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    National Account Director in Phoenix AZ Resume Brian Bartee

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    Brian Bartee
    Brian Bartee is a results focused Account Director with extensive experience establishing and leading relationships with key stakeholders and decision-makers.

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    National Account Director in Phoenix AZ Resume Brian Bartee

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    Brian Bartee
    350 views4 pages
    Brian Bartee is a results focused Account Director with extensive experience establishing and leading relationships with key stakeholders and decision-makers.

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    National Account Director In Phoenix AZ Resume Brian Bartee

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    Brian Bartee is a results focused Account Director with extensive experience establishing and leading relationships with key stakeholders and decision-makers.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    350 views4 pages

    National Account Director in Phoenix AZ Resume Brian Bartee

    Uploaded by

    Brian Bartee
    Brian Bartee is a results focused Account Director with extensive experience establishing and leading relationships with key stakeholders and decision-makers.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    BRIAN BARTEE

    | Paradise Valley, AZ 85253 | (480) 285-8272 | [email protected]

    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

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