John Gilbert

Highland Village, TX 75077

www.linkedin.com/in/johndgilbert1

Executive Leadership

949-813-3487
John.Gilbert0323@gmail.com

Champion of Change

Strategic Intensity

PROFILE:

Proven executive leader with cross-functional sales, marketing and operational management
experience in the medical device industry with leading healthcare product manufacturing and
distribution companies, including full P&L responsibility.
High-energy performer with expertise in change management, turnaround execution and market
growth development.
Skills include strategic modeling, merger and acquisition targeting, assessment and integration of
device companies, as well as organizational and sales channel optimization.

PROFESSIONAL EXPERIENCE:
HARTMANN USA, Inc. (formerly HARTMANN-CONCO, Inc.), Rock Hill, SC

2004-2015

A subsidiary of Germany based Paul Hartmann AG, an international healthcare company that manufactures and
sells wound care, compression therapy and incontinence care medical devices and supplies.

President & CEO

2005-2015

Promoted to this position to manage the turnaround of the company, after several unprofitable years.
Doubled sales and consistently exceeded profit objectives by establishing new vision and strategy.
Grew wound care and compression business by 65% (CAGR of 5.2% & 3 times market average).
Achieved #1 market share position for institutional compression bandages with 20% of market.
Gained 10 new Group Purchasing Organization (GPO) agreements worth $8M annually by
expanding direct sales force, national accounts group and marketing team.
Managed restructuring of company to concentrate on core competencies of compression and
wound care, prior to adding incontinence care products with the acquisition of Whitestone
Corporation in 2008.
Successfully integrated Whitestone Corporation with HARTMANN-CONCO, culminating in legal
merger of companies into the newly formed HARTMANN USA, Inc.
Served on Paul Hartmann AG Global Business Team for Wound Management business.

Director of Sales & Marketing

2004-2005

Promoted to this position to manage additional responsibility of marketing team and develop new
products/marketing strategies to increase sales in a highly competitive market segment.
In addition to sales management responsibilities outlined below, worked with Paul Hartmann AG
Marketing and R&D teams, as well as third party development and manufacturing companies, to
launch several new wound care products that exceeded $1M in first year sales.
Recaptured private label compression bandage business with two former acute care distributors,
each totaling over $1M in annualized sales.
Drove the successful implementation of a new communications platform and branding initiative to
drive improved awareness and double-digit sales growth of HARTMANN branded products.

John Gilbert
Director of Sales

Page Two
2004-2004

Hired to manage HARTMANN-CONCOs sales organization, national accounts team and customer service
department, with focus on the Acute Care, Alternate Site, Consumer, Sports Medicine and Specialty Markets.
Achieved annualized growth rates exceeding 10% and set all-time sales records by implementing a
new sales strategy that put an equal focus on alternate site (non-acute) and acute care markets, as
well as wound care and compression bandage product categories.
Converted branded product business with two new alternate site distributors, each totaling over
$1M in annualized sales.

CCS Medical (formerly Gericare Providers, Inc.), Englewood, Colorado

2003-2004

A national healthcare company that provides wound care supplies and lymphedema pumps to Medicare Part B,
Medicaid and Private Insurance beneficiaries, as well as billing services to wound care clinics and nursing homes.

Vice President, Alternate Care Division

Hired to manage Gericares new Alternate Care Division, marketing to Hospitals, Wound Care Clinics, Nursing
Homes, Home Health Agencies and Physicians, with full P&L responsibility.
Average billing revenue per Wound Care Specialist grew from $0 to $164,000 on an annualized
basis after only five months.
Consistently exceeded sales plan.

Covidien / Tyco Healthcare / Kendall, Mansfield, Massachusetts

1992-2003

An international healthcare company that manufactures and sells medical devices and supplies.

Vice President of Sales West, Alternate Site/Patient Care Division

1999-2003

Promoted to this position to manage a sales force consisting of six Regional Sales Managers, forty-five Territory
Managers and five Nurse Consultants, generating $205M in annualized sales across nine product categories.
Sales growth of $43M (over 6% annually) exceeded annual performance objectives.
17% Gross Profit dollar increase over a four-year period.
Fiscal 2000 (105% to quota); Fiscal 2001 (100%); Fiscal 2002 (103%); Fiscal 2003 (103%).

Director of Marketing, Incontinence and Skin Care Product Center

1998-1999

Promoted to this position to manage a product center and marketing team generating $210M in annualized sales.
Developed new products and marketing strategies to increase sales in a highly competitive market segment.
Developed and presented Incontinence and Skin Care proposal to Novation corporate procurement
staff, securing sole-source award totaling $25M in annualized sales.
After three acquisitions, coordinated the product rationalization and consolidation efforts of
multiple brands, achieving a 75% reduction of product SKUs.
Worked with R&D and Manufacturing to successfully develop and launch innovative Wings HL
adult brief, which exceeded $1M in first year sales.

Regional Sales Manager, Medical/Surgical Hospital Division

1995-1998

Responsible for a direct sales team (8 representatives) covering TX, AR, TN, OK, NM, CO, WY, UT and ID.
Fiscal 1996 Regional Sales Manager of the Year Western Zone.
Ranked #2 of 10 Regional Sales Managers nationally in Fiscal 1996, 1997 and 1998.
Fiscal 1996, 1997 and 1998 100% Club Award.

John Gilbert

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Marketing Product Manager, Wound Care Product Center

1994-1995

Promoted to this position to manage Kendalls Bandage, O.R. Product and Burn Dressing lines, totaling $60M in
annualized sales. Developed new products and marketing strategies to increase sales.
Worked with R&D and Manufacturing to successfully develop and launch five new products, each
generating six figure sales in the first year.
Co-Authored and published a clinical study on Kendalls Telfa Clear Contact Layer.

Account Manager, Medical/Surgical Hospital Division

1992-1994

Managed a $3M sales territory (covering OK and AR), successfully achieving all sales objectives.
Fiscal 1992 and 1993 100% Club Award.
1993 Promoted from Account Representative to Level II Account Manager.
1993 Promoted to Field Sales Trainer and assisted Education Department with formal training.

Allnet Communication Services, Inc., Birmingham, Michigan

1990-1992

A national telecommunications company specializing in commercial long-distance and voice mail services.

Sales Manager, Tulsa, Oklahoma District

1991-1992

Promoted to this position to manage a direct sales team (8 Representatives) covering the Oklahoma market.
Ranked #1 in orders per Sales Representative out of 5 Districts in the Southwest Region.

Sales Representative, Tulsa, Oklahoma District

1990-1991

Responsible for converting commercial businesses to Allnet long-distance and voice mail services.
Ranked 4th out of 500 Sales Representatives nationwide in 1991, averaging over 200% to quota.
District Sales Representative of the Month eleven times (#1 of 8 Sales Representatives).

EDUCATION:
University of Oklahoma, Norman, Oklahoma
Bachelor of Business Administration

Major: Finance

1990
Overall GPA: 3.12 Major GPA: 3.33

ACTIVITIES & INTERESTS:

Scuba Diving (PADI Open Water Certification), Snow & Water Skiing, Running, College Football
Tandem Skydiving, NASCAR Racing Experience at Texas Motor Speedway, Reading and Travel
Experience: Sales, Medical Device Industry, Medical Products, Direct Sales Organization, Market Development, Merger, Device Companies, Sales Channel, Advanced Wound Care Products, Incontinence Care, Urological Product Segments, Anesthesia, Respiratory Care, Enteral Feeding, Needles & Syringes,
Sharps Safety, Thermometry, Disposable, Orthopedic, Surgical, Operations, Reimbursement, Medical Sales Channels, Nursing Homes, Home Care, Surgery Centers, Primary Care, Consumer , Retail, Sports Medicine, Care Markets, Call Points, Independent Distributors, Surgeons, Clinicians, Clinical Support,
Device Sales, Medical Device Companies, Independent Sales Force, Health Systems, Marketing Professionals, Operating Room, Managed Direct Sales, Direct Sales Representatives