8/14/2019 William Bartelson - Senior Sales & Marketing Executive

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WWILLIAMILLIAM AA.. BBARTELSONARTELSON14274 MATT STREET14274 MATT STREET CARMELCARMEL, I, INDIANANDIANA 4603346033 317-815-5960317-815-5960

BARTELSON@BARTELSON@AOLAOL..COMCOM

SSENIORENIOR SSALESALES && MMARKETINGARKETINGEEXECUTIVEXECUTIVE

~ O~ OVERVER 2020 YEARSYEARSOFOFACCOMPLISHEDACCOMPLISHEDBUSINESSBUSINESSLEADERSHIPLEADERSHIPANDANDPEOPLEPEOPLEDEVELOPMENTDEVELOPMENT ~~

Distinguished, authentic, results-driven senior sales and marketing executive with a 20+ year record of achievementwithin both large and small business environments. Consistent results stemming from multiple business disciplinesincluding direct, distribution, and OEM business entities. Exceptional mentor and coach, combining business acumenwith innate leadership abilities to recruit, build and retain top-performing teams. Proven ability to drive and sustaincorporate revenues through broad-based competencies in:

LeadershipTeam BuildingStaff DevelopmentCorporate Account ManagementDistributionOEM Account ManagementPerformance ManagementProject ManagementStrategic Planning

Building, management, and leadership of effective sales and marketing organizations

Culture creation, team development, and motivation with results Formulation, implementation, and execution of long term strategic plans OEM, distribution, and large account expertise Executive level negotiations, presentations, and relationship building

Global project management P&L responsibility and accountability

PROFESSIONAL EXPERIENCE

POLYMER TECHNOLOGY SYSTEMS, INC. INDIANAPOLIS, INDIANAManufacturer and worldwide supplier of the CardioChek POC Cholesterol Test System

June 2007 May 2009

Chief Marketing Officer Indianapolis, Indiana

Accountability to PTS Board of Directors and shareholders with primary focus on investor relations, strategydevelopment, and revenue attainment, with long term objective of liquidity event. Direct responsibilitiesinclude departmental oversight and leadership of Marketing, Sales and Customer Service functions.

Key achievements:

Business Infrastructure and Performance

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 for the

firm, responsible for R&D, Regulatory and Quality functions.

Development of a consumer research and insight model through BASES Research, yieldingproduct concept acceptability levels, price points, and package design for the CardioChek

2-minute home cholesterol test.

Structured and implemented a long term consumer/retail marketing agreement with a leading

Chicago-based Brand Marketing Agency.

Restructured PTS Customer Service Department to alleviate a growing administrative burden,

which negatively impacted both Regulatory policy and daily customer support.

Devised and implemented a comprehensive distribution strategy for PTS clinical business unit.

Key outcomes included consolidation of over 85 direct buyers and distributors of PTS products into

eight semi-exclusive, long-term contracts.

Led successful negotiations with Minute Clinic a division of CareMark/CVS, resulting in an

exclusive five-year national contract covering >500 clinics.

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ROCHE DIAGNOSTICS CORPORATION INDIANAPOLIS, INDIANAWorldwide leading manufacturer of in-vitro medical diagnostic testing products and instrumentation

January 2001 May 2007

Area Business Director Central United States & Puerto Rico Indianapolis, Indiana

P&L responsibility for $155M business inclusive of capital equipment and reagents/consumables in clinicalchemistry, immunochemistry, urinalysis, IT, and laboratory automation product portfolios. Provideleadership, strategic and tactical direction to exceed revenue, margin, market share, employeedevelopment, customer satisfaction, cultural, and operating expense objectives.

Direct responsibilities:

Create an overall culture encompassing the right people, processes, and execution elements whichdrive long term business viability and growth. Sustain long term success through vision coupledwith clear expectation setting, resulting in management ownership.

Recruit, hire, and direct a high performance team of 6 regional sales managers, account managers,and product specialists in leading a total field sales organization of 47 spanning the central UnitedStates and Puerto Rico.

Set personnel strategies in motion including hiring talent, human resource problem resolution,succession planning, personnel development, competency assessment with on-going coaching andcounseling.

Coordinate well integrated business strategy and execution in conjunction with Marketing, FieldServices, Technical Services, and Corporate Accounts.

Management of Roche product portfolio through exclusive distribution channel covering PuertoRico and the US Virgin Islands.

Key achievements:Business Performance

Central Area Business Unit attained overall #1 national ranking for 2001, 2002, 2004, and 2006performance periods. For 2001 and 2002, the Central Area field team numbered 105 total employeesincluding Technical Services, Sysmex-Hematology, and Molecular business units.

Achieved #1 position nationally for RDC new analyzer launch COBAS. Central Area represented 137

modules contracted, yielding 53% of the total US unit production for performance year 2006. Capitalsales for 2006 topped $51M, or 43% above 2005 totals.

Structured and closed an exclusive Roche distribution contract covering Puerto Rico and the US VirginIslands. Successfully navigated Roche through sensitive negotiations protecting our firm from PRCommonwealth laws, completely eliminating a six year receivables debt, which resulted in a cashpayment of $465K to RDC.

People Development

Developed and promoted 12 Central Area employees through Roche career path process,including 8 Sales Representatives and 4 Regional Business Managers.

Led national standardization effort of field sales performance management process 2005.

Critical Projects / Process

Selected for and successfully completed the Roche HORIZONS program. This 10 monthassignment included global project team participation involving 6 members, representing various

Roche global affiliates. Project scope included the formulation of a market segmentation strategyfor the Roche Diabetes Care product portfolio within the country of India. Team recommendationwas accepted by the Roche global DiaEC 2004.

Created an area-wide funnel management process 2001. Central Area funnel processmechanics have been adapted and implemented into national instrument forecasting tool currentlyin use today.

MEDICAL ANALYSIS SYSTEMS, INC CAMARILLO, CALIFORNIAManufacturer and worldwide supplier of clinical diagnostic QC, reagent, and calibration products

July 1993 October 2000

Vice President, Sales MAS / Dade TQC DivisionOctober 1999 October 2000

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Built and led a national sales organization generating $41M in annual sales revenue through US laboratorydistribution Fisher Scientific and Allegiance Healthcare, encompassing over 400 clinical salesrepresentatives nation-wide. Developed a distributor sales support staff of 39 employees including fieldsales, inside sales, and GPO/health systems team members.

Developed sales team structures, compensation, and personal development goals.

Secured and expanded major national contracts with key GPO buying groups.

Vice President, Distributor Sales MAS

November 1997 October 1999

Achieved 105% of sales plan posting $4.5M in US sales growth through Fisher Scientific for planyear 1998.

103 Fisher sales representatives achieved MAS quota for plan year 1998.

Secured major national contracts with key GPO buying groups including Labcorp, Premier,Medecon, and over 20 Integrated Health Systems nation-wide.

Promoted to Vice President, Sales MAS / Dade TQC Division October 1999.

Director, Distributor Sales MASJanuary 1996 November 1997

Staffed, trained, and implemented a Distributor Sales team of 6 employees including 5 RegionalSales Directors and 1 Director of Sales Productivity.

Developed, implemented, and executed a key distributor sales incentive program generating over$1.0M in new business for the company contributing to a $1.7M increase for plan year 1997.

Promoted to Vice President, Distributor Sales November 1997.

National OEM Sales Manager MASJuly 1993 January 1996

Responsible for management and expansion of all MAS OEM partnerships including Abbott,Olympus, Dade-Behring / Dupont, Microgenics, and Baxter-Dade Diagnostics.

Secured and developed new OEM contract partnerships with Roche Diagnostics, Schiapparelli,Bayer, and Instrumentation Laboratories (IL).

Increased OEM revenues over 35% or $2.1M for MAS FY1994 through FY1996.

Promoted to Director, Distributor Sales January 1996.

BAXTER DIAGNOSTICS, INC. / DADE DIVISION MIAMI, FLORIDA

Manufacturer and worldwide supplier of clinical chemistry, coagulation, and blood bank products, systems,and services

June 1991 June 1993

Marketing Product Manager, Blood Bank DDxApril 1992 June 1993

Accountable for marketing, planning, forecasting, and administration of the Baxter-Dade BloodBank business unit. This $8.0M sector represented both domestic and internationalresponsibilities, with primary focus on assisting the transfer of Immunohematology manufacturingoperations to Switzerland.

Created and implemented a comprehensive US national sales training curriculum for plan year1993.

OEM Sales Manager DDx

June 1991 April 1992 Managed the Baxter-Dade OEM business totaling $3.0M annually, resulting in well developed and

strengthened partnerships within the US respiratory and chemistry QC markets.

Primary focus included co-management of QC Survey Materials Management for the College ofAmerican Pathologists. Implemented and directed a joint (DDx-CAP) QC sales and marketingprogram resulting in 50 new account additions.

Promoted to Marketing Product Manager Blood Bank, April 1992.

CURTIN MATHESON SCIENTIFIC, INC HOUSTON, TEXASLeading US distributor of clinical, industrial, and research laboratory instrumentation and supplies

October 1984 January 1991

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Industrial Sales Representative CMSJanuary 1987 January 1991

Expanded one of CMS largest national contract partnerships with SHELL Development andSHELL Oil / Chemical Companies through their corporate buying location in Houston Texas.Achieved national recognition through numerous awards including CMS Top-10, Presidents Team,and Presidents Team Inner Circle honors.

Successfully implemented CMS Vendor Stocking Program (VSP) for SHELL Oil Company andEthyl Corporation, resulting in significant year over year key account / key product growth for CMS.

Increased sales in territory 17% - 1988, and 14% - 1989.

National Account Analyst CMSJuly 1985 January 1987

Served as a personal liaison between the firm and key national Biomedical and Industrial buyinggroups. Administered all national contracts through the CMS database resulting in added marketshare for the company.

Promoted into one of CMS largest Industrial / National Account territories as Industrial SalesRepresentative, January 1987.

Biomedical Sales Representative CMS

October 1984 July 1985 Responsible for the sales of laboratory supplies, instrumentation, and diagnostic tests to clinical

and hospital laboratories.

Promoted to CMS headquarters (Houston, Texas) as National Account Analyst July 1985.

EDUCATION

WINONA STATE UNIVERSITY Winona, MinnesotaBachelor of Science Degree in Health Science / Sports MedicineTeaching Major / Coaching Certification 1984

PROFESSIONAL DEVELOPMENT

Developmental Courses

THE LONDON BUSINESS SCHOOL Centre for Management Development, Executive Education

TMS DEVELOPMENT INTERNATIONAL Team Management Profile

DUKE UNIVERSITY / FUQUA SCHOOL OF BUSINESS Marketing Development Program

Corporate Leadership

Roche Corporate Leadership Team Leadership Conference Facilitator / 2003, 2004

CIVIC COMMUNITY LEADERSHIP

Volunteer Indiana Juvenile Correctional Facility / Establishment of Prison Ministry Program2009 / Pendleton, Indiana

Volunteer Indiana Juvenile Correctional Facility / Prison Ministry Team 2005 / Plainfield, Indiana

Vice Chairman / Trinity Lutheran Church Spring, Texas

Youth Baseball Coach / Carmel Dads Club Carmel, Indiana

REFERENCESAVAILABLEUPONREQUEST