Dale L. Richardson...

DELIVERING RESULTS FROM VISION THROUGH IMPLEMENTATION

Lafayette, CA 94549 925-413-9717 dlrichardson@comcast.net

Visionary sales, marketing and business development leader who consistently builds profitable organizations within medical device and diagnostic markets. Known for unlocking the value in emerging technologies, evaluating market potential, formulating commercial and market strategies and developing and retaining individuals who make critical contributions to organizational success. Possesses a natural talent for fostering collaboration and influencing and building consensus among internal and external stakeholders. At ease communicating vision and comfortable before Boardand CEO-level executives. Demonstrated success in
Start-up: Shepherded medical device/biotechnology start-up at Lipid Sciences, Inc., from discovery science phases through pre-clinical studies to first-in-man clinical trial. Obtained $100K NIH grant and $600K in non-dilutive revenue from a collaborative research and license agreement with a major pharmaceutical company. Turnaround: Revitalized Ameritoxs underperforming Western region, increasing sample testing volume 67% and moving from slowest to fastest-growing region in six months. Revamped management team and established vision, strategy and performance expectations and accountability. Product Expansion/Development: Sourced and added four new external product lines to expand sales from under $2M to $8M+ in four years while spinning off Fresenius Hemotechnology, Inc.s Critical Care SBU into standalone entity. Client Retention: Averted loss of and retained exclusive rights to $250M account at McKesson Health systems by building and strengthening relationship with customers representatives. Addressed clients concerns, improved service levels and opened lines of communication. Business Transition: Grew sales from $8M to $20M in year one, following Davols acquisition of Catheter Technology business. Formulated and executed plan that called for immediate transition to direct sales, eliminating third party distribution to enhance both top- and bottom-line. Sales Management: Recruited more than 100 top-performing revenue producers and managed teams of more than 100 sales and marketing associates. Spearheaded more than two dozen major sales campaign initiatives related to new product line rollout and created new and significantly expanded sales channels.

Capabilities That Deliver Results

Strategic Planning P&L Management Global, National and Regional Sales/Marketing Business Development Consultative Sales Channel Development/Distribution Full Product Lifecycle Development Management Research and Development Product Branding, Commercialization and Rollout Media Relations Contract Negotiations Strategic Partnerships and Alliances Mergers and Acquisitions Best Practices FDA/Regulatory Compliance Customer Relationship Management Cross-functional Team Development, Leadership and Mentoring

Winning Market Share Through Market Knowledge

Ameritox, LLC, Baltimore, MD
Nation's largest provider of pain medication monitoring solutions for physicians

WEST REGIONAL DIRECTOR

2009 2011 Brought on board to turn around poorly performing region. Direct four district managers, one regional account manager, a regional trainer, two prescription monitoring consultants, 20 senior representatives and 27 account managers. Improved team productivity and efficiencies by reallocating management resources and removing nonperforming staff. Grew volume 67%, first in nation, for year ending 2009. Appointed to several multi-functional corporate teams to help drive corporate vision and goals.

Dale L. Richardson
Lipid Sciences, Inc., Pleasanton, CA

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Development-stage biotechnology company engaged in research and development of products and processes intended to treat major medical indications

VICE PRESIDENT, BUSINESS DEVELOPMENT VICE PRESIDENT, MARKETING AND SALES

2003 2008 2000 2008 Formulated strategic business plans, organized investor road show and designed corporate marketing and communications collateral for cardiovascular biotechnology start-up. Accountable for regulatory compliance, served as senior intellectual property (IP) strategist and directed virtual team comprised of IP strategist, full service IP firm, multiple regulatory experts, clinical trial project manager and study monitor and scientific advisory boards. Conducted successful animal studies, developed pre-clinical data and won approval for IDE (investigated device exemption) from the FDA in 30 days (from submission), which led to successful first-in-man clinical trial. Raised close to $100M during eight-year tenure. Negotiated a collaborative research and license agreement with a division of a major pharmaceutical company, which brought in more than $600K in non-dilutive revenue in first year.

Fresenius Hemotechnology, Inc., Concord, CA

Wholly-owned subsidiary of Fresenius AG that focuses on cell separators, autotransfusion devices, blood filters and products for blood banks and hospitals, including progenitor cell enrichment devices

PRESIDENT AND CHIEF OPERATING OFFICER VICE PRESIDENT, HEMOTHERAPY/CRITICAL CARE

1998 2000 1996 1998 Spun-off underperforming division into wholly-owned, fast-growth organization to elevate existing product line visibility, while providing platform for expansion. Built lean $10M SBU comprised of eight regional, national, product and regulatory affairs managers, operations director, controller and 30 employees. Owned P&L and directed sales, marketing, distribution, regulatory affairs and quality assurance, finance and accounting. Designed and set up corporate structure and branding platform, new facility, distribution center, IS and accounting systems for newly established subsidiary. Introduced novel technology for rheumatoid arthritis and launched apheresis, autotransfusion and bloodbanking technologies. Negotiated key strategic partnership with biotechnology firm that doubled annual sales from $2.5M to $5M.

McKesson Health Systems, San Francisco, CA

Largest healthcare company in the world

SENIOR VICE PRESIDENT, MARKETING AND SALES

1994 1996 Led company with $100M+ per year in new account sales for two successive years. Integral in building and sustaining strong customer relationships, continually assessing and enacting initiatives to improve product/service delivery.

Davol, a BARD Company, Cranston, RI

Market leader in implantable ports and catheters, orthopaedic irrigation, MIS instruments and blood management products

VICE PRESIDENT, BLOOD MANAGEMENT PRODUCTS VICE PRESIDENT, SALES AND MARKETING VICE PRESIDENT, INTERNATIONAL MARKETING, BARD SURGICAL PRODUCTS GROUP VICE PRESIDENT, SALES

Doubled annual revenues from $70M to $140M+, in part by eliminating third-party distribution and establishing direct sales force. Early progression: sales representative, sales trainer and divisional manager,

Education
MBA, concentration in Marketing, Finance and Transnational Operations, West Coast University BS, Business Administration/Marketing, California State University, Hayward

Personal Fulfillment
Extensive domestic and international travel. Avid outdoor enthusiast.