JAMES HARTMAN
Huntington Beach
Summary
Transformational Enterprise Leader driven by growth and performance restoration in Aesthetics, Beauty, Pharmaceutical, and Medical Device sectors. Achieved organizational objectives through strategic planning and commercial acceleration while cultivating high-functioning teams and enhancing corporate culture. Delivered optimal outcomes in M&A as commercial lead, fostering cross-functional collaboration and aligning organizational goals.
Overview
35
35
years of professional experience
Work History
President & CEO
Ourself (GLO Pharma Inc.)
Carlsbad
06.2024 - Current
- Strategic, Cultural and Functional Leader for a breakthrough brand powered by cutting edge technology that needed expertise, creativity, discipline fueled by market intimacy to ensure a successful re-boot in the Professional skincare market.
- Achieved 470% revenue growth through strategic initiatives.
- Directed strategic initiatives that increased company growth and strengthened market presence.
- Led strategic initiatives to drive company growth and market expansion.
- Reworked portfolio offerings and messaging to align with customer needs, resulting in improved market positioning.
- Evolved the current team to enhance our agility pertaining to commercial and clinical needs while shoring up our financial and manufacturing functionality.
- Refocused R&D pipeline to capitalize on market opportunities, addressing high demands of Professional customers.
- Reignited board and investor confidence for strategic and financing support.
- Early results have shown very positive signals equating to customer acquisition, shortening of order cycles and expansion of portfolio adoption.
- Achieved a 32% increase in revenue per order by enhancing customer engagement.
- Achieved a 27% reduction in monthly expenses by optimizing operational efficiency.
- Led cross-functional teams to drive collaboration and innovation across departments.
- Developed long-range plans for business growth, resulting in an increase in annual sales.
- Introduced innovative approaches that improved efficiency while reducing costs.
- Mentored senior leaders, promoting professional development and leadership skills.
- Promoted a customer-centric approach to drive satisfaction and loyalty.
- Oversaw the development and launch of new products and services.
- Developed and executed strategies for entering new markets and increasing market share.
- Implemented company-wide policies to promote a positive corporate culture and values.
President & CEO
Hugel America Inc. (Hugel Aesthetics)
Newport Beach
05.2020 - 06.2024
- Strategic and Functional Leader for the US, Canada, Australia, and New Zealand
- Successfully developed and led the strategic market preparation and successful commercial launch of the business in the United States, Australia/New Zealand, and Canada.
- Coordinated and spearheaded collaboration and contractual relationships with partners in the joint venture, Hugel, Inc. and Croma Pharma GmbH.
- Designed and led the build-out and launch of the US, Australia, and Canadian organization, applying a "hub and spoke" structure model for efficiency in the complex areas of clinical, regulatory, and operational support in Australia, Canada, and New Zealand.
- All approvals for our botulinum toxin have been obtained in the US, Australia, and Canada. In the case of Australia and Canada, approvals were achieved 12 months and 9 months respectively, ahead of schedule.
- Revitalized Australia business in late 2021 by revisiting strategic plans and enhancing market presence and staff, achieving over 400% growth over three years, with Q2 2024 TTM revenues exceeding $40M AUD.
- Performance of the Canadian business unit continued to take positive shape at over $12M CAD equating to 150% growth.
- 5-year revenue target (2028 USA, CAD) of $400M+, with an operating budget of $200M+.
Chief Commercial Officer
Alastin Skincare, Inc.
Carlsbad
04.2018 - 05.2020
- Strategic Commercial & Operational Leader
- Led the development and execution of our commercial strategic plan to gain market share in the physician dispensed skincare market with physician customers and consumers. This plan included our corporate strategy, our marketing and pipeline development strategy, field force strategy, (including International), evolved data insights and engagement efforts to build brand awareness, equity, loyalty in support of our customers while increasing consumer engagement and direct relationship to our company and brands.
- Drove revenue growth over 900% during tenure, achieving 112% and 120% of performance targets.
- 2020 Revenues were at 123% to plan, upon departure against a growth target of 90%.
- Expanded customer footprint 30 times during tenure, significantly broadening market reach.
- Developed strategic market disruptor to capitalize on body volume reducing procedure trends, diversifying portfolio and reinforcing core brand essence in pre and post procedure skincare.
- At departure, we were in process of adding another 30% to our commercial FTE team while achieving another 90% increase in revenues.
- Developed a strategy to enhance the revenue plan, ensuring support for both in-practice and online sales.
- Led the strategic process and path for the inevitable successful M&A exit for the company.
Senior Vice President & General Manager, North America
Solta Medical, Inc. (A DIVISION OF BAUSCH HEALTH)
Raleigh
09.2017 - 04.2018
- Strategic Commercial & Operational Leader
- Developed and executed a commercial plan to refresh the portfolio, enhance the commercial footprint to return Solta Medical and its market defining brands to growth and profitability.
- Led the finalization of the development, strategic planning and successfully launched the 3rd generation of Thermage (Therame FLEX), achieving 124% of Budget.
- Redesigned and structured the N. America commercial team to maximize ROI per FTE and streamline organizational structure.
- Led the commercial collaboration to prioritize and focus future R&D projects to enhance lifecycle management of leading brands aligned to significant customer insights gathered in the first 45 days.
- This resulted in the definition and alignment of the next two products to be developed, which followed my departure by 9 months and 18 months respectively.
- Returned the division to growth in Q4 2017 for the first time in 3 years, which continued in Q1 and Q2 2018.
- Managed a P&L with over $100M of revenue, $60M budget, with 70+ FTEs.
Senior Vice President & US Head, Aesthetics and OTC: 2013-2017
MERZ AESTHETICS (A DIVISION OF MERZ NORTH AMERICA, INC.)
Raleigh
05.2012 - 09.2017
- Vice President & US Head, Dermatology: 2012-2013
- Developed and executed a portfolio strategy including acquisition that incorporated the 1st ever Aesthetics ecosystem that included the combination of Injectables, Energy-based Devices and Skincare.
- Managed a P&L achieving over $300M of revenue via a $170M budget, with 300+ FTEs.
- Successfully developed and launched 6 products over 5 years.
- Recipient of the 2016 CEO Award for Significant Strategic and Fiscal contribution. This was the result of a strategic marketing plan, which yielded 40%+ growth (year 4, post launch) for one of our most critical strategic brands, Xeomin.
- Led development of Aesthetics portfolio and pipeline, resulting in 3 acquisitions (Neocutis, Anteis, Ulthera) and multiple product launches, positioning for at least two annual launches through 2022.
- Restructured both groups for performance and subsequent growth including new product launches and integration of acquired products.
Executive Vice President, Global Marketing & Business Development
OBAGI MEDICAL PRODUCTS, INC.
Long Beach
04.2009 - 05.2012
- Strategic commercial leader for domestic / international marketing and business development
- Developed global marketing function for OMP while integrating the role of International distribution partners
- Aligned portfolio strategy and messaging, enhancing portfolio marketing effectiveness
- Developed and executed commercialization processes to better harmonize efforts of Commercial and R&D.
- Successfully developed and launched 4 products with 2 in pre-launch.
- Built pipeline from 0 to 7 near-term candidates for commercialization over next 3 years through development partnerships and licensing
- Executed 3-year portfolio plan
- Developed communication strategy and platform, increasing customer and consumer engagement and retention
- Developed and successfully gained corporate adoption of significant Domestic and International commercial platforms that were executed between 2011 and 2013.
- Developed the US e-commerce and e-pharmacy strategy.
- Analyzed market positioning in Japan, identifying it as Obagi's second largest market.
Senior Vice President, U.S. Commercial Operations, 2006-2009
STIEFEL LABORATORIES, INC. (a GlaxoSmithKline company)
Duluth
01.2004 - 01.2009
- Vice President, U.S. Marketing, 2004-2006
- Commercial Leader for the US Rx, Consumer and Aesthetic business units. Provided strategic direction/guidance for our global R & D portfolio planning team and served as lead strategic partner for global marketing in the areas of aesthetics, acne, and emerging therapies.
- Honored with August Stiefel award for global leadership in revenue and profit attainment for 2007 and 2008.
- Increased revenue by 86% to $435M from 2007 to 2008.
- Achieved 105%+ of targeted commercial contribution in 2007 and 2008
- Managed P&L exceeding $500M in revenue, overseeing $250M budget and 300+ FTEs.
- Personally recruited, retained, and co-developed an outstanding and successful leadership team.
- Co-led commercial efforts on 2 acquisitions and subsequent integrations, Connetics Corporation (2006) and Barrier Therapeutics (2008).
- The integration of the Connetics acquisition was commercially completed in 28 days, resulting in a fully staffed commercial team, KOL summit and National Sales Meeting with revenues of all acquired assets surpassing their previous operators forecast by over 25% by end of fiscal year.
- One asset that truly returned to life post acquisition was Soriatane, which had been written off by the acquired. This brand was re-imagined, reworked, and resulted in $100m in revenues 12 months post acquisition.
- Led the strategic development and execution of the U.S. product lifecycle initiative. Defended 4 legacy brands against generic competition, maximizing revenue for 3 products and doubling revenue for 1 product.
- Developed strategic plan for 9 Stiefel brands, implementing a brand planning process that aligned marketing efforts with business objectives.
- Drove revenue increases of 58% from 2005-2007 by navigating competitive marketplace and achieving #1 status for all brands Acne, Atopic Dermatitis and Rosacea.
- At the time of my departure our business had grown approximately 650%, growing from approx. $70m to $525m.
- In addition, we had achieved our goal of becoming the #1 Dermatology company in the World (including the US).
Executive Director of Sales, U.S.
ALLERGAN, INC.
Irvine
01.2001 - 01.2004
- Led sales strategy and execution for Therapeutic and Aesthetic portfolio. Led a team of sales professionals/ managers and managed $50M+ operating budget.
- Drove an increase in revenue of 22%+ in 2003 (to $107M).
- Managed sales turnover to 6% goal with no downtime by structuring a needed upgrade within the sales force.
- Realigned the sales team and expanded it by 10% with no lost selling time.
- Developed a training curriculum in sales progression and management succession for high-potential Allergan Skin Care / Aesthetic employees.
- Increased KOL engagement and collaboration through a focused strategy assigning accountability and aligning commercial / cross functional roles to accomplish division objectives.
- Executed the successful launch of Botox Cosmetic accomplished through strategic alignment with marketing and focus on exquisite training, enhanced field leadership, fundamental sales metrics while building a culture of collaboration and innovation.
- Orchestrated and executed the successful launch of Finacea, achieving #1 NRx / TRx in dermatology within 9 months. Directed commercial partnership between Allergan and Intendis.
Co-Founder (1 of 6)
INVENTIV HEALTH, INC.
Somerset
01.1997 - 01.2001
- Executive Director, US Sales Teams, 1999 - 2001
- National Business Director / Regional Sales Director, 1997-1999
- Directed the entry into the U.S. pharmaceutical marketplace. Recruited and managed 38 sales directors and 350 field sales representatives across multiple teams.
- Developed a sales training program for managers and field reps that emphasized long-term effectiveness through personal skills and fulfillment, territory effectiveness and empowerment.
- Maximized sales of Zeneca's cardiovascular portfolio achieving #1 NRx / TRx in ACE inhibitor market (Zestri).
- Created Endo Laboratories sales and operations infrastructure to ensure successful launches of U.S. products, including Zydone and Lidoderm in the U.S.
Regional Manager, Oncology Reimbursement, 1996-1997
SMITHKLINE BEECHAM (now GlaxoSmithKline)
Philadelphia
01.1995 - 01.1997
- Managed Care Specialist, 1995-1996
- Led multi-state task force to secure breakthrough reimbursement for Hyacmin in small-cell lung cancer and achieved total reimbursement for Hyacmin (ovarian cancer) in all geographic areas.
- Developed and led financial objectives across 14-state region, coordinating state, federal, and third-party reimbursement practices for corporate and field teams.
- Achieved Medi-Cal formulary/payment status for oral Kytrilthe 1st granted in the U.S. by a state/federal entity.
- Achieved preferred formulary status for Paxil (anti-depressant) on both FHP and PacifiCare formularies.
- Managed objectives and relationships with key health care professionals and executives across companies' pharmaceutical products. Initiated contracting processes with managed care organizations and engineered pull-through sales with field personnel and management.
- Played key role in start-up of the SmithKline Beecham Oncology division.
Field Sales Representative. District Trainer and Sales Training Manager
Schering Plough Corporation
01.1992 - 01.1995
Education
Bachelor of Arts (BA) - Social Science
University of California at Irvine
Irvine, CASkills
- Strategic planning
- Financial management
- Revenue growth
- Profitability optimization
- Operational efficiency
- Capital and resource management
- Market analysis
- Product development
- Stakeholder engagement
- Innovation and creativity
- Organizational leadership
Timeline
President & CEO
Ourself (GLO Pharma Inc.)
06.2024 - Current
President & CEO
Hugel America Inc. (Hugel Aesthetics)
05.2020 - 06.2024
Chief Commercial Officer
Alastin Skincare, Inc.
04.2018 - 05.2020
Senior Vice President & General Manager, North America
Solta Medical, Inc. (A DIVISION OF BAUSCH HEALTH)
09.2017 - 04.2018
Senior Vice President & US Head, Aesthetics and OTC: 2013-2017
MERZ AESTHETICS (A DIVISION OF MERZ NORTH AMERICA, INC.)
05.2012 - 09.2017
Executive Vice President, Global Marketing & Business Development
OBAGI MEDICAL PRODUCTS, INC.
04.2009 - 05.2012
Senior Vice President, U.S. Commercial Operations, 2006-2009
STIEFEL LABORATORIES, INC. (a GlaxoSmithKline company)
01.2004 - 01.2009
Executive Director of Sales, U.S.
ALLERGAN, INC.
01.2001 - 01.2004
Co-Founder (1 of 6)
INVENTIV HEALTH, INC.
01.1997 - 01.2001
Regional Manager, Oncology Reimbursement, 1996-1997
SMITHKLINE BEECHAM (now GlaxoSmithKline)
01.1995 - 01.1997
Field Sales Representative. District Trainer and Sales Training Manager
Schering Plough Corporation
01.1992 - 01.1995
Bachelor of Arts (BA) - Social Science
University of California at Irvine