Scott Weiss

27006 Waterside Ct. * Valencia, CA 91355 * (661) 670-0542 * sw110581

6@westpost.net
Vice President of Sales * New Business Development * Marketing Manager
* Team Leadership
Sales and Marketing Management
Results oriented sales professional with 20 years experience in business develop
ment and capital equipment sales in the healthcare industry. Self-motivated, cre
ative and energetic problem solver with demonstrated strengths in delivering bus
iness growth and customer relationships. Recognized leadership blended with sou
nd business acumen.
Acknowledged for abilities to recruit, develop, motivate, and coach direct sales
and service representatives and/or independent distributors. Delivers results a
nd is grounded in the principles of continuous improvement and learning events.
Can easily transition between corporate and entrepreneurial business environmen
ts.
*National Sales Manager * Product Manager * National Acc
ounts * Negotiations * Coaching
EDUCATION
Bachelor of Science Degree, Finance, University of Northern Colorado > Coverd
ale Process Training
> Delta Leadership/Coaching > Six Sigma Training
> Oral Presentations (Miller/Heiman)
> Delta Coaching Strategies > Strategic Selling (Miller/Heiman)
> Front Line Leadership > Account Development St
rategies > LAMP (Miller/Heiman) > Spin Selling
PROFESSIONAL EXPERIENCE
Oxford Immunotec, Marlborough, MA January 2010 -December 2010
Area Sales Director West
Molecular Diagnostic Company that manufactures test kits and sells laboratory se
rvices for a Tuberculosis test that detects specific antigens found on the RD1
region of the genome; replacing the TST/PPD/skin test.
Managed sales team of 5 in west encompassing TB testing laboratory services and
kit sales, developed Targeted Testing campaign, forecasting, pricing, and contra
ct negotiations with insurance companies, IDNs,and GPOs.
Principle in the development of MDs as TB thought leaders to establish U.S. mar
ket acceptance and growth
Integration of sales and laboratory team through initiated developmental sales t
raining, presentations skills, and customer focused situation management
Most Significant Accomplishments:
Western team grew sales from $500K to $2.4MM in 1 year.
Developed and implemented Targeted Testing sales strategy that increased sales r
evenues
Implemented Fee/Test strategy for equipment and LIS interfaces
Successfully negotiated contracts with: Mayo Clinic, National Jewish, VA, and Ba
nner Health that represents sales growth of $2.5MM in annual sales growth
Cellestis Corporation, Valencia, CA March 2005 November 2009
Vice President of Sales
Molecular Diagnostic Company that manufactures, distributes, and sells test kits
for a Tuberculosis test that detects specific antigens found on the RD1 and RD1
1 region of the genome,replacing the TST/PPD/skin test.
Executed all phases of sales management encompassing market feasibility analysis
, development of market strategies, risk management, forecasting, pricing, revie
wed all marketing material, and contract negotiations
Developed industry thought leaders to establish U.S. market acceptance and growt
h, Departments of Health, Infectious Decease, Pulmonologist, Oncologist, Pediatr
icians, Internal Medicine, and Rheumatologist
Managed Sales Team of 9 and Managers of Customer Service and Technical Service;
alignment of sales and service team through sales training, presentations skills
, sales cycle analysis, and customer focused situation management
Introduced strategy for new molecular based CMV test, (Clinical Trails at The Cl
eveland Clinic)
Most Significant Accomplishments:
Grew sales from $244K to $17MM in 5 years; always achieving stretch goals
Successfully negotiated contracts with: Quest, LabCorp, ARUP, Mayo Clinic, Natio
nal Jewish, The Cleveland Clinic, Blue Cross, IDNs and GPOs, increasing annual s
ales by $10MM.
Developed and implemented targeted sales strategy that increased sales revenues
by 175% consecutively for 5 years.
Conceptualized and executed co-marketing strategic alliance with Trinity and The
Binding Site increased sales by $3.5 MM annually.
Negotiated national and international CRO testing program with Quintiles, J&J, C
ovance and Pfizer
Implemented Fee/Test strategy that included fully vetting automated ELISA testin
g systems increasing instrument sales by $2MM annually
Represented Cellestis U.S. at Annual Shareholders meeting, Melbourne, Australia
CLINIQA Corporation, Fallbrook, CA November 2000 March 2005
Marketing Manager/Product Manager
Established quality control company that manufactured, distributed private label
and OEM clinical controls, RT-PCR controls, and calibrator verifiers.
Managed, developed, and updated (document control) all printed material includin
g: Marketing Material, Newsletters, Product Inserts, Promotional Flyers, Slide P
resentations, Press Releases, and Sales Presentations.
CE Marked all labeled products for international distribution, including authori
zed representatives, translations and printing of Product Insert sheets in 7 lan
guages
Managed private label products and US OEM customers (Beckman,Roche, Dade, and Ol
ympus)
Developed distribution network nationally and internationally
Product Management using Microsoft Project: responsibilities include product fea
sibility analysis, design control, pricing, and new product launch package
Presented to Scientific Advisory Board, new products with complete analysis of m
arket demand, feasibility, timeline, and growth potential
Most Significant Accomplishments:
Commercialized the first liquid Cardiac Control (patented)
Commercialized Liquid Tumor Marker Control (patented)
Commercialization of an exclusive urine and serum immunology control and immunol
ogy calibrator verifier products for Beckman and Olympus.
Consecutively grew sales 1.5MM year to year increase in US sales
Project leader for CE marking for all labeled products sold internationally thro
ugh Distributor network
Co-developer of web-based laboratory QA program for data reduction and peer revi
ew
Irvine Scientific, Santa Ana, CA 1999 2000
Western Regional Manager
Leader in IVF and Cell Culture Media, with the target markets in IVF Clinics, re
search companies, and institutional research.
Managed #1 region with 4 Region Sales Managers, annual sales of $4MM
Maintained and grew "Thought Leader Group", University of Chicago, Stanford Univ
ersity
Most Significant Accomplishments:
Grew top region by $500K year to year; largest growth in media sales worldwide
Developed new market distribution for Cell Media accounting for $500K of new bus
iness in research market.
Member of the Advisory Board for Fertility Clinician; focus of group was the soc
ial and ethical relevance of in-vitro IVF procedures.
E.I. DuPont, San Diego, CA 1987 1999
Territory Manager
IVD company dominate in clinical chemistry instruments and reagents; market incl
uded selling to hospital laboratories, reference laboratories and research facil
ities. DuPont manufactured and distributed all products direct to end users.
Managed #1 territory, $25MM annual hospital sales; ranked in top 10% of DuPont e
mployees (40,000 employees)
Consecutively managed and grew #1 US distributor network $7.5MM annual physician
office sales.
Developed first risk management model for sales region
Managed Technical Service, and Customer Service Team
Most Significant Accomplishments:
Placed ACA Clinical Chemistry Analyzers on all U.S. aircraft carriers worldwide
during Gulf War
Worked with Booz Allen/Mercy Hospital (San Diego, CA), developed time motion stu
dy that resulted in the placement of 7 Dimension Chemistry analyzers; annual sal
es of $2.5MM
Member of Executive Council Leadership Team; the council provided insights to ex
ecutive leadership at DuPont as to the trends and market shifts in the healthcar
e market.
References and supporting documentation upon request
Scott Weiss C: (661) 678-3100 Page 2 of 2