Jerry Thomas Jr.

Laboratory buyers don't buy from reps they have to educate. They buy from people who have already run the workflow. That's the gap I close.

I spent 7+ years at the bench at Novonesis (formerly Novozymes) — enzyme science and formulation, downstream process optimization, Hamilton Microlab STARlet automation, Formulaction Turbiscan stability analysis, and Benchling ELN workflows built for cross-functional teams. I trained scientists on instrumentation, cutting project delivery time 30%, and negotiated lab-technology upgrades returning 70%+ productivity gains — experience from the buyer's side of the table.

Then I carried a bag. At Innovative Research I owned a 17-territory footprint — 15 states plus Washington, D.C. and Puerto Rico — selling biological products into biotech, pharma, academic, diagnostic, and research accounts. In five months: $135K+ across 200+ orders, 40%+ at-risk account recovery, reorder activity above 62%. The role ended in a company-wide reduction in force, not performance.

I specialize in technical discovery with principal investigators, lab managers, and process engineers, then translating it into procurement and executive language without losing either audience. I know what a scientist worries about when evaluating an instrument, a reagent, or a lab-informatics platform, because I've been the one evaluating.

Most technical sellers learned the science to sell it. I did the science first. I earn technical trust before I ask for the order.