Luis Westerband
Toms River,NJ
Summary
Extensive Business Development and Sales record promoting Laboratory, Patient Care and Life Sciences products. Hold an MBA in Accounting and possess multiple industry certifications. Strong capital equipment, financial, technical, regulatory, clinical outcomes and strategic sourcing experience.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Territory Sales Director
Seegene US
04.2023 - 02.2025
- Company Overview: World leader manufacturer of Molecular Diagnostics products from South Korea. Carries a vast portfolio of pathogen identification and antibiotic-resistant solutions.
- Sold Research Use Only (RUO) and clinical products to hospitals, reference labs, medical schools, public health departments, private clinics and research centers
- Developed a $1.8Million sales pipeline for 2025
- Went from zero to $200K of territorial revenue per month in 2024
- Collaborated closely with liquid handling/extraction, QC and supplies vendors such as Hamilton, Promega, Thermo-Fisher, Qiagen and Microbix
- Created cost effective and technically sound solutions under the scrutiny of LDTs (FDA) ruling
- Tripled the client base by prospecting and cold calling in underperforming areas across the Northeast including NYC, Long Island, Maryland, Eastern Pennsylvania and Upstate NY among others.
District Sales Manager
Applied Biocode
06.2020 - 11.2022
- Company Overview: California-based manufacturer of molecular detections systems (instruments, reagents) including Gastric and Respiratory pathogens
- Exceeded sales quota during 2020 with 190% for reagents and 150% for instruments
- Surpassed my territory number in 2021 and 2022 with over $2.0 Million in Sales revenue
- Led all 5 DSMs (territories) in 2021and 2022, generating over 40% of total company revenue
- Led the development of distribution channels in The Caribbean
- Sold to clinical and RUO products to medical centers, reference labs, medical schools, public health departments, research facilities, and veterinary labs
Account Manager
Arkray
01.2018 - 06.2020
- Company Overview: Based out of Japan. Portfolio includes Urinalysis and HBgA1c detection products.
- Sold Urinalysis and Hemoglobin A1c (HPLC) instrumentation to hospitals, reference Laboratories, clinics and doctor's offices
- Led all Account Managers with 210% of combined quota in 2018
- Supported the market launch and penetration of new Hemoglobin A1c Analyzer
- Managed the company's largest, multi-site Urinalysis instrumentation project in the USA
- Worked in collaboration with Cardinal, Medline and VWR in reaching new prospects and opportunities
Microbiology Sales Specialist
BioMerieux
01.2016 - 01.2018
- Company Overview: French company, world leader supplier of infectious diseases solutions
- Sold analyzers, consumables, connectivity, services for microbial identification, Antibiotic Testing, Blood Culture Isolation, Molecular Diagnostics, Mass Spec & Sample Processing
- Emphasis on Infection Control, Antimicrobial Stewardship, Rapid Detection and Clinical Outcomes
- Advised Pharmacy (formulary) and Infectious Diseases departments on antimicrobial options
- Organized the Marketing launch of first fully automated blood Culture system (Virtuo) in Greater NYC
- Member of team who closed the first, multi-million-dollar Total Laboratory Automation project in NYC
- Generated a hardware pipeline of over $2 Million for the 2017- 2018 fiscal year
- Client base primarily comprised of IDNs, Key Accounts, reference labs and public health departments
Patient Care Account Manager
Philips Healthcare
01.2015 - 01.2016
- Company Overview: Dutch multinational with leading electronics and healthcare divisions.
- Managed customer mix of 25% installed base and 75% competitive targets (hunting-focused role)
- Identified new opportunities exceeding $3.0 Million for 2016 and 2017
- Closed over one million dollars of new business in non-premium, competitive accounts
- Portfolio comprised of Patient Monitors, Ventilators, Consumables and Information Systems
- Hospital call points included Physicians, Nurses, Pharmacy, Infection Control, Finance, Procurement, Information Systems, and the C-Suite
Capital Equipment Specialist
Siemens Healthcare
01.2014 - 01.2015
- Company Overview: - Laboratory Diagnostics: Tarrytown, NY. Siemens possesses a broad spectrum of testing systems that can serve the needs of laboratories of any size.
- Managed capital sales of Hematology, Hemostasis and Urinalysis (HHU) instruments, reagents, disposables, and Information systems in the Greater NYC Area
- Led strategy, opportunity management and financials of 4 Account Managers (territories)
- Attained 102% of total recurrent revenue with no less than 95% in any of main product areas
- Oversaw 85 % of all Greater NYC hospitals, IDNs, reference labs and veterinary labs
Capital Sales Specialist
Beckman-Coulter (Danaher)
01.2004 - 01.2014
- Company Overview: Comprehensive Clinical and Life Sciences company based in Northern California.
- Based in the PR office from 2004 to 2010 and in Greater NYC from 2011 to 2014
- Sold Chemistry, Toxicology, Hematology, Hemostasis, Immunoassay, Urinalysis, Microbiology & Molecular Diagnostics and Automation instruments and solutions
- Top Sales Rep for 6 years in a row in instruments placed (over 40%) and total revenue (2004 to 2010)
- Outperformed by 25% all competing Sales Representatives in Hemostasis, Hematology analyzers closed in PR and U.S.A. Virgin Islands from 2004 to 2010
- Capital Equipment Specialist (Chem/IA) in 2011 supporting a team of ACS
- Reached combined quota (consumables, service, instruments) exceeding 150% from 2011 to 2013
- Ranked seventh (out of 78) nationally in hardware number with 236% of quota attainment in 2012
- Responsible for the coverage of hospitals, IDNs, commercial laboratories, and POLs
Education
MBA - Accounting with minors in Finance & Marketing
Fordham University
BS - Medical Technology (MT/MLS- ASCP)
University of Puerto Rico
Graduate Studies - Biological Sciences
University of Puerto Rico
Skills
- Clinical Laboratory and Patient Care Services
- Medical Technologist bench experience includes multiple areas such as Chemistry, Hematology, Immunology, Microbiology and Molecular Diagnostics
- Bench operational experience: Beckman-Coulter, BioMerieux, BioFire, Bio-Rad, Roche, Ortho, Siemens & Sysmex
- Knowledge of Patient Care brands such as GE, ZOLL and Philips
- Strong implementation interaction with LIS firms such as Meditech, EPIC, Cerner
- Functional know-how of Point of Care Devices, CLIA, Lean, Six Sigma & Quality Regulations
- Thorough experience searching, dissecting, responding, presenting and competing for RFPs issued by individual hospitals, IDNs, GPOs and by the VA Health Administration
- Proven knowledge and ability to create winning proposals and contracts and to navigate complex negotiations with multiple departments and decision makers
Certification
- Certifications: Medical Technologist (MLS - ASCP), NYS Lab Technologist License (Inactive)
- Subscribed to: CAP Today, Clinical Lab News, Fierce Biotech, Genome Web, Journal of Health Care Contracting and Medical Lab Management among others
- Follow agencies and organizations such as the ADLM, CMS, CLIA, FDA, IDSA, AMP, HHS
- Member of ASCP, American Society for Microbiology & Association for Molecular Pathology
- USA Citizen. Fully Bilingual (Spanish).
Languages
Spanish
Native or Bilingual
Timeline
Territory Sales Director
Seegene US
04.2023 - 02.2025
District Sales Manager
Applied Biocode
06.2020 - 11.2022
Account Manager
Arkray
01.2018 - 06.2020
Microbiology Sales Specialist
BioMerieux
01.2016 - 01.2018
Patient Care Account Manager
Philips Healthcare
01.2015 - 01.2016
Capital Equipment Specialist
Siemens Healthcare
01.2014 - 01.2015
Capital Sales Specialist
Beckman-Coulter (Danaher)
01.2004 - 01.2014
BS - Medical Technology (MT/MLS- ASCP)
University of Puerto Rico
Graduate Studies - Biological Sciences
University of Puerto Rico
MBA - Accounting with minors in Finance & Marketing
Fordham University
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