Lorenzo Patanella

• Development of the Southern Italy market for clinical genomics solutions
Responsible for identifying and driving new business opportunities across hospitals and diagnostic laboratories, with a focus on NGS and precision medicine, supporting the adoption of the SOPHiA DDM™ platform by SOPHiA GENETICS.

• Management of complex sales processes in the healthcare sector
Led multi-stakeholder sales cycles involving clinicians, molecular biologists, geneticists, and healthcare decision-makers, supporting the transition toward data-driven genomic diagnostic workflows.

• Distributor management and territory coordination
Oversaw and coordinated local distributors across the territory, aligning commercial strategies, supporting field activities, and ensuring consistent market coverage and customer engagement.

• Competitive analysis and strategic positioning
Mapped key diagnostic centers and identified competing technologies (e.g., Illumina, Qiagen, Agilent, Roche), developing targeted strategies to differentiate SOPHiA GENETICS’ offering and generate new business opportunities.

• Oncology market development and clinical KOL engagement
Drove the expansion of the oncology segment by engaging with oncology centers and molecular pathology labs, promoting NGS-based cancer profiling solutions, and supporting clinicians in the adoption of precision oncology workflows.

• Leading Life Science segment of the company to develop new NPIs for distribution and establish a presence in the Italian NGS and biomolecular market. Identifying potential new clients in the genomics and cell biology field at the academic, pharmaceutical, and industrial levels.
• Implement effective strategies for lead generation, utilizing CRM platforms, Academia & industry workshops and congress, and networking to expand the customer base.
• Work collaboratively with marketing, product development, customer support and Account Managers mainly to align strategies and ensure a cohesive approach to customer needs.
• Develop and deliver engaging product presentations and demonstrations to highlight the features and benefits, including providing on-site installations and demos for instruments such as NanoSpectrophotometers, MiniNGS, qPCR devices and methods, cell counters, NGS library prep, cell biology investigation methods, and more.
• Build and maintain strong, long-term relationships with customers by providing exceptional technical support, assisting with product-related inquiries, troubleshooting, and ensuring customer satisfaction.
• Achieved successful negotiation of terms and conditions with customers, securing market feedback to internal teams, facilitating the development of new products and enhancements. Demonstrated a consistent track record of meeting or surpassing sales targets, showcasing a proactive and results-driven approach.

• Contribute to the development and implementation of sales strategies and tactics for products/services, new markets and new applications.
• Identify sales opportunities with new and existing customers to meet the territory sales goals.
• Knowledge and promotion of the company's diagnostic portfolio in molecular diagnostics.
• Sales and technical assistance on in vitro diagnostic medical devices for sexually transmitted diseases, oncology, hematology, infectious diseases.

• Responsible for laboratory management and technical support, providing expertise in Life science. laboratory safety officer.
• Contacts and negotiations with the main companies for the purchase of instrumentation and reagents for molecular, cellular and biochemical biology.
• Offered technical support to colleagues, and on more than one occasion, helped machinery get back up running without having to contact an outside contractor.
• Assisted in development of budgets and controlled expenses within assigned budget; catalog company's use of resources and make recommendations on how to use those resources more efficiently.
• Differentiation of stem cells for the development of Kidney Organoids (3D cell cultures), creation of genetically modified cell models (knockout and knock-in) through the use of CRISPR/Cas9 on stem cells.
• Cytofluometry, Real-Time Pcr, confocal and super resolution microscopes.
• Techniques of extraction, purification and protein analysis (Western blot, Elisa, IP, IF) from tissue and cells.
• Maintenance of transgenic murine colonies, surgery on mice.

• Maintained safe working environment for staff.
• Recorded all results in laboratory information system.
• Maintain laboratory instruments to ensure proper working order and troubleshoot malfunctions when needed.
• Manage the storage of laboratory materials and reagents.
• Prepare test solutions, compounds, or reagents for laboratory personnel to conduct tests.
• Write technical papers or reports or prepare standards and specification for processes, facilities, products or tests.
• Extraction techniques from plant cells.
• Cells culture.
• Immunohistochemistry, immunofluorescence and biochemistry techniques.
• Confocal microscopy.

• Preparation of solutions for the main molecular biology laboratory techniques.
• Preparation of agarose gel for DNA and RNA analysis.
• Preparation of LB + Agar plates for bacterial cultures.
• CDNA preparation by in vitro reverse transcription.
• Analysis of mouse DNA by Real Time PCR.
• Extraction of DNA, RNA and proteins from animal tissue.
• Protein analysis by electrophoresis on polyacrylamide gel.
• Experience in the processing of tissues for Anatomo-Pathological investigations using the basic histology techniques.

• Animal models handling in SPF conditions.
• Mouse colony management.