SUMMARY

Comprehensive sales and marketing background in new medical computer technology, products and services. Strong leadership skills in sales, marketing, logistics, and telemarketing management. Highly skilled in developing new markets, launching and selling new technology, and negotiating national contracts. Solid experience in sales force and management development, and acquisition integration. Recognized expert at reversing troubled sales operations and increasing revenues at established ones. An innovator and IT technology pioneer. Founding partner in ATW-International, a smart cold chain technology firm in Ft. Lauderdale, FL for shipping frozen specimens without dry ice.

SELECTED MANAGEMENT EXPERIENCE

B. J. Ness Consulting Group, Ltd. (1993-present)(www.bjnessconsulting.com)

Principal

Specializing in sales/marketing management for hospitals/clinical laboratories/pathology groups and diagnostic companies. Manage a large national sales force of independent representatives selling medical services and products to specialty physicians/hospitals. Pioneered color image pathology reporting and patient centric pathology counseling reports. Pioneered interactive web-based Internet Office to provide cost effective sales training sessions nationally and internationally. Founding partner in 2003 of ATW-International (www.ATW-International.com).

Genetrix, Inc. (1990 - 1993)

Vice President - Sales and Marketing (Reported directly to the president and CEO)

Responsible for sales/marketing activities for largest private genetics laboratory. Sales increased five fold to >$20 million. Developed managed care contracts for capitated genetic services. Strategic alliance with TOKOS increased sales and streamlined distribution channels. Pioneered triple marker screening for Down syndrome as the standard of care in California.

DIANON Systems (1988 - 1990)

National Director of Sales (Reported directly to the president)

Increased sales from $10 million to >$18 million, without acquisitions, for this oncology specialty products and services company. Developed telemarketing department to increase sales in underserved areas and decrease client attrition by 50%. Doubled sales force to 60 reps. Designed sales training program which is the "gold standard" for the industry. Successfully launched innovative DNA breast/bladder cancer sales programs.

Nichols Institute (1979 - 1988)

Vice President - Sales, Logistics and Transportation

Negotiated three largest hospital purchasing contracts worth >$55 million/year. Sales increased ten fold to position company as premier esoteric operation. Designed sales strategy as "partner" to compliment local pathology services. Pioneered hospital client outreach sales training program to increase test referrals by 20%. Utilized customer base to leverage diagnostic kit sales with single sales force. Launched pioneer programs for HIV, endocrine, genetics, breast cancer testing, and onsite graphic report printing.

Mason - Barron Laboratories (1974 - 1979)

Marketing Director

Sales increased by four fold at this flagship laboratory. Consistently number one in new sales and profits. Negotiated original HMO contract in Chicago. Market leader for hospital, industry, and physician market segments.

EDUCATION

B. A., Biological Sciences, Southern Illinois University