Andy Flaherty: in Saco, ME

Driving growth within the beverage industry, focused on East Coast customer base. Inherited $5M territory upon joining Citromax, which consists of a mix of mid-size emerging customers as well as established multi-national and global companies with well-known brands. Leveraging internal resources (marketing, R&D, sensory) and relationships to grow within legacy accounts as well as penetrate new prospective customers. Within the first three months, grew opportunity pipeline to $3M with $1.5M incremental revenue anticipated for 2023, coming from wins generated.

Business development, focusing on the sale of flavors and unique innovation platforms, through direct technical engagement from the R&D level to full scale manufacturing. Offer customized flavor solutions and services (i.e., technical, regulatory, sensory, innovation) to pharmaceutical, nutraceutical, and consumer health companies. Focus excipient applications: OTC consumer health products, Prescription drugs, Vitamins and Supplements, and a host of Cannabis-based (CBD, THC) products. Combination of strategic account development and prospecting. Team selling accompanied by SME's. $4M in incremental growth in the Healthcare segment.

As part of the Roquette Pharma Global Business Unit, manage channel strategy for the US, Canada, UK & Ireland to ensure distribution growth within traditional pharma excipient market and adjacent sub-markets including biopharma and nutraceuticals. In addition to maintaining existing distributor relationships (4 existing channels), aligned Roquette with new global channel partners (2 new major channels) for penetration into new markets for Roquette including biopharma and nutraceuticals. Responsibilities include coordination with commercial sales and marketing teams, supply chain, services, R&D. ? Established New Distributor relationship to support emerging Roquette Biopharma business - conducted thorough GAP/SWOT analysis and numerous face to face meetings with 4 reputable, global biopharma-focused distributions for representation of our pharmaceutical excipient portfolio for large molecule pharma applications. Following appointment of recommended distributor, proceeded with drafting of distribution agreement and implementation/on-boarding of said distributor. ? Aligned New Channel to support major Roquette Acquisition. Roquette acquired Brazil-based Blanver's Microcellulose offering to pharma/nutra. $17M/yr. business. Conducted evaluation of three major US-based pharma/nutra distributors and presented final recommendation to senior management, which was accepted. Additional Responsibilities: o Frequent joint travel with distributors to support end-customer relationships o Quarterly and annual business reviews with each distributor. o Weekly and Monthly checkpoint calls to review opportunity pipeline and open issues. o Technical training for Distributors: Coordination with internal Customer Technical Service group for delivery of ongoing technical training to distribution commercial teams o New Product Launches aligned with global marketing vision. Execute with cooperation from dealers. o Organize Technical Seminars through R&D and CTS engagement ? Other Activities: Customer Digital Journey global implementation team, Customer Centric Selling advisory panel

Support growing pharma/biopharma excipient market in technical sales role. Engage multi-national and global pharmaceutical, biotech, and biopharmaceutical companies. ? New England Pharma Growth: Within year 1 with Roquette in the BD role, effectively brought on 30 new customers and secured $3M in new incremental pharma excipient business. ? Biopharma: Instrumental in establishing Roquette footprint within the large molecule Pharma space. Leveraged historic industry customer relationships to penetrate this pharma sub-market for Roquette. ? Other Activities: Heavily involved with the creation and roll-out of Roquette's new Biopharma program. Worked closely with Roquette Global Marketing to prepare a portfolio of Biopharma branded products, establish technical industry and product application training for Pharma GBU sales force. Actively participated in launch. Industry Dev. Mgr. & Sales Mgr. October 2014 - April 2016 Univar, USA Downers Grove, IL Report to the Director of Pharma, N.A.; drive the strategic growth for the company's pharmaceutical vertical within a 15-state region concentrated within the Northeastern US. Identify and establish relationships with raw material producers and active pharmaceutical ingredient manufacturers (APIs) in leveraging specialty services into other company verticals including biopharmaceuticals, nutraceutical products, opthalmics, and animal health. ? Managed an annual budget of $80 million for the Northeast region with growth targets of 10-12% YOY on sales, volume and margin. Exceeded targeted growth in all areas throughout tenure. ? Represented a robust portfolio of pharma-focused specialty excipients and APIs, as well as services including custom repack, quality testing, tailgate sampling, and others. ? Implemented the successful "beaker-to-bulk" strategy with material solutions for small/large-molecule drug manufacturers from R&D to pilot plant, and full-scale manufacturing. ? Created relationship between a supplier and major manufacturer in transition from R&D to manufacturing with services valued $1.5 to $2.0M. ? Obtained pricing concessions from a supplier enabling a financially viable opportunity worth ~$750K annually. ? Brought four customers to a supplier creating a mutually beneficial $5- $10M relationship over the next three years. ? Key participant in expanding focus from a primarily North American client base to a global facilitator serving major multi-national corporations. ? Expanded the revenues from $2.5 to 3.5M supporting a global client's new location in N. Africa with the potential addition of another$1.5M. ? Proactively collected intelligence on clients, as well as other industry leaders on research developments and capacity enhancements for opportunities with appropriately aligned resources. ? Spearheaded a critical staffing need and change in reporting that revolutionized an $8 million territory into $10 million, with near-term growth to $30 million. ? Served as a key player in an acquisition of an API manufacturer that added 25 new products into the company's offering, immediately generating $15M. ? Trained and mentored field sales teams on products, systems, presentations, reporting, and other essential skills increasing 2015 YOY sales by 16%, the only division to achieve double-digit growth.

Directed $14M in sales of high-performance, multi-compendial excipients to multi-national and global pharmaceutical companies. Supported the manufacture of small/ large-molecule drugs and biologics with an Upper East Coast client base. ? Thorough understanding of cGMP compliance including Management of Change, Management of Quality Complaint, Investigation, and Response processes, through use of technical dossiers. ? Maximized opportunities through a multi-pronged, horizontal strategy covering all facets of client organizations from R&D, through manufacturing. ? Leveraged existing relationships with key customers and distribution channel partners for increasing revenues, while capitalizing on opportunities to sell direct and prospect new market segments. ? Served as face-of-the-company during plant tours and audits, addressing areas of concern and demonstrating compliance in processes and recordkeeping. ? Key driver in the Salesforce.com CRM implementation that jumped revenue -producing time, by elimination of cumbersome double reporting.

Capitalized on previous experience as a laboratory technician in the sale of laboratory products, production-grade chemicals, and bio reagents into R&D/biopharma industry. ? Instrumental as a change agent conveying client needs and perceptions into modifying business processes and improving the culture of client relations, as well as service offered. ? Received multiple awards, including top performer in N. America. ? Took a $2.2M territory and grew it by 59% within tenure.

Initially hired as a Sales Service Associate and received three promotions into positions of increasing professional responsibility due to abilities for developing superior client relations and driving sales volumes through direct or distribution channels. ? Boostedsalesby16%,20%, and57% across product lines with aggregate revenues of $17M annually.

Conducted a wide scope of duties including automated synthesis of drug-prospective chemical compounds, overseeing liquid/solid phase chemical compound handling robots, performing peripheral blood mononuclear cell and cell subset isolations, and Spectratypic analysis and cloning.