Today we get to know Michael Hill, senior director of sales for the Americas. He came to Luminex through the acquisition of EraGen Biosciences, where he managed the diagnostics business. He earned his bachelor’s in science from John Carroll University in his home state of Ohio.
Q: What do you do at Luminex?
A: I recently transitioned roles within the commercial diagnostics team. For the past 4 years, I have led the western region of the U.S. Our major focus has been to grow our customer base for both genetics and infectious disease products which includes the commercial launch of our latest diagnostics platform, ARIES®. Moving forward, my role is expanding to lead the sales efforts across all the Americas. I will continue to drive revenue growth across our robust product offering that now includes the Verigene® platform—which was brought into our portfolio through the Nanosphere acquisition.
Q: Tell us about joining Luminex through an acquisition.
A: I was running all the west direct sales for EraGen when it was acquired by Luminex in 2011. I thought—who knows who these people are? But it really worked out to be one of the best things that’s ever happened to my career. I gained responsibility for the entire Luminex portfolio while continuing to sell and support EraGen products. It’s given me a chance to take on some additional challenges.
Q: One of those challenges was initiating a direct-sales model at Luminex. What did that entail?
A: When I joined, Luminex only sold its molecular diagnostic products through distributors so they had minimal contact with their end users. We went to a direct sales channel about four years ago, and that’s when I was asked about taking on a management role. The transition was a challenge for end users, who had never purchased from Luminex, and for us. We learned a lot about shipping, turnaround time, and managing inventory. My advantage was that I already had some really good customer relationships.
Q: Did you always know you wanted to go into the sales and business side of science?
A: Just the opposite! After attending a small liberal arts school, I needed to go out and do some things on my own. I packed up my car, drove to San Diego, and moved into an apartment near the beach. I had the science background and business strength, but I struggled to get a real job so I worked as a bouncer at a big beach club for a year and a half. Eventually a friend introduced me to a recruiter, and within the first week I had multiple job offers — including some companies that had never replied to my applications. I took a sales job at Ventana, which taught me so many things. Sales is pretty simple if you work with integrity and honesty and listen to those around you.
Q: If you weren’t at Luminex, where would you be?
A: I probably would’ve moved back to Ohio to work with my dad at the manufacturing equipment business my grandfather started after World War II.
Q: If you could solve any clinical or genetic challenge, what would it be?
A: There are so many different forms of cancer, and every individual is different. I would like to continue advancing the use of genetic information to personalize treatment for cancer patients. The more accurately you can treat a patient, the more you allow for higher quality of life.
Q: What is your favorite thing to do in San Diego on the weekend?
A: I definitely enjoy the outdoors; I grew up hunting and fishing and doing a lot of diving in the Florida Keys. This summer, I’ve taken up paddle boarding and enjoy being out in the ocean. Going to the Del Mar racetrack is a great time too.
