Scott Robitaille
Jupiter,Florida
Summary
Visionary Life Sciences / Healthcare Executive with over 25 years of leadership in sales, strategic alliances, and market growth, adept at driving significant business outcomes in the In Vitro Diagnostics sector. Utilizes deep industry knowledge and strategic acumen to spearhead innovative diagnostic solutions and fostering robust partnerships.
Overview
26
26
years of professional experience
Work History
Director of Business Development
MDC Associates
01.2025 - Current
- Advised IVD manufacturers, directing regulatory, clinical, and quality strategies from early-stage design through global compliance and post-market support
- Closed two major IVD clinical studies supporting 510(k) submissions, generating $3.7M in new revenue and expanding MDC's footprint with top-tier diagnostics clients
- Leveraged 25 years of IVD sales and commercialization experience to guide clients through end-to-end go-to-market planning, from concept development to regulatory submission and market entry
- Created and implemented a proprietary product development template to evaluate CMS reimbursement pathways, competitive positioning, and market readiness, enabling clients to prioritize high-value diagnostic programs with strong ROI potential
- Collaborated with internal teams (clinical operations, project management, and regulatory affairs) to develop customized proposals, pricing models, and presentations.
- Represented MDC Associates at major diagnostics industry conferences and trade shows, strengthening visibility and generating qualified leads.
Vice President, Sales and Channel Partners
Anavasi Diagnostics
07.2022 - 12.2024
- Recruited and led a sales team of six account managers, implementing consultative selling training programs that resulted in a 60% increase in quarterly sales within a dynamic start-up environment
- Developed and executed data-driven campaigns in Salesforce and Acuity MD, achieving a 133% increase in leads and an 18% improvement in competitive conversions
- Crafted customized presentations and sales scripts for distribution partners, enhancing proposal consistency and alignment with distributor objectives
- Forged strategic alliances with Medline, McKesson, and Henry Schein, generating $217K in quarterly revenue while significantly expanding market presence
- Secured a landmark partnership with Premise Health by aligning with their occupational health goals, driving $339K in first-year sales and establishing a foundation for sustained growth
Director Corporate Accounts
Visby Medical
04.2021 - 07.2022
- Orchestrated the launch of an all-in-one PCR point-of-care device, using targeted market positioning strategies for healthcare segments, driving $4.4M in annual (COVID-19 and STI - CT/NG/TV) sales
- Led high-stakes contract negotiations with urgent care networks, utilizing value-based selling to secure $1.6M in agreements and improved market penetration
- Negotiated and secured a Henry Schein Medical distribution agreement, generating $217K in Q1 orders and establishing a scalable revenue stream
- Built high-yield partnerships with IDNS by deploying tailored engagement plans, which grew COVID-19 testing revenue by $3.1M
Director of Sales and Channel Partners
NOW Diagnostics
02.2019 - 04.2021
- Spearheaded targeted sales initiatives to drive adoption of diagnostic solutions within acute care laboratories, resulting in measurable growth in revenue and market share
- Expanded into Middle Eastern, Asia-Pacific, and South Pacific markets by establishing local partnerships and leveraging targeted distribution channels, resulting in a 133% revenue increase
- Closed OTC distribution deals in Bahrain and Australia for fertility testing, leveraging market research and strategic negotiations to generate $388K in revenue
- Strengthened pharmacy alliances through NACDS, increasing product visibility and driving pharmacy sales growth across six major retail chains by 80%
- Led major account presentations and negotiations, using customized value propositions and aligning contract terms with client needs to secure high-value contracts
Director of Sales and Channel Development
Chembio Diagnostics
03.2016 - 02.2019
- Led a 9-member sales team, enhancing recruitment and training programs focused on consultative selling techniques, resulting in a 161% increase in sales performance
- Negotiated a $2.1M HIV diagnostic contract with the Florida Department of Public Health, aligning offerings with public health goals
- Oversaw a portfolio of public health accounts with annual revenue exceeding $50M
- Cultivated strategic partnerships with acute care and physician office laboratories, serving as primary liaison and achieving a 110% increase in distribution reach and engagement
- Recognized as Director of the Year and Presidents Club winner (FY17 & FY18) for exceptional sales achievements
Director of Sales and Business Development
Immunostics - Biotech Medical
02.2011 - 03.2016
- Led all sales and business development functions, including new product rollouts, key account management, customer relationship development and contract negotiations
- Drove 400% revenue growth over five years by expanding market reach into Health Canada and prioritizing customer-centric sales initiatives tailored to key accounts
- Successfully secured a $4.7M, five-year screening contract with the Ontario Ministry of Health for the company's colorectal cancer detection test, enhancing the company's presence in the Canadian diagnostics market
- Increased revenue by 388% ($3.8M) via OEM private labeling strategies, diversifying revenue streams and expanding the product portfolio with McKesson Medical, Henry Schein, Medline, Owens and Minor and Cardinal Health
Director Of Strategic Partnerships
Alere
02.2004 - 02.2011
- Drove significant growth in point-of-care (POC) testing sales, expanding revenue through distribution channels from $167M in 2007 to $650 million in 2010
- Managed strategic alliances and contracts with healthcare systems and GPOs, optimizing stakeholder value and ensuring compliance, resulting in an 111% increase in GPO-driven sales
- Formulated and executed targeted sales strategies for distribution channels, achieving a 328% increase in market penetration and aligning with company growth objectives
- Served as primary liaison for major medical supply distribution partners; Cardinal Health, Thermo Fisher, Medline, McKesson, Henry Schein and Owens and Minor
- Presented compelling sales proposals to C-Suite executives within hospital networks, Integrated Delivery Networks (IDNs), and Physician Office Laboratories (POLs)
- Company Description
Regional Sales Manager
OraSure Technologies
03.2000 - 02.2004
Education
Business Administration -
Marietta College
Marietta, OH05.1998
Timeline
Director of Business Development
MDC Associates
01.2025 - Current
Vice President, Sales and Channel Partners
Anavasi Diagnostics
07.2022 - 12.2024
Director Corporate Accounts
Visby Medical
04.2021 - 07.2022
Director of Sales and Channel Partners
NOW Diagnostics
02.2019 - 04.2021
Director of Sales and Channel Development
Chembio Diagnostics
03.2016 - 02.2019
Director of Sales and Business Development
Immunostics - Biotech Medical
02.2011 - 03.2016
Director Of Strategic Partnerships
Alere
02.2004 - 02.2011
Regional Sales Manager
OraSure Technologies
03.2000 - 02.2004
Business Administration -
Marietta College