Business Development Corporate Account

BILL BARTELSON

Westfield, IN ***** ● 847-***-**** ● ****.*********@*******.***

https://www.linkedin.com/in/bill-bartelson-255646a/

- Commercial Development Executive -

GLOBAL BUSINESS DEVELOPMENT ● EXECUTIVE LEADERSHIP ● CORPORATE & OEM ACCOUNT MANAGEMENT

● DIRECT & DISTRIBUTION COMMERCIAL LEADERSHIP ● EMPLOYEE DEVELOPMENT ● P&L PROFILE

• 25+ years’ experience in sales leadership (direct, distribution, OEM, corporate account), marketing, and global business development, specializing in life science, clinical/molecular diagnostics, biotech, radiopharmaceuticals, and oncology sectors.

• Extensive corporate account, IHN, and large healthcare system leadership and expertise.

• Able to effectively network, establish rapport with prospects, and gain prospects’ confidence through extensive industry background and compelling, strategic sales proposals and presentations.

• Highly skilled at connecting with, influencing, and managing people from diverse cultural backgrounds.

• Proven success in holding P&L responsibilities from $30.6M to $1.0B annually.

• Broad-based human resources expertise encompassing recruitment, hiring, counseling, succession planning, team-building, and ongoing coaching.

PROFESSIONAL EXPERIENCE

LiquidSMARTS / Commercial Development, Consulting & Training / Apison, TN, 02.2023 – Present Head of Business Development – Practice Partner

• Responsible for the creation of a new business development division within the global clinical diagnostics, life sciences, and healthcare sectors.

• Identified and secured a new business partnership between the firm and a highly specialized data-engine and mining organization; MedScout.io, providing highly differentiated data-mining capabilities for the firm.

• Secured a key new employee addition to the firm in the area of executive coaching and development services. A contractor agreement was secured with a thirty-eight (38) year veteran of Mayo Clinic.

• Established an execution process resulting in a new business development funnel of over $1.0M in annual revenue potential within the first twelve (12) months of tenure. THE BINDING SITE / Birmingham, UK / San Diego, CA, 08.2019 – 09.2022 Business Development Executive

• Spearheaded development and implementation of the strategic plan and business model focused on increasing awareness of diagnostic screening guidelines for monoclonal protein diseases in the area of plasma cell dyscrasias, and multiple myeloma through Guideline Awareness Initiative (GAI) programming.

• Fueled reagent revenue growth for flagship reagent, Freelite, representing a global market share of 90%+.

• Championed customer-facing program which won four new national partners in year one, translating to

$239K+ in incremental Freelite revenues from 20 major healthcare systems.

• Gained commitment of 29 major IDNs, hospitals, and cancer centers in year two of the program.

• Generated incremental Freelite YOY revenues of ~$750.0K program to date.

• GAI funnel development totaled +$5.6M in potential, incremental Freelite revenues. ABBOTT LABORATORIES / Molecular Dx Division, Des Plaines, IL, 03.2018 – 04.2019 Director, US Enterprise Solutions

• Held P&L responsibility for a $30.6M business unit and stabilized a declining business unit.

• Expanded team supporting 60 strategic national accounts and empowered staff to secure multiple long-term contract renewals representing $20.7M in revenues annually.

• Recruited, hired, motivated, and directed 10+ personnel nationwide. Expansion and oversight of AMD’s SDT, responsible for the implementation of laboratory workflow and IT optimization; team of three (3).

• Acquisition Salesperson of The Year’ was secured by the team for signing a seven-year $5.1M contract.

• Team recognition for ‘Renewal of the Year’ for signing a three-year $13.6M contract renewal. CARDINAL HEALTH / Nuclear Pharmacy Services, Dublin, OH, 06.2015 – 06.2017 Vice President, US Foundational Sales & Group Purchasing Organizations

• Held P&L responsibility for a $1.0B business model inclusive of radiopharmaceutical diagnostic imagining agents, delivered to market through a US-based network of 129 wholly-owned radiopharmacies.

• Recruited, hired, and directed a high-performance team of regional sales directors, regional account managers, clinical sales specialists, and GPO Director to shepherd a field sales organization of 45 nationally.

• Built a change management leadership model to reverse market share losses, reducing a significant YOY revenue decline.

• Cultivated GPO partnerships to maximize market access while ensuring long-term growth.

• Captured 475 incremental wins worth +$45M with +273 saves totaling $104M within FY 2016.

• Propelled top-line revenue growth to finish at $741M versus $718M in the prior year.

• Exceeded year one plan by +$6M for key product line resulting in the acquisition of LYMPHOSEEK from Navidea™ Biopharmaceuticals.

• Signed partnership renewals with HealthTrust™ Purchasing Group ($174M), Premier National Radiopharm

($85M), and Premier PET ($10M).

• Won Present’s Club for substantially raising Voice of Employee scores from level four to level one. GE HEALTHCARE / CLARIENT DIAGNOSTIC SERVICES, Aliso Viejo, CA, 02.2011 – 03.2015 Vice President, International Business Development Expanded Role Post Corporate Downsizing: Central US Region Management Leadership:

• Aligned, mobilized, and inspired a team of nine in achieving a $50M annual revenue target.

• Rebuilt region to full territory capacity by adding five new hires within the first five months.

• Rapidly boosted performance from -10.5% / ($4.8M) to +0.57% / +$688K.

• Outpaced colleagues nationwide year-over-year for collections totaling $17.2M.

• Acquired a semi-exclusive laboratory services agreement between GE-Clarient and Baylor College of Medicine resulting in a long-term partnership producing >$2.0M+ annually in revenues.

• Launched the firm’s first satellite reference laboratory to result in 30+ regional laboratory partners utilizing the facility within the initial 12-month launch period. Vice President, International Business Development – Primary Role:

• Structured globalized cancer testing services via a specimen export business model, primarily targeting China, Europe, Canada, Israel, and South America offering anatomic and clinical pathology solutions.

• Signed agreements with Teva Pharmaceuticals, Roche Diagnostics S.A., Progenetica, Albert Einstein Hospital, and Salomao Zoppi Diagnosticos within 12 months of project execution, resulting in ~900 exUS cancer specimen imports for the firm.

BCServices LLC, Indianapolis, IN, 06.2010 – 02.2011 Independent Contractor - Founder

• Helmed new business development within domestic and international markets by landing project partnerships with Clarient Diagnostic Services and GE Healthcare – MDx/Clarient. Promoted to Vice President, International Business Development, GE Healthcare – MDx/Clarient, February 2011. PTS DIAGNOSTICS, Indianapolis, IN, 06.2007 – 06.2009 Chief Marketing Officer – Indianapolis, Indiana

• Accountability to PTS’ Board of Directors and shareholders with a primary focus on investor relations, strategy development, and revenue attainment, with the long-term objective of a liquidity event. Direct responsibilities include departmental oversight and leadership of Marketing, Sales, and Customer Service functions.

• Spearheaded investor relations, strategy development, revenue growth, sales, marketing, people strategy/talent acquisition, and customer service.

• Implemented a comprehensive People Strategy which linked to a newly established PTS strategic plan. Working with a leading Atlanta-based executive search firm, key sales and marketing positions were established and filled, which served separate and distinct Clinical and Consumer market segments. The PTS People Strategy also yielded the establishment of a third Officer (CTO) for the firm, responsible for R&D, Regulatory, and Quality functions.

• Devised and implemented a distribution strategy for the clinical business unit, consolidating 85+ direct buyers and distributors into eight semi-exclusive, long-term contracts.

• Initialized and finalized initial stocking order of $1.0M within a five-year contract covering ~500 clinics through successful negotiations with Minute Clinic (a division of Caremark/CVS). ROCHE DIAGNOSTICS CORPORATION, Indianapolis, IN, 01.2000 – 04.2007 Area Business Director – Central United States & Puerto Rico

• Controlled P&L for $155M business, including capital equipment and reagents/consumables encompassing clinical chemistry, immunochemistry, urinalysis, IT, and laboratory automation product portfolios.

• Recruited, hired, and directed a high-performance team of six regional sales managers, account managers, and product specialists, leading 47 field sales specialists in the United States and Puerto Rico.

• Attained #1 national ranking throughout 2001, 2002, 2004, and 2006 performance periods.

• Achieved #1 position nationally for RDC's new analyzer launch – COBAS. Central Area represented 137 modules contracted, yielding 53% of the total US unit production for performance year 2006. Capital sales for 2006 topped $51M, or +43% above 2005 totals.

• Structured and closed an exclusive Roche distribution contract covering Puerto Rico and the US Virgin Islands, ISLA Lab Products, LLC. Successfully navigated Roche through sensitive negotiations protecting our firm from PR Commonwealth laws, eliminating a six-year receivables debt, which resulted in a cash payment of $465K to RDC.

• Coached, mentored, and advanced 12 employees through the Roche career path process.

• Pioneered area-wide funnel management process which was adopted and integrated nationwide.

• Pioneered nationwide employee Performance Management process.

• Pioneered area-wide Employee Commitment & Recognition program whereby improving the Voice of Employee.

• Executive team selection as one of six high-potential employees worldwide to complete a 10-month Roche Horizons program and charged with devising a market strategy for the Diabetes Care product portfolio within India.

EARLIER CAREER POSITIONS

• Vice President, Distributor Sales

• National OEM Sales Manager

• Marketing Product Manager, Blood Bank

• Industrial/Biomedical Sales Representative

EDUCATION

BS, Health Science Education / Sports Medicine Practicum, Winona State University, Winona, Minnesota. Teaching and Coaching Certification, State of Minnesota. PROFESSIONAL DEVELOPMENT

• THE LONDON BUSINESS SCHOOL – Centre For Management Development, Executive Education.

• DUKE UNIVERSITY / FUQUA SCHOOL OF BUSINESS – Marketing Development Program.

• ROCHE CORPORATE LEADERSHIP TEAM – Leadership Conference Facilitator.

• GENERAL ELECTRIC COMPANY – Crotonville Executive Leadership Conference. CIVIC – COMMUNITY LEADERSHIP

• Volunteer – Pendleton Juvenile Correctional Facility. PJCF represents America’s largest maximum security juvenile prison. 2009 – 2013 / Pendleton, IN.

• Volunteer – Indiana Juvenile Correctional Facility. IJCF is a functional juvenile pre-release center. 2003 – 2006 / Plainfield, IN.

• Baseball Coach – Carmel, IN.

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