Carlos Naranjo, Vial’s Director of Sales, discusses his background, what lead him to Vial, and his advice for startup biotech companies. Carlos joined the Vial team in April 2023. To learn more about opportunities at Vial, visit our careers page and follow us on LinkedIn.
Tell us about your background and experience with leading sales, strategically planning, and ensuring customer satisfaction.
Throughout my career, I have gained extensive experience in leading sales, strategic planning, and ensuring customer satisfaction. Over the past 3.5 years, I had the opportunity to contribute significantly to Clearco, a prominent Fintech company based in Toronto. In my role, I was entrusted with spearheading business development efforts across North America. This involved formulating and implementing effective sales strategies to drive revenue growth and achieve organizational goals.
A crucial aspect of my responsibilities was to prioritize customer satisfaction. I firmly believe that a customer-centric approach is the cornerstone of any successful business. To ensure customer satisfaction, I consistently sought to understand their needs, pain points, and desired outcomes. By actively listening and engaging with customers, we were able to identify and address their pain points, offering tailored solutions.
Moreover, I recognize the importance of building and leading high-performing teams to deliver exceptional results. At Clearco, I had the privilege of hiring, training, and developing a talented group of individuals. By fostering a collaborative and empowering work environment, I encouraged team members to excel in their roles and contribute their unique skills and perspectives. This approach not only boosted team morale but also enhanced our ability to provide outstanding service to our customers.
In addition to leading sales efforts and prioritizing customer satisfaction, I am adept at strategically planning and optimizing processes. I have a strong aptitude for identifying areas for improvement and implementing innovative solutions. By streamlining workflows and enhancing operational efficiency, I was able to contribute to substantial revenue growth. During my tenure, our team successfully helped increase revenue from US$20 million to an impressive US$87 million.
Overall, my background and experience reflect a comprehensive understanding of leading sales, strategic planning, and ensuring customer satisfaction. I am committed to driving business success through customer-centric approaches, fostering exceptional team performance, and continuously optimizing processes to meet and exceed organizational goals.
Where do you see room for technology like Vial CRO’s to support biotech companies?
The current drug discovery and development landscape presents a myriad of challenges for biotechs. I have witnessed the inefficiencies that plague the industry, resulting in prolonged timelines and escalating costs for biotech companies. However, I firmly believe that technological advancements, such as Vial’s innovative solutions, hold tremendous potential to address these challenges and provide much-needed support to biotech companies both large and small.
One of the significant challenges in drug development is the presence of outdated legacy systems and processes. These traditional approaches often lack the integration of advanced technologies, hindering the efficiency and effectiveness of clinical trials. As a consequence, the timelines for bringing a new drug to market can stretch over several years, impeding patient access to life-changing treatments and increasing financial burdens on biotech companies.
This is where Vial’s technology comes into play. Vial offers cutting-edge solutions that leverage technology to streamline and optimize various aspects of clinical trials. By embracing tech-enabled approaches, Vial helps biotechs compress timelines and conduct trials in a quicker and more cost-effective manner. Through the use of advanced analytics, automation, and data-driven insights, Vial empowers sponsors to make informed decisions, identify potential risks or roadblocks earlier, and accelerate the development process.
What advice do you have for the founding teams of startup biotech companies that are new to clinical development?
First and foremost, it is crucial to recognize the shifting dynamics of the market. Currently, the market favors sustainability and margin over pursuing rapid growth at any cost. Therefore, it is essential for startup biotech companies to prioritize financial stability and responsible capital management. Ensuring that your company is well-capitalized and financially responsible will provide the necessary runway to navigate the challenges and uncertainties of clinical development without running out of resources prematurely.
Another important aspect to consider is the selection of vendors and partners. Collaborating with the right teams can have a significant impact on the success of your clinical trials. It is advisable to work with vendors who not only offer competitive pricing but also deliver faster and higher-quality trial outcomes. By choosing partners who prioritize efficiency, accuracy, and innovation, startup biotechs can accelerate the pace of their trials while maintaining the integrity of their research. This, in turn, can enhance their chances of meeting key milestones in a cost-effective manner.
The ability to achieve milestones efficiently is particularly crucial for a startup biotech, as it provides them with increased flexibility and optionality when it comes to accessing capital markets. Demonstrating progress and meeting important development milestones can significantly enhance the confidence of potential investors and stakeholders. This can open doors to additional funding opportunities and strategic partnerships that can fuel the growth and advancement of the biotech company.
In summary, my advice to the founding teams of startup biotech companies is two-fold. Firstly, prioritize financial stability and responsible capital management to ensure sufficient runway for your endeavors. Secondly, carefully select vendors and partners who can facilitate faster, higher-quality trial outcomes, as this can expedite milestone achievements and provide more options for accessing capital markets. By following these guidelines, startup biotech companies can position themselves for success in their pursuit of bringing innovative therapies to patients in need.
What attracted you to the position of Director of Sales at Vial, and what do you hope to achieve in this role?
What attracted me to the position of Director of Sales at Vial was the compelling mission that underlies the company’s work. Vial is dedicated to reimaging the clinical trial infrastructure to ultimately cure human diseases more efficiently. This mission resonates deeply with me, as it combines my passion for improving healthcare outcomes with my expertise in sales and business development.
Furthermore, the tremendous growth and achievements that Vial has experienced, particularly during the record-breaking Q1, further piqued my interest. While the road ahead may present challenges, I am excited to be part of a company that is making significant strides in transforming the clinical trial landscape.
Another key factor that attracted me to Vial is the exceptional team assembled here. The collective expertise of the team spans both the clinical and technological domains, providing a unique blend of knowledge and experience. This diverse skill set positions Vial to tackle the complexities of clinical trial infrastructure and drive meaningful change in the industry.
In my role as Director of Sales, my primary objective is to provide structure and implement processes that establish a robust and scalable acquisition engine. By developing a well-defined sales strategy and implementing effective processes, we can ensure a repeatable and scalable approach to acquiring new clients. This will enable Vial to expand its reach, forge strategic partnerships, and further accelerate the adoption of our innovative solutions.
Additionally, I aim to foster strong relationships with key stakeholders, including biotech companies, pharmaceutical sponsors, and other industry players. By understanding their pain points, challenges, and needs, I can tailor our sales approach and value proposition to effectively address their specific requirements. This customer-centric focus will not only drive business growth but also contribute to Vial’s mission of advancing clinical trial efficiency and ultimately improving patient outcomes.
What are you most excited about over the next year at Vial?
Over the next year at Vial, there are several aspects that I am incredibly excited about. Firstly, in my role as Director of Sales at Vial, I am excited to contribute to the company’s mission of transforming the clinical trial infrastructure. By implementing robust sales strategies, building strong relationships, and facilitating scalable growth, I aim to drive Vial’s success and make a significant impact in the field of healthcare.
Secondly, I’m thrilled about achieving our pipeline goals and witnessing the growth of our win rates. By setting clear Key Performance Indicators (KPIs) and fostering a data-driven approach, we are positioning ourselves for success. It’s an exhilarating prospect to see the impact of our efforts as we secure more partnerships and contracts, ultimately driving the growth of Vial.
Moreover, I’m particularly enthusiastic about the culture we are cultivating at Vial. We are fostering a winning culture that thrives on collaboration, innovation, and problem-solving. The opportunity to work with talented individuals who share a common vision is truly inspiring. Solving interesting problems together and pushing the boundaries of what’s possible in the clinical trial infrastructure is a challenge that motivates and energizes me.
Being part of a company that is leading the way in innovation is both thrilling and fulfilling. The potential to reimagine the industry, improve patient outcomes, and make a lasting impact is something that I find incredibly motivating.
Looking ahead, this year will serve as a springboard for Vial CRO’s future success. We are laying the groundwork for long-term growth and making strides toward our mission. It’s exciting to think about the possibilities that lie ahead as we continue to innovate, expand our reach, and solidify our position as a leader in the industry.
