The Biotech Startups Podcast

🧬 Michael Paliotti - MilliporeSigma: Master Biotech Sales & Build High-Performance Teams (Part 4/4)

Mar 27, 2025

31:01

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"I see myself as a player coach. I really try to do what I can to be in the trenches as much as I can. I'm out on the field."

In the final part of our conversation with Michael Paliotti, we delve into his extensive experience in biotech sales and leadership. Michael shares insights on the nuances of working with different types of clients, from academia to large pharma and emerging biotech companies. He discusses his transition into management during the COVID-19 pandemic and his approach to leading and developing his team.

Michael's leadership philosophy emphasizes building strong relationships, both with clients and team members. He stresses the importance of empathy, trust, and removing barriers for his team to succeed. His approach to management is rooted in his own experiences as a sales representative, allowing him to relate to his team's challenges and provide meaningful support.

Key topics covered:

Tailoring sales approaches for different client types: academia, large pharma, and emerging biotech
Transitioning from individual contributor to team manager during the pandemic
Leadership philosophy focused on relationship-building and empathy
Developing and retaining talent in a competitive industry
Long-term career aspirations and the importance of mentorship in biotech

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Find our guest, Michael Paliotti, at these links:

LinkedIn: https://www.linkedin.com/in/michael-paliotti/

Website: http://www.sigmaaldrich.com/

Find our host, Jon Chee, at these links:

LinkedIn: https://www.linkedin.com/in/jonchee

Learn more about Excedr

LinkedIn: https://www.linkedin.com/company/excedr/

Website: https://www.excedr.com

Resources & Mentions:

Resources and articles:

University of Notre Dame Biology Program: https://biology.nd.edu/undergraduate/programs-of-study/biology-major/

Duquesne University Master's Program in Biology: https://www.duq.edu/academics/colleges-and-schools/science-and-engineering/academics/departments-and-programs/biological-sciences/index.php

University of Pittsburgh HIV Research Lab: https://dom.pitt.edu/id/research/clinicalresearch/hivclinicalresearch/

Kodak's Research and Development Division: https://www.kodak.com/en/company/page/innovation/

Luminex Multiplexing Equipment: https://www.rndsystems.com/products/luminex-instrumentation

Companies, universities, & people mentioned:

MilliporeSigma: https://www.sigmaaldrich.com/US/en

University of Pittsburgh: https://www.pitt.edu/

Xerox Business Services: https://www.xerox.com/en-us/business-solutions

Johnson & Johnson (J&J): https://www.jnj.com/

Novartis: https://www.novartis.com/

Pfizer: https://www.pfizer.com/

University of California, San Diego (UCSD): https://ucsd.edu/

Genoptix: https://www.genoptix.com/

Cellomics:https://www.thermofisher.com/us/en/home/life-science/cell-analysis/cellular-imaging/high-content-screening.html

Nucleate: https://nucleate.xyz/

Ronald Montelaro https://www.linkedin.com/in/ronald-montelaro-49558b23/

Jane Berry https://www.linkedin.com/in/jane-berry-40038012/

Kelly Yamagata https://www.linkedin.com/in/kelly-yamagata/

Arunima Kumar https://www.linkedin.com/in/arunmaara/

Tiffany Nguyen https://www.linkedin.com/in/nguyentiffany/

Samantha Odo https://www.linkedin.com/in/samantha-odo-9a39252/

Amela Tsai https://www.linkedin.com/in/amelatsai/

Je'Anna Barrett https://www.linkedin.com/in/connectwithjeanna/

Joe Stachewicz https://www.linkedin.com/in/destinationdigital/

Frédéric Sattler https://www.linkedin.com/in/fr%C3%A9d%C3%A9ric-sattler-58a9a345/

Bernardo Jaramillo https://www.linkedin.com/in/bernardo-jaramillo-06579698/

Darae Jun https://www.linkedin.com/in/darae-jun/

Sumreet Banka https://www.linkedin.com/in/sumreet-banka-73372317/

Candice Sanscartier https://www.linkedin.com/in/candice-sanscartier/

Suzie Shrestha https://www.linkedin.com/in/suzieshrestha/

Timestamps:

00:00 Intro

02:11 Differences in working with academia, large pharma, and small biotechs

06:52 Impact of white glove service on emerging companies

09:25 The interconnected nature of the biotech ecosystem

12:26 Transitioning from individual contributor to team manager

18:09 Leadership philosophy and approach to managing a team

23:23 Long-term mindset and developing institutional knowledge

25:17 Shoutouts to supporters along the way

27:10 Advice to 21-year-old self

28:27 Outro

The Biotech Startups Podcast gives you a front-row seat to the business and science of building a biotech. Hosted by Jon Chee, CEO of Excedr, the show features honest conversations with founders, execs, and investors about their work, their companies, and how they got there. From scientific breakthroughs to startup lessons, each episode explores what it really takes to grow a life science company—from pre-seed to IPO.