Regional Territory Executive

JANET GELBACH, RT(N), MBA

**** ********* **. • Fishers, IN 46037

Phone : 224-***-**** • E-mail: ********@*************.*** Sales, Marketing, and Training Professional in Molecular Imaging, Medical Devices, Oncologic and Cardiovascular Disease States Result-oriented professional with a proven track record of exceptional performance in the healthcare industry. Ability to embrace new responsibilities and drive results has led to a rapid career progression in Sales, Marketing, Clinical Applications, Management, and Training. Skilled at new project development, implementation, and, management. Expertise in critical phase restructuring and realignment of sales/marketing efforts to position company as a market leader. Equally strong qualifications in general management, organizational development, multi-site operations, marketing and human resource management. Experienced at leading multi-disciplinary teams through a highly collaborative, inspirational and persuasive leadership style. SUMMARY OF QUALIFICATIONS

Strategic Planning with Policy Development & Implementation Within FDA Guidelines Contract, Forecasting and Budgeting Experience To Exceed Sales and EBITA Goals Proven Sales Record with Induction into the Leadership Council Reserved for top 10% Sales Performance Successful Sales Techniques that Lead to Double Digit Growth in the Cardiac Perfusion Market Every Year for 5 years Project Management for Multiple Priorities to Include Research, Product Launch, Marketing and Training Initiatives Developing & Implementing Training & Educational Programs to Include Effectiveness Measurements Extensive Experience in Trade Show Management Including Planning, Communications and Social Media Exposure Experience in Staff Supervision, New Business Development, and Process Improvement Excellent Communication Skills, Written and Verbal PC Skills to Include Word, PowerPoint, and, Excel

PROFESSIONAL EXPERIENCE

PHARMALOGIC INC, Fishers, IN

Midwest Territory Manager– 2018-present

Maximize all opportunities to add new customers in Companies markets. Setup and maintain customer files. Prepare sales budget, forecasts and market analysis. Prepare, present and manage customer contracts in accordance with standard procedures and customers' profitability profiles. Increase sales and average order size by introducing other products the Company/Industry has available. Prepare and execute market expansion strategies. Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities including the use of a customer tracking program to maintain accurate records and maximize territory potential. Prepare regular sales reports to PharmaLogic executive team. Remain current on industry and customer issues by attending trade shows and reading trade journals. Remain current on all reimbursement issues related to PharmaLogic's products and customers. Handle difficult customers with diplomacy and tact. Team player who works productively with wide range of people. Able to work independently with limited direction. Demonstrate success meeting sales goals and growing sales. Develop annual sales plan which details activities to follow during the fiscal year. Develop and maintain customer pricing and proposal models. Develop a database of qualified leads through referrals, telephone canvassing, face to face cold calling, direct mail, email, and networking. Create and conduct effective proposal/contract presentations and RFP

(request for proposal) responses. Participate and contribute to the development of educational programs offered to clients, prospects and company employees. Maintain contact with all clients in the market area to ensure high levels of Client Satisfaction. VON GAHLEN INTERNATIONAL, Chicago, IL

North and South America Business Unit Manager– 2016-2018 As Business Unit Manager, I report to the owners based in the Netherlands. The company is a modern state-of-the-art manufacturer, has been providing the Nuclear Medicine Industry with reliable, high-quality equipment for shielding radioactive materials since 1973. I am building a team in the US and will create a partnership with Sales Agents in Latin America to develop business and generate additional revenue. Being the Business Unit Manager at Von Gahlen International also means I work with business professionals and entrepreneurs, to discover and create innovative solutions that can help their companies succeed. I am responsible for generating new leads and building relationships in both emerging and mature markets. I discover customer needs through consultations, and use my sharp communication skills to prepare and present proposals. The overall responsibility of the role is to direct the day-to-day operation, including but not limited to P&L responsibility, Sales & marketing, Service, HR, and Legal responsibilities.

MIE AMERICA INC., Chicago, IL

US Sales and Applications Manager– 2014-2016

Responsibilities include: organizing appointments and meetings with community and hospital-based healthcare staff, identifying and establishing new business, negotiating contracts, demonstrating or presenting products to healthcare staff including physicians, C- Suite officers, and technologists, undertaking relevant research, meeting both the business and scientific needs of healthcare professionals, maintaining detailed records, attending and organizing trade exhibitions, conferences and meetings managing budgets, writing reports and other literature. Personally closed $3 million in PET scanner and upgrade sales after only 1 year with the company. Total US company sales in 2014 was less than $1 million. JUBILANT DRAXIMAGE, INC., New Albany, IN

Product Manager, PET Products – 2010-2014

Responsible for preparing the global market for the launch of a new/generic radiopharmaceutical/device. Communicating the strategic marketing plan for the product in Canada, US, and the rest of the world. Develop all aspects of the sales process including call cycle plans, setting quotas, territory development, writing job descriptions, hiring process, and incentive plan development. Collaborate with all phases of the product development process including research and development, regulatory, sales, logistics, inventory control, and customer service. Have interfaced with design engineering, feasibility assessments, risk management, and usability efforts for the design of a new medical device. Have extensive knowledge base in radiopharmaceutical and radiation safety. Manage a product that will take a 30-million-dollar company to 60 million within 2-3 years. Additional responsibilities entail managing the product life cycle making necessary changes to extend the life our product. Responsible for tweaking the product, finding new uses and creating additional products to maintain or increase sales and profit margins. Also, work with marketing research for in-depth studies of the competition, determining the strengths and weaknesses of the company's products versus the competition and developing strategies that will provide the company with a competitive edge. Responsible for the sales and customer training plans for the product. This will include extensive education programs and materials to ensure that customers can effectively and correctly utilize the product. Manage a team of product specialists that will be responsible for the training and education of the marketplace. Develop strategic medical education plans to educate those markets where the product is new and product differentiation for those markets within a competitive environment. Responsible for working with the sales team and developing visual aids that can help them increase their sales. An additional aspect includes supplying sales with the most up-to-date secondary research and market data available. Another key facet of product management is writing the business plan. The business plan includes every detail about each of the products, including all price points, sales forecasts, and special features of new and existing products, all existing and new channels of distribution and all of the sales promotions and advertising that will be used to market the product line.

BRACCO DIAGNOSTICS, INC., New Albany, IN

Region Business Manager, East - 2009 – 2010

Manager, Clinical Applications - 2005 – 2009

Clinical Applications Specialist - 2004 – 2005

Responsible for sales forecasting, budget management, and customer maintenance to consistently meet company objectives. Developed regional business analysis and proposals to gain and protect business opportunities and grow a 74 million dollar franchise.. Communicated strategic goals and objectives to region members through routine direct field discussions and effective presentations at company and business unit meetings that directly instilled confidence and drive towards meeting local, regional, and company goals. Directly responsible for developing and implementing engaging educational programs which have directly contributed towards customer satisfaction and increased sales. Supervise a staff of 10 clinical applications specialists and sales account managers with staffing, training, development and performance evaluation responsibilities. Collaborate with medical and regulatory teams ensuring FDA compliance. Extensively worked on the design team and regulatory entities in order to bring a new 510K approved infusion device to the market. This project included management of multiple aspects including design, project management, and system implementation. As a team member collaborate with the operations group in providing product enhancement and quick resolution of complaints for the CardioGen-82 generator. Worked extensively with the process improvement teams to consistently improve the product, training materials, and customer experience.

Major Awards:

• Received Spot award for successful unveiling on newly redesigned CardioGen-82 Infusion System at the Society of Nuclear Medicine Meeting 2008

• Received Spot award for the creation of a presentation to help in the arena of payer education Major Projects:

• Integral part of the project management team for the redesign of an infusion system device

• Developed and Implemented a Customer Education Strategic Plan for clinical applications

• Developed and Implemented a New Customer Training Program

• Developed and Implemented New Clinical Applications hiring and training process

• Developed and implemented the Cardiac PET Resource Guide Project

• Developed and implemented a new infusion system troubleshooting process for customer issues and product complaints

• Selected out of 6 to travel and provide training at the Nishidai Clinic in Tokyo, Japan BRISTOL-MYERS SQUIBB MEDICAL IMAGING, Clarksville, IN Clinical Specialist – 2002 - 2004

Challenged to provide direct support to the sales force to maintain industry leadership in the region. Partnered with local teams to develop and complete medical education initiatives. Provided expertise in keeping all accounts at the optimal level of image quality. Developed and executed educational programs for Nuclear Cardiology in Cardiology Fellows Programs. Major Accomplishments:

• Awarded Membership to Leadership Council 2003

• Received Multiple Spot Awards 2002-2003

DUPONT PHARMACEUTICALS, Louisville, Kentucky

Sr. Cardiovascular Sales Specialist – 2000 – 2002

Sr. Market Development Representative – 1999 – 2000 Clinical Specialist – 1998 - 1999

Scope of responsibilities was diverse and included: prospecting, cold calling, product representation and final closing. Maintained and serviced key accounts in the assigned territory—responsible for territory development and territory management. Consistently met and exceeded all sales and performance objectives for Cardiolite, Coumadin and Prinivil. Provided clinical support to Nuclear Cardiology and Coumadin Clinics. Instrumental in achieving product certification for Coumadin and Prinivil. As a Sr. Market Development Representative provided sales and marketing leadership in physician referral segment in order to grow the Nuclear Cardiology market. Successfully met and exceeded Cardiolite sales objectives with the Medical Imaging Division. Major Accomplishments:

• Selected Most Valuable Player for my sales team 2001 VENCOR HOSPITAL LOUISVILLE, Louisville, Kentucky

Radiology Information Systems Coordinator – 1997 – 1998 COLUMBIA AUDUBON HOSPITAL, Louisville, Kentucky

Nuclear Medicine/Radiation Oncology Supervisor – 1992 – 1997 Nuclear Medicine Technologist – 1991 – 1997

EDUCATION

HARDING UNIVERSITY, Searcy, AR

MBA with High Honors

Alpha Chi National College Honor Society, Lifetime Member Delta Mu Delta International Honor Society in Business, Lifetime Member INDIANA UNIVERSITY MEDICAL CENTER, Indianapolis, IN Bachelor of Science in Nuclear Medicine with High Honors, 1991 – GPA 3.8. Magna Cum Laude INDIANA UNIVERSITY SOUTHEAST, New Albany, IN

Bachelor of Arts in Biology with Honors, 1990 – GPA 3.7, Cum Laude CERTIFICATIONS AND MEMBERSHIPS

American Registry of Radiologic Technologist, Nuclear Medicine Member, Society of Nuclear Medicine, Technologist Section Member, American Society of Nuclear Cardiology

COMMUNITY ACTIVITIES

Committee Member, Research Subcommittee, Society of Nuclear Medicine -2009-2012 Committee Member, Publications Committee, Society of Nuclear Medicine -2009- 2012 Facilitator for Home Life Study Group –Northside Christian Church -2009 - 2014 Chair of the 2012 Spring KSNMT educational program REFERENCES: To be furnished upon request

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