Scott Yosco
Ocean
Summary
Dynamic executive with a proven track record at GE Healthcare, excelling in strategic planning and solution selling. Achieved 140% of orders and 132% revenue growth by fostering relationships and leading cross-functional teams. Adept at contract negotiation, driving significant business outcomes through effective communication and problem-solving skills.
Overview
20
20
years of professional experience
Work History
Executive, Strategic Clients
GE Healthcare
New York
01.2019 - Current
- Worked strategically with C-level executives and GE account community sales teams to develop, close, and implement integrated solutions.
- Develop and execute both short term and long-term GE Healthcare strategies across the horizontal product portfolio, services, and solutions.
- Led collaboration with GE account community sales teams and internal stakeholders to execute account strategies and facilitate deal execution.
- Served as the single point of contact and trusted advisor for IDN contacts and internal GE stakeholders.
- Lead a systemwide patient monitoring replacement at Mount Sinai - $23M.
- Executed two significant bulk purchases of Ultrasound equipment at NYC Health + Hospitals, totaling $27.7M.
- 2019: 140% orders ($35M vs $25M OP), 124% revenue ($26M vs $21M OP)
- 2020: 117% orders ($54M vs $46M OP), 115% revenue ($78M vs $68M OP)
- 2021: 137% orders ($74M vs $54M OP), 108% revenue ($96M vs $89M OP)
- 2022: 109% orders ($71M vs $65M OP), 132% revenue ($103M vs $78M OP)
- 2023: 138% orders ($68M vs $49M OP), 120% revenue ($83M vs $69M OP)
- 2024: 114% orders ($62M vs $54M OP), 118% revenue ($86M vs $72M OP)
- 2025: 108% orders ($42M vs $39M OP), 105% revenue ($44M vs $42M OP)
Executive Client Director
Philips Healthtech
New York
01.2018 - 01.2019
- Collaborated with C-levels and Philips sales teams to develop, close, and implement integrated solutions, enhancing customer engagement.
- Develop and lead short term and long-term sales strategies that align the customer initiatives with Philips solutions, products and services.
- Collaborate and lead the Philips sales teams and internal stakeholders to execute the Account strategies and deal executions.
- Act as the single point of contact and trusted advisor within all IDN Executive levels.
- Uncover and document the customers’ key initiatives and priorities at all levels within the account.
- Drove growth by analyzing contract status, standardization plans, and evaluating products, solutions, and care gaps to inform strategic initiatives.
- Leveraged Philips resources and established a systematic approach to proactively address customer issues, ensuring timely resolution.
- Surpassed the 2019 orders goal of $45M across the Philips portfolio.
- Achieved 104% of the orders plan for 2018.
Regional Sales Director, NJ/DE
Elekta
01.2017 - 01.2018
- Achieved 95% quota attainment – Fiscal year: May 2017 – April 2018 ($11.4M closed versus $12M quota)
- Sold the full oncology product line, including Gamma Knife, Linear Accelerator, Brachytherapy, Mosaiq EMR software, and Monaco treatment planning software.
- Developed relationships and formulated strategies with physicians, physicists, administrators, procurement, and CXO leaders to enhance patient care and experience aligned with CAPX and OPX budgets.
- Collaborated with sales specialists and enterprise teams to create and implement strategic and tactical plans for targeted accounts.
- Accurately forecast, track and communicate opportunities in Salesforce on a quarterly basis.
- Work closely with Field Engineering and Service teams to maintain a high level of customer satisfaction.
Regional Vice President, Northeast
Calero Software, LLC
01.2016 - 01.2017
- Generated and closed new software, SaaS managed services, and professional services opportunities within Fortune 1000 companies.
- Led business development activities and collaborated with partners to create new opportunities in the Northeast region.
- Developed strategic plans with Solution Engineering based on a detailed understanding of client needs.
- Collaborate with internal resources to develop technical presentations, demonstrations and RFP responses.
- Maintain current knowledge of the Calero software and service offerings, current market trends and deep knowledge of the competitor landscape.
- 107% quota attainment - $3.2M new versus $3M quota - (MetLife = $1.7M, Global Partners = $1.5M)
Regional Vice President, Northeast
Advocate Insiders
01.2015 - 01.2016
- Generate, identify, develop and close new IT Consulting, SaaS Managed Services and Professional Services opportunities within Fortune 2000 companies.
- Cultivated prospective clients and partners to drive new projects and enhance Advocate brand visibility in the Northeast.
- Led business development activities in Northeast marketplace, attending key networking events to expand reach.
- Built rapport with CXO and executive levels in existing accounts, serving as trusted advisor to identify new opportunities.
- Maintain current knowledge of the Advocate services and the current market trends and competitor landscape.
- Sold IT Consulting and Mobility Management Services to Weill Cornell Medical School - $1,200,000 total contract value.
Regional Sales Manager, Life Cycle Management
IBM
01.2012 - 01.2015
- Business unit divested and sold by IBM to Tangoe in June, 2015. Assumed the same role and responsibilities at Tangoe.
- Generate, identify, develop and close Perpetual Software, SaaS Managed Services and Professional Lab Services opportunities within Fortune 2000 companies.
- Uncovered and addressed customers’ pain points through technical value presentations and proposals, facilitating closure.
- Achieved new revenue bookings of $1.1M, exceeding 110% of plan during first half of 2015.
- Secured $2.7M in new revenue bookings, achieving 122% of annual sales plan in 2014.
- Delivered $4.1M in new revenue bookings, reaching 191% of sales plan in 2013.
- Collaborated with IBM teams to align with One IBM strategy and understand customer contracting process.
- Educated and networked with IBM teams and BUEs to ensure awareness of products and offerings, fostering internal relationships.
Executive Client Director
GE Healthcare
New York
01.2011 - 01.2012
- Delivered 8% growth in orders and revenue across the entire GE Healthcare business portfolio worth $40 million.
- Developed and executed short-term and long-term sales strategies that aligned customer initiatives with GEHC solutions.
- Led strategic direction for team of 30 product sales specialists and field service engineers to enhance sales alignment.
- Identified and documented key customer initiatives and priorities across all account levels to inform strategic planning.
- Lead key operating mechanisms for the GEHC account team to ensure flawless execution of the sales strategies.
- Delegate appropriate resources and establish a stepwise approach to proactively help solve customer issues in a timely and efficient manner.
- 2011 Orders – 123% to plan, 2011 Revenue – 163% to plan
Radiology Account Manager
GE Healthcare
New York
01.2007 - 01.2011
- Responsible for selling Diagnostic Imaging Equipment (MRI, CT, X-Ray, Molecular Imaging, Mammography) to hospitals and outpatient imaging centers in Northern NJ, NYC and Westchester, NY.
- Develop strong relationships with Physicians, Administrators, Procurement and CXO leaders to understand clinical needs that align within CAPx budgets.
- Accurately forecast, track and communicate opportunities on a monthly basis.
- Work closely with Field Engineering and Service teams to maintain a high level of customer satisfaction.
- 2010 Orders – 317% to plan (Ranked #2 Account Manager nationally, Inner Circle Club, Q2, Q3, and Q4 Northeast MVP winner)
- 2009 Orders – 197% to plan (Q3 and Q4 Northeast MVP winner)
- 2008 Orders – 122% to plan
- 2007 Orders – 136% to plan
Global Account Manager, Global Business Markets
Verizon Business Corporation
Parsippany
01.2006 - 01.2007
- Managed 10 Global Accounts in various vertical markets.
- Present a complete package of domestic and international communication services, including: Internet, Equipment Solutions, MPLS, VOIP, Web Hosting, Storage Equipment, Security, Local and Long Distance, and Managed Services to Fortune 1000 companies.
- Grow existing revenue within client base by presenting key features, advantages and new emerging technologies.
- Negotiate multi-million dollar contracts for new and existing customers, with customized contract language, pricing and service level agreements.
- Design and propose capital equipment solutions with internal corporate specialists to provide customers with mission critical equipment and service solutions.
- Sold into accounts such as: Bayonne Medical Center ($600,000 Equipment Sale), Medical Resources Inc. ($1.2 Million contract), Open MRI centers of NJ ($300,00 Equipment Sale)
- 2006 Total Equipment Orders Goal – 156% to plan
- 2006 Total Orders Goal – 244% to plan
- 2006 Total Billed Revenue Goal – 115% to plan
Education
Bachelor of Science - Marketing
Fairleigh Dickinson University
Madison, NJ01.1991
Skills
- Strategic planning
- Contract negotiation
- Solution selling
- Market analysis
- Account management
- Relationship building
- Team leadership
- Cross-functional team leadership
- Problem solving
- Effective communication
Training
- Strategic Selling (Miller Heiman), Pyramid Power Selling (Dan Adams)
- Lean Six Sigma
- MD Content – 30 Modules – Understanding the Healthcare Industry
- Customer Focused Selling – Power Messaging (Corporate Visions)
- GE Leadership Development Center: Advanced Leadership Essentials, Creating & Delivering the Customer Experience, Foundations of Leadership, Components of a High Impact Team, Situational Sales Negotiation, Leading with Emotional Intelligence
- IBM: Global Sales School
Timeline
Executive, Strategic Clients
GE Healthcare
01.2019 - Current
Executive Client Director
Philips Healthtech
01.2018 - 01.2019
Regional Sales Director, NJ/DE
Elekta
01.2017 - 01.2018
Regional Vice President, Northeast
Calero Software, LLC
01.2016 - 01.2017
Regional Vice President, Northeast
Advocate Insiders
01.2015 - 01.2016
Regional Sales Manager, Life Cycle Management
IBM
01.2012 - 01.2015
Executive Client Director
GE Healthcare
01.2011 - 01.2012
Radiology Account Manager
GE Healthcare
01.2007 - 01.2011
Global Account Manager, Global Business Markets
Verizon Business Corporation
01.2006 - 01.2007
Bachelor of Science - Marketing
Fairleigh Dickinson University