Scott Kostner Nicholson
Broomfield,CO
Summary
Experienced business development professional with a proven track record in capital and software sales, territory account management, and strong expertise in the hospital, healthcare, and Fortune 500 industries. Successful over a span of 25 years, I have excelled in all aspects of sales operations, from lead generation to presenting solutions and closing deals with new and existing clients. Specializing in the biotechnology and medical devices sectors, I am adept at developing and implementing growth strategies that drive revenue and ensure client satisfaction. Building strong relationships with clients is a strength of mine, as I truly understand their needs and available resources. Proficient in Salesforce, Sage/Siebel, and the Microsoft Office Suite/Zoominfo.
Overview
25
25
years of professional experience
Work History
Business Development Executive
Abbott
03.2023 - Current
- Calling on Fortune 500 and large organizations to generate new business in the Northeast territory
- 2024-Secured contracts with anticipated new growth of 1,350,000 annually
- 2023-Secured contracts for over $600k in new revenue with anticipated growth of over $1,25M annually
Senior Account Executive
Abbott
03.2019 - 03.2023
- Manage up to 17 states directly, calling on Reference/Independent/Hospital/POL’s and treatment center laboratories
- Drive toxicology testing for both urine and oral fluid samples
- Key Accomplishments:
- 2022-Finished at 103% to plan, business growth of 18%
- 2021-Presidents Club runner up, finished 110% to plan $4,051,690 to a goal of $3,667,440
- 2019-Presidents Club winner, finished 105% to plan $1,952,000 to a goal of $1,860,000
- 2019-Grew new account revenue by $288,000
- Secured new distribution agreement and relationships
Business Development Manager/Account Manager
MedTest
10.2013 - 03.2019
- Drive business development, securing four additional distributorship agreements for multiple service portfolios (hospital, reference lab, and POL segments) through direct and distribution channels
- Earned multiple achievement awards, spearheading largest growth in revenue and instrument placements year over year
- First to sell the largest analyzer launched in 2017
- Key Accomplishments:
- Identify training needs and design, develop, and deliver training curriculum for National Distribution Partners as well as new field representatives
- Lead business growth initiatives, securing four distribution agreements leading to more than 15 instrument placements and more than $500k in revenue
- Develop marketing collateral and sales tools, working with sales and marketing leadership to drive revenue growth
- Collaborate with key partners to determine effective solutions in toxicology testing, increasing revenue year over year by greater than 10%
Chemistry/Immunochemistry Sales Representative
Siemens Healthcare Diagnostics
02.2003 - 10.2013
- Cultivated exceptional customer relationships, retaining 100% of current customers for four years
- Conducted business reviews with customers, leading pilot tests of products prior to official launch
- Organized and presented educational seminars to increase product knowledge
- Key Accomplishments:
- Consistently exceeded performance and sales goals, growing base business to more than $6m
- Finished 110% to plan in 2012 and fifteenth overall of 108 representatives
- Achieved 162.5% of capital quota in 2009, selling $2,254,000 on quota of $1,387,000, finishing second overall
- President Club winner
Senior Inside Sales Representative
Siemens Healthcare Diagnostics
02.2003 - 10.2013
- Prospected new clients through a variety of methods, including cold calling, generating instrument leads for field sales representatives
- Designed, developed, and delivered training to new hires in use of Siebel sales software
- Key Accomplishments:
- Finished 345% to plan in 2005 and second overall, generating and closing seven instrument deals
- Finished 222% to plan in 2004 for additional assays, earning 107% of target in assay revenue and generating 16 instrument leads that closed
- President Club winner
Credit/Collections Specialist
Baxter Healthcare
05.2000 - 02.2003
- Consistently exceeded monthly performance goals, reducing year-end debt by 24% from $131k to $31k and number of disputes by 32%.
Education
Bachelor of Arts - Biology
Augustana College
Rock Island, IL05.2000
Skills
- Salesforce Proficiency
- Sage/Siebel Application Experience
- Proficient in Microsoft Office
- Expertise in ZoomInfo
- Strategic Development
- Strategic Account Oversight
- Healthcare Device Sales
- Team Development
- Business Development Strategy
- Capital Equipment Sales
- Product Launches
- Sales Presentations
Professional And Community Involvement
- Member, Vice President of Financial Advisory Committee, HOA
- Volunteer Youth Soccer Coach/Pints for Prostates/Brewers Association/Precious Child
Training And Development
- Miller Heiman Strategic Selling/Spin Selling
- Professional Selling Skills/Negotiating Skills
- Value added Negotiation
Timeline
Business Development Executive
Abbott
03.2023 - Current
Senior Account Executive
Abbott
03.2019 - 03.2023
Business Development Manager/Account Manager
MedTest
10.2013 - 03.2019
Chemistry/Immunochemistry Sales Representative
Siemens Healthcare Diagnostics
02.2003 - 10.2013
Senior Inside Sales Representative
Siemens Healthcare Diagnostics
02.2003 - 10.2013
Credit/Collections Specialist
Baxter Healthcare
05.2000 - 02.2003
Bachelor of Arts - Biology
Augustana College
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