BRIAN BARTEE

| Paradise Valley, AZ 85253 | (480) 285-8272 | buckeyebrian17@gmail.com

STRATEGIC COMMERCIAL HEALTHCARE LEADER

KEY ACCOUNT MANAGEMENT EXPERTISE IN STRATEGY EXECUTION CAREER TOP REVENUE PRODUCER

Experienced Sales, Account Management, and People

Management Leader.

L EADERSHIP & S ALES E XPERTISE

Accomplished professional

actively pursuing opportunities to drive profitable

Strategy

revenue and market development where strategic

vision, expertise in C-Suite relationship management,

at a premium.

Surpassing Performance Targets

Expert Command of Numerous Sales Aspects with

Competitive Bidding Healthcare

deep

insight,

knowledge,

and

experience

forecasting,

business

strategy,

HR

process,

people management.

Reform

in

negotiation, marketing, client retention, budgeting,

Structuring and Negotiating Key

Contracts

medical device sales, and revenue growth will be held

Developing and Executing Sales

GPO, IDN, Channel, and Payer Key

Accounts

and

Strategic Partnerships with Key

Results-Focused Account Director with extensive experienceInfluencers

establishing and leading relationships
Complex
Client relationships
with key stakeholders and decision-makers. Well versed inManaging
developing
new account

Relationships
while gaining new business opportunities from existing accounts.

Quarterly / Annual Business

E X E C U T I V E H I S T O RPlanning
Y

Forecasting / Budgeting

2014 to Present: KCI, an Acelity

Market
company
and Competitive Analysis
Regional Account Director
People Development
Fulfill a critical role driving profitable contracted revenue for advanced wound care therapeutic portfolio,
with a focus on negotiating and securing agreements with Integrated Delivery Networks (IDNs) and
Group Purchasing Organizations (GPOs) throughout Arizona, New Mexico, Oklahoma, and Texas.

Outstanding and exceptional results in sales, delivering $10MM+ in annual revenue through the use of
consultative strategies to gain insights into the core needs and challenges faced by each account;
achieved a consistent record of surpassing revenue targets by strengthening relationships with key
stakeholders, executives, and influencers.

Key wins included a major deal with Banner Health, a non-profit health system with 32 hospitals
across five states, that resulted in the complete conversion to KCI brands by leveraging key
competitive health economic data; the competitive conversion of Banner Health yielded a 132% YOY
increase in revenue.

1998 to 2014: LifeScan, a Johnson & Johnson company

National Account Director (2011 to 2014)

Demonstrated a consistent record of success and achievement at LifeScan, manufacturer of blood

glucose monitoring devices, marked by a series of 6
promotions to positions of increased influence, authority,

Brian is a very strong commercial

healthcare leader with an extensive
As National Account Director, met the challenge of
background in direct selling and account
building profits through relationships with 8 key channel
management. As a member of the
accounts that included AssuraMed (a division of Cardinal
LifeScan Channel Team, Brian consistently
Health), Medtronic, and Apria.
exceeded his goals and was a strong
creative force behind strategy
Outperformed sales targets in both 2012 and 2013,
development in a dynamic business
ranking in the Top 4 (of 15) National Account
environment. An expert negotiator, Brian
Directors across the organization each year with
was able to secure and implement
annual gross trade sales exceeding $55MM;
multiple contracts for the LifeScan
successfully negotiated 37 new contracts and contract
franchise
that positioned
the company
amendments in 2013, safeguarding the companys leadership
market
position and
launching new
very
well
for
future
growth
and
products.
profitability. Last, Brian is unique in his
Leveraged strategic contract and negotiation expertise to execute 20% higher market share
ability to use his contracting experience
commitments with 2 key accounts in 2013 by negotiating brand exclusivity agreements vs. competition.
a strategic
growthinbuilder.
This resulted in elimination of key competitive brands and theasdelivery
of $2.8MM
additional incremental
and accountability.

Gary R., VP ofthe

Enterprise
Customers
annual revenue; engaged in extensive forecasting and analysis to demonstrate
ROI of the
proposed
brand exclusivity arrangement.

Johnson & Johnson

Recognized with the Johnson & Johnson Standards of Leadership Award in 2013 for co-leading the
negotiation of a 5% increase in Medicare market share despite Competitive Bidding and Affordable
Care Act, which reduced reimbursements.

District Business Manager II AZ, CO, UT (2007 to 2011)

Promoted with a mandate to lead the development and business result execution of 10 highly talented
Territory Business Managers. Built a highly collaborative winning team culture that leveraged resources
from senior management, marketing, and both payer & channel account management to exceed business
goals in the face of significant negative market conditions. District annual revenue increased $27.5MM,
from $69.4MM to $96.9MM, or 39.7% as a result of my leadership driving business results from 2007 to
2011. District results ranked top 1/3rd Nationally 4 of 5 years, with 4th highest share and 7th highest volume
of 26 Districts

Served as Interim Regional Business Director - West Q2 2011, with accountability for the performance
of 9 District Business Managers and 90 Territory Business Managers; facilitated the integration of the
LifeScan and Animas companies into a newly formed Diabetes Care Franchise for the West Region.

Fostered the professional development of 4 Territory Business Managers, resulting in promotions

while sponsoring 2 candidates through the Certified Field Trainer and Management Development
Programs.

Developed an environment of professional support and motivation, securing higher levels of

performance out of each team member; motivated and coached the team to earn Regional Business

Director Embracing the Vision awards for ranking in the Top 10% in 2008 and the Top 20% in 2010.
Recipient of Encore Awards for 5 consecutive years 2007 through 2010.

Served on the Regional Business Director Compensation Task Force 2009 and 2010, contributing to
the development of District, Regional and National contests which drove key quarterly and year-end
revenue to exceed national sales targets.
Regional Field Sales Trainer (2006 to 2007)

Successfully developed competencies in 7 new hire sales representatives spanning 4 districts;

additionally, served as Classroom Trainer for the Quick Start PCP expansion in 2006. Delivered training in
clinical selling efficiencies, execution of Marketing quarterly Plans of Action, and collaboratively shared
organizational sales practices across the West Region and Sales Training Marketing. Also served on
Field Sales Advisory Board 2006 and 2007.

Ranked 11th out of 263 in 2006, finishing in the Top 4% nationally with territory earning Presidents
Club Circle of Excellence.
Regional Strategic Account Specialist (2003 to 2006)

Responsible for calling on payers including commercial health plans, State Medicaid, Medicare, State &
Private Insurance Exchanges, and large Employer Groups to secure managed care sole or dual-source
agreements. Additionally called on regional Integrated Delivery Networks (IDNs) to secure key hospital
business.

Negotiated 5 year sole source Agreement with San Mateo Health Plan 2005; 3 year dual source
agreement with Health Plan San Joaquin 2006 shoring up One Touch test strip share for the Gold
Coast District and West Region.

Drove market share growth for the One Touch Ultra product by 3.56% in 2004, ranking in the Top
25%.
Hospital Account Executive (2000 to 2003)

Instrumental in increasing hospital bed share and upgrading bedside diagnostic testing at over 60
hospitals throughout the San Francisco Bay area. Leveraged Strategic Selling principles and relationships
with a network of stakeholders, including CFO, VP of Nursing, Pharmacy Director, Lab Director, Infection
Control, and Supply Chain personnel.

Increased territory revenue 131% from 2002 to 2003; captured 8 upgrades and 3 competitive
conversions, achieving 85% bed share in 2002 resulting in ranking within the Top 10% for hospital bed
share nationally.

Recognized with Presidents Club Circle of Excellence Region of the Year award in 2000.
Territory Business Manager II (1998 to 1999)

Leveraged territory business drivers, implementation of brand marketing strategies, and managed care pull
through via retail and mail order channels to produce top results. Increased hospital share by 14.3% in

1999 leading to promotion to Hospital Account Executive 2000.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Arts Degree in Economics THE OHIO STATE UNIVERSITY
Negotiating Value | Margaret Keys Executive Presentation Course, Steve Tomlinson
Executive Presentation Skills, Communispond | Assertive Communication Skills for Professionals,
CareerTrack

Strategic Thinking & Business Planning at Regional Level, Brooks Group

Impact EQ Learning Discovering Emotional Intelligence, TalentSmart
Successful Solutions for Unacceptable Employee Behavior, Fred Pryor Seminars
Building Leadership Capability (HBDI) | How to Overcome Negativity in the Workplace, CareerTrack
Targeted Selection, DDI | Results Oriented Coaching, AcceleraRomar, Inc.
Partnership for Productive Coaching | Strategic Selling, Miller Heiman
Integrity Selling, Ron Willingham | Johnson & Johnson Diabetes Institute
Quadrant Analysis | Regional Strategic Managed Care