RESUME
Building Successful Businesses
Selling High Technology Products and Services
Ian Mawhinney
3 Hamilton Lodge, Kings Road, Windsor, Berkshire SL4 2AS, UK
M: +44 (0)771 898 3888 (UK)
E: ian@mawhinney.com
Proven business professional. Self-starter who rose from research and development scientist through increasing sales, marketing and general management roles to lead successful global businesses with teams from research, development, operations, finance, sales and marketing.
Extensive knowledge of regulatory framework and market entry stray. Competencies gained from 30 years in the biotechnology and healthcare industry have been developed establishing successful market entry strategies for businesses in the US, Europe, EMEA, Asia Pacific and distributor markets.
A passion for engaging with customers and colleagues, together with a deep understanding of the processes & skills that drive innovation in a practical, realisable way. Outcome-focused, deadline-driven, with a record of success by developing a clear vision and executing effectively through committed team members, partners and customers.
PROFESSIONAL EXPERIENCE
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FOUNDER
2014 - Date
I established Alleva Strategic Consulting to work with venture funds that want experienced CEOs to manage their investments. I have led a range of innovative start-ups and biotech companies with project and commercial 'go-to-market' strategies, and restructured businesses to increase profitability, leading 5 turnarounds in the past 5 years.
Key Busineses are shown in detailed sections. Other projects included:
- Flexotronix - Project managed a landmark $40 million diagnostics investment by the Gates Foundation, focusing on the development of a high-volume diagnostics manufacturing facility in the United Kingdom. Gained ISO13485 certification within 12 months for a new 16m tests/day production facility, and secured additional grants totalling $10 million during this engagement, ultimately leading to the acquisition of the business by a US diagnostics company funded by KKR, one of the world’s foremost private equity and alternative asset management firms.
- Ostara Biomedical - Development Strategy. Design of fertility drug dosing system. Corporate identity & branding for company and product
- Adtec Healthcare - Product redesign, complete commercialisation kit incl. product brand/name, web site, brochure, case studies. I have advised Adtec for over 10 years from initial product commercialisation to completing their Series A funding round in 2025 with partners based in the US and Taiwan and now with development of their next generation product portfolio.
- Aerospace Medical Technology Group - Commercial landscaping and advice for a novel tracheostomy product portfolio.
- Metix Medical - Business turnaround plan. Interviews with key stakeholders and team members to develop a business rescue plan.
- Preparation of a regulatory strategy for a direct to consumer healthcare product
CEO
2014 - Date
Developed the Go-To-Market Strategy & Branding for a novel blood collection device, a spin-out from Imperial Innovations. Expanded the product portfolio through innovative design workshops with users and customers and appointed the product development, marketing and distribution partnerships to drive early sales. Raised £900k in funding from Venture funds in the North West
CEO
2014 - 2019
Led fundraising (£1.6m in grants and funding) & early stage activities for a novel polymer coating system. First product is an implantable, self-sealing vascular access graft. Commercial partners identified and Preclinical work completed. CE package filed, with approval expected Q4 2020. Exclusive EMEA distribution rights agreed. Technology licensing partners identified. Led a commercial consortium that won a £800k research competition for ‘Connected Digital Additive Manufacturing’ with an innovative work program to take CT/MRI scan data to develop manufacturing cells that enable custom design and additive manufacture of biocompatible implants with functional coatings to enhance or inhibit cell growth
MANAGING DIRECTOR
2018 - 2019
Appointed by the board to turn around a loss-making ultrasound business. Moved from an annual loss of £1.8m to profitability within 12 months through restructuring and focusing the new team on winnable market segments, with a revised product offering. Concluded sale of the business in April 2019
COFOUNDER
2018 - Date
Led the acquisition of the assets and IP of a urology business; Melio Leg Bags for patients requiring long term urinary catheters e.g. spinal cord injury patients. Worked with a group of investors and subcontract regulatory specialists to implement ISO13485 and CE registration, after which a management team will be appointed to further develop the product
CEO
2014 - 2019
Appointed by the NW Fund for Biomedical Management to move the Rapid Rhythm System concept forward, and to build a solid business model and commercialisation strategy for the novel RR ECG System. Sourced skilled development partners to improve the RR design and build the back-office ECG interpretation services to add fee for service options to expand adoption in primary care in UK and Europe and the USA. Worked closely with team members and BSI to achieve ISO13485 registration for design and development of the RR system. Organised 2 clinical trials (1,000 patients in primary care and 350 patients in secondary care settings)
COFOUNDER
2019 - Date
Formed new company with consultant cardiologist and clinical leader to exploit intellectual property for abnormal ECG screening
SENIOR VICE PRESIDENT SALES & MARKETING
2010 - 2014
Took a revolutionary medical technology and developed key opinion leader surgeons across the US and Europe to build a compelling value proposition and go-to-market strategy. Led the global teams and set the culture of excellence in product knowledge, driving the need to add and deliver value in all interactions with customers and potential customers. Led by example, with active involvement in sales, marketing and clinical
Selected achievements:
- Developed medical device business model and go-to-market strategy. Led the sales initiatives to drive first revenue
- Developed the road map for R&D to take advantage of market opportunities and deliver margin improvement
- Worked closely with regulatory affairs to build the FDA indications for use for new product applications in US & Europe
- Delivered 65% increase in sales in 2012 & set the course for 70% sales growth in 2013 and 100% sales growth in 2014
VICE PRESIDENT, US MEDICAL TECHNOLOGY
2007 - 2010
P&L responsibility for US Medical Technology Group of Cambridge Consultants, one of the world's leading technology companies, providing Research, Design and Development Services, and Management Consultancy to the Healthcare Industry. Strong client relationships are key to my success, I ensure client goals are communicated, managed and accomplished, often within aggressive cost and time constraints. Proven commercial leader, with deep understanding of the medical product development & project management process from idea, through concept generation and screening, to development, to operational scale-up, through commercialisation to exit strategy
- Took US Practice to profitability within 18 months
- Drove development of value proposition and metrics to maximise US performance
- Won multi-million dollar preferred development partner status with 3 of the top 20 global pharmaceutical companies
- Expanded product offering to include strategic planning and execution; identifying market opportunities, assessment of product portfolios and instilling structured ideas management processes
- Product realisation - Built industrial design and human factors team to supplement technologist expertise, improve concept generation, product realisation and integrate voice and needs of the customer into the design process
- Organized and moderated CEO/Key Opinion Leader forums in US & EU
COFOUNDER
2005 - 2007
Founder & major shareholder of a Healthcare Product Distributor. Identified new opportunities in sophisticated products, including cardiac products requiring deep clinical understanding
- Grew sales to >$6m in a mature market within 2 years
- Successful sale of company after 2 years
MANAGING DIRECTOR
1999 - 2005
Led Smiths Medical’s medical technology business, targeting the OR, ER, ICU, Pain Management, Emergency/First response and Primary Care Areas. Established direct sales in China, Hong Kong and Singapore and built an effective distributor network in 16 Countries
- Increased sales by 292%, reduced overheads by 45%, increased margins by 9%
- Consolidated 11 business units to give single customer identity
- Established relationships with government regulatory bodies in China, Korea and Taiwan
- Doubled country sales through introduction of regional training and mentoring program
DIRECTOR OF INTERNATIONAL SALES & MARKETING
1994 - 1999
Full P&L responsibility. Led International Sales, Marketing & Customer Service Team, growing sales of medical devices and disposables products in 60 Countries, including key markets of US, Japan, China, Germany & France
- Increased sales by 42%. Grew profitability to 43%
- Expanded direct sales operations to China and Singapore
- $50m acquisition of 3M's infusion therapy business to expand product portfolio. Due diligence in Japan and Asia Pacific
- Lectured on strategic marketing at Cambridge Chartered Institute of Marketing
GLOBAL MARKETING MANAGER, ANAESTHESIA
1993 - 1994
Led marketing and product development activities for Anesthesia & Intensive Medicine Products
- Developed global key opinion leaders in anaesthesia
- Built highly collaborative team relationships with marketing, sales, R&D, service, QA/RA and finance
- Developed new anaesthesia workstation concept 'Arbeitsplätze in Systemverbund'
- German language fluency gained within 2 months
BUSINESS DEVELOPMENT MANAGER
1990 - 1993
Saw the opportunity to massively expand business around AstraZeneca’s launch of Diprivan (Propofol). Organised product development and global marketing that secured $12m+ in device orders. Worked globally with AstraZeneca to launch Propofol delivery strategy
SALES REPRESENTATIVE
PRODUCT MANAGER
1987 - 1990
Salesperson of the Year. Youngest person promoted to product manager in the company’s history. Responsible for the launch, marketing & sales of the UK blood gas & electrolyte point of care testing business
RESEARCH SCIENTIST
1986 - 1987
Research scientist, responsible for screening monocolnal antibody cell lines and the development of novel immunodiagnostic assays.
Boots Celltech Diagnostics was part of Celltech plc, which was acquired by UCB Pharma in 2004 for £1.5bn
PROFESSIONAL DEVELOPMENT
I believe in continuously developing new skills and knowledge through formal and informal training. Selected programmes include:
- Retail Without Borders 2020 - Selling into new markets through e-commerce
- Weavers Space Symposium 2017-2025 - Annual Conference on web site design and development
- Member of Institute of Directors (MIod) (2014+ UK)
- Miller-Heimann Sales Performance Coaching (2008, Cambridge, UK). Strategies for success in complex selling scenarios
- Financial management & Corporate Investing (2004/5, Singapore & Malaysia)
- Managing and selling through an international distributor sales network (1996, Frost & Sullivan, UK)
- Marketing management & decision making (1993, Chartered Institute of Marketing)
- Strategic product management (1993, Chartered Institute of Marketing)
- Employee Shares Schemes for SMEs (2015, London)
- FMEA and Risk Management (2010, Eli Lilly, Indianapolis, US)
- International Consortium MBA (1999-2000, Henley Management College, UK). Interrupted by posting to Hong Kong
- German - Fluency in writing and speaking (1992, Lübeck, Germany)
- Managing people effectively (1993, London, UK)
Professional selling skills (1990, London, UK) - Diploma in Immunology & Pharmacology (1987, Kings College, London)
- BSc (Hons) Medical Biochemistry (1983-1986, Royal Holloway College, University of London)
Contact me for further information
I'm happy to provide further information as required. Just call me or send me an email via the links below.