Keith Westcott
Medical Sales
Lynnfield,MA
Summary
Accomplished sales leader with 20+ years in medical device, capital equipment, and clinical trial software sectors, driving revenue growth through strategic development and contract negotiation. Consistently exceeds sales targets, ranking among top performers nationally. Skilled in selling capital equipment, medical devices, software and diagnostics to hospitals, pharmaceutical, biotech, and research clients. Proven in cultivating strong partnerships and delivering innovative solutions to meet customer needs. Expert at penetrating markets, and achieving business goals, committed to ongoing professional growth.
Overview
19
19
years of professional experience
Work History
Director of Business Development
GLOBAL MOLECULAR LABS
2 2022 - Current
- Accountable for sales of Global Molecular Labs bioanalytical software services and capital equipment molecular testing platforms to pharmaceutical, biotechnology, and research institutions
- As a CRO, win and negotiate contracts with these organizations for utilization of the certified CLIA Laboratories for molecule identification, development, and discovery of unique biomarker signatures
- Promoted to Senior Director in one year as a result of outstanding sales performance
- Attained 126% of $11MM Quota FY 2024
- Ranked #2 in Nation (Out of 5) 2024
- Attained 157% of $9MM Quota 2023
- Ranked #1 in Nation (Out of 5) 2023.
- Passionate about learning and committed to continual improvement.
Associate Director Respiratory Solutions
CLARIO
05.2021 - 01.2022
- Responsible for prospecting, development and bringing to closure multi-million-dollar deals with pharmaceutical, biotechnology, and CRO companies who are running clinical trials
- Clients include both domestic U.S., and international lines of business
- Successfully sold software and spirometry devices to prospective clients
- Closed $12MM in new business during FY 2021
- Attained 121% of $10MM Quota FY 2021
- Ranked #2 (Out of 6 Directors) 2021
- Increased territory sales by over $7MM versus FY 2020.
- Established strong relationships with key industry partners, creating mutually beneficial opportunities for growth and collaboration
Director of Business Development
HYPERMED IMAGING
11.2016 - 10.2021
- Accountable for sales of hyperspectral imaging for superficial tissue oximetry
- The HyperView diagnostic capital device is utilized to PAD, PVD, & diabetic patients
- This technology caters to vascular surgeons, interventional radiologists, cardiologists, & wound care specialists
- Territory included all of New England
- Ranked #3 in Nation 2017 (Out of 13 Directors)
- Ranked #1 in Nation 2019 (Out of 14 Directors)
- Ranked #2 in Nation 2020 (Out of 13 Directors)
- Attained 136% of $3.3 MM Quota 2020
- Rookie of the Year Award FY 2017.
Business Development Executive
HYPERMED IMAGING
01.2016 - 01.2018
Respiratory Sales Specialist/National Field Sales Trainer
FISHER & PAYKEL HEALTHCARE
08.2013 - 10.2016
- Responsible for selling respiratory Medical Devices and disposables into C-Suite, Pulmonology, Respiratory, NICU, PICU, ICU, Materials Management, and other Critical Care areas of hospitals in Massachusetts, Maine, and New Hampshire at local and IDN levels
- Effectively managing $3.3MM territory with substantial growth each year
- National Field Sales Trainer 03/2015
- Attained 109% of Quota YTD November 2016
- Ranked #1 in Northeast Region FY 2016 (out of 9 Representatives)
- Ranked #4 Nationally FY 2016 (out of 46 Representatives).
- Built strong relationships with healthcare professionals, positioning our products as the go-to solution for their patients'' respiratory needs
- Mentored junior sales representatives, sharing industry insights and best practices for building rapport with key decision-makers within healthcare facilities
Education
Bachelor of Professional Studies - Law
Champlain College
Burlington, VTSkills
Business development and planning
Strategic selling
Revenue Generation
Account Management
Prospecting skills
Verbal and written communication
Sales proficiency
Relationship building and management
Contract Negotiation
Special Interests
- TAE KWON DO: 3rd-Degree Black Belt / Qualified for Olympic Trials by placing 3rd at the U.S. Nationals in 1994 / Placed 4th at the 1997 World Championships / 1991 U.S. National Champion / 8-Time consecutive Vermont State Champion / Lived in Seoul, South Korea to train for the 1996 Olympic Games.
- COLLEGIATE ATHLETICS: NCAA DIVISION I - SOCCER / NCAA DIVISION I - TRACK
Timeline
Associate Director Respiratory Solutions
CLARIO
05.2021 - 01.2022
Director of Business Development
HYPERMED IMAGING
11.2016 - 10.2021
Business Development Executive
HYPERMED IMAGING
01.2016 - 01.2018
Respiratory Sales Specialist/National Field Sales Trainer
FISHER & PAYKEL HEALTHCARE
08.2013 - 10.2016
Bachelor of Professional Studies - Law
Champlain College
Director of Business Development
GLOBAL MOLECULAR LABS
2 2022 - Current