business and program management.• Built strong internal inclusive cross-functional team relationships, communication, and trust while establishing processes across the organization to strengthen interactions ultimately resulting in an internal and external customer centric organization. Show less

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  Atrium Transformations, Alira Health, TK Biotech

  Jan 2020 - Feb 2025

  President and Founder, Consultant

  • Partner with small biotech clients in the CDMO evaluation and selection process as well as follow on project management• Work with industry biotech companies to establish and reevaluate existing business strategy and implementing business model changes for success in an evolving biologics market• Aid biotech organizations in new client identification, outreach and adoption of technology and services, applying strength in business development and industry relationships • Support CDMOs and developers with business model transformations to effect change and impact revenues • Provide business development services to existing industry CDMOs and CROs, representing large and small molecule drug substance and drug product services, as a member of VINCO, C&A and TK Biotech. Performed business platform review, evaluations, and market assessments for CDMOs• CMC outsourcing and partnership and collaboration management, project management; • Contract generation and negotiation Show less

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  Alira Health / Chamow & Associates

  Jan 2020 - Jul 2022

  Vice President of Business Development

  • Partnered with small biotech clients in the CDMO evaluation and selection process as well as follow on project management• Worked with industry biotech companies to establish and reevaluate existing business strategy and implementing business model changes for success in an evolving biologics market• Aided biotech organizations in new client identification, outreach and adoption of technology and services, applying strength in business development and industry relationships • Supported CDMOs and developers with business model transformations to effect change and impact revenues • Provided business development services to existing industry CDMOs and CROs, representing large and small molecule drug substance and drug product services, as a member of VINCO, C&A and TK Biotech. Performed business platform review, evaluations, and market assessments for CDMOs• CMC Outsourcing and partnership management Show less

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  Landmark Bio

  Dec 2021 - Aug 2022

  VP Business Development and Marketing

  An unprecedented venture CGT bringing together academia, industry, and hospital therapeutic innovators. CGT CDMO technology and development partner • Participated in leadership and strategic planning ahead of facility build• Initiated building a team of technically focused business development professionals• Identified, evaluated, and secured contract development and manufacturing opportunities ahead of facility build• Developed new business relationships with board members and other stakeholders, focusing on academic clients for partnerships• Executed contracts with innovative developers for process development activities and manufacturing within 6 months of joining the team. Show less

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  Comprehensive Cell Solutions (CCS)

  Aug 2022 - Apr 2024

  Vice President, General Manager

  • Experienced commercial leader in biopharma/pharmaceutical industry having significant experience guiding drug developers through the lifecycle of taking molecules from pre-IND to commercial, leading business and technical operations, corporate branding and launch, supporting organizational transitions. and team building and client acquisition/retention• Strength fostering partnerships with biotech and pharmaceutical organizations leading to the successful development and manufacture of medicines• Responsible for CDMO infrastructure and establishment, business and marketing strategies, launch/branding, building and diversifying pipeline and customer base, partnerships and acquisition evaluations, business processes, P&L Show less

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  Windshire Group, LLC pharmaceutical and biopharmaceutical consultants

  Feb 2025 - now

  Senior Vice President Business Development, Principal Consultant Business Strategy & Operations