The Opportunity
QuidelOrtho unites the strengths of Quidel Corporation and Ortho Clinical Diagnostics, creating a world-leading in vitro diagnostics company with award-winning expertise in immunoassay and molecular testing, clinical chemistry and transfusion medicine. We are more than 6,000 strong and do business in over 130 countries, providing answers with fast, accurate and consistent testing where and when they are needed most – home to hospital, lab to clinic.
Our culture puts our team members first and prioritizes actions that support happiness, inspiration and engagement. We strive to build meaningful connections with each other as we believe that employee happiness and business success are linked. Join us in our mission to transform the power of diagnostics into a healthier future for all.
The Role
As we continue to grow as QuidelOrtho, we are seeking a
Urgent Care Area Sales Manager in the West (Southern California, Pacific Northwest, and Mountain regions). The Urgent Care Area Sales Manager executes on QuidelOrtho’s sales and marketing strategies in the Urgent Care market. Owns and manages designated national/large urgent cares within assigned area. Develops, educates, and supports strategies focused on the mid-market urgent cares by influencing and leveraging field sales teams, channel managers, distribution partners and QuidelOrtho executives to achieve market sales goals. Develops and communicates sales growth strategies for execution by the QuidelOrtho domestic sales team. Understands the business goals of urgent cares and positions QuidelOrtho as a key business partner through relationship building with key executives, industry leaders, and KOLs. Coordinates QuidelOrtho’s urgent care marketing efforts over multiple regions and territories to stimulate market share increases and awareness of QuidelOrtho through trade shows, contracts, and distribution activity. Develops and executes area Urgent Care strategies to establish QuidelOrtho market presence and leadership in this segment. Works with targeted DSRs and Account Managers to increase market share.
This is a field based position supporting and located in the West Area of the US, covering California, Oregon, Utah, Washington, New Mexico, Montana, Idaho, and Nevada. Candidates must have the ability to personally attend to clients for in-person meetings (either on a regular or emergency basis) on short notice, thus requiring reasonable geographical proximity to clients.
The Responsibilities
- Acts as primary field sales contact for the national/large, strategic urgent care accounts as assigned
- Develops and coordinates new market sales growth through distribution and direct strategies with the US Sales team in the assigned urgent care area
- Responsible for meeting or exceeding QuidelOrtho’s sales goals for the assigned urgent care accounts
- Builds and maintains relationships within existing urgent care customer base in assigned area acting as the account manager at a corporate level
- Guides and supports field sales teams with mid-market urgent cares by leveraging QuidelOrtho and distribution assets to grow the market
- Supports Manager to work as a liaison with Marketing to implement urgent care marketing strategies and communications
- Conducts business reviews for large/national urgent care accounts, and key distribution partners
- Leverages and manages business relationships with key distribution partners to drive sales in the assigned urgent care area
- Manages expense budget within corporate guidelines
- Develops and implements a comprehensive revenue and expense plan for assigned urgent care accounts
- Provides feedback to Manager on markets for pricing strategies, product feedback, and assay development needs associated with this vertical market
- Upholds company policy and direction in selling situations and interactions with assigned accounts
- Conducts routine QuidelOrtho business reviews with QuidelOrtho leadership on their assigned urgent care area
- Participates in the development and review of the U.S. sales forecast and departmental budgets
- Proactively communicates to QuidelOrtho management feedback on current market conditions, events, and trends that impact QuidelOrtho business
- Carries out duties in compliance with established business policies and adheres to QuidelOrtho’s safety and quality policies
- Perform other work-related duties as assigned
The Individual
Candidates should be aware that the Company currently requires customer-facing workers to meet Customer Credentialing requirements which may include but are not limited to, up to date immunizations. The Company is an equal opportunity employer and will provide reasonable accommodation to those unable to be vaccinated where it is not an undue hardship to the company to do so as provided under federal, state, and local law.
Required
- Education: Bachelor’s degree in business or equivalent experience required
- Experience: 5 years successful sales experience, preferably in the medical device/diagnostic market
- Outstanding sales, presentation, and negotiation skills
- Ability to work autonomously, and at the same time promote and facilitate a team effort
- Outstanding written and verbal skills
- Ability to think strategically and bring a high level of creativity to the organization, along with a thorough understanding of the distribution organization
- Proven track record of demonstrated ability to manage a territory; successfully managed a favorable ROI on programs and expense budgets
- Ability to analyze financial data
- Proven success in negotiating contracts
- Personal ethics and integrity that embodies best practices and supports highest corporate values
- Troubleshoot customer problems to determine the nature of the problem and implement/ recommend corrective actions
- Assess industry/market situations and recommend appropriate response designed to maximize QuidelOrtho’s corporate goals
- Determine magnitude, severity and priority of external contract technical/sales team issues and concerns and bring them to the attention of the correct individual within QuidelOrtho. Troubleshoots and solves immediately whenever possible.
- Travel: Up to 70%
Preferred
- MBA preferred
- 7 years successful sales experience, preferably in the medical device/ diagnostic market
- 3 or more years of successful sales management/marketing experience preferred
- Experience with distributor sales, and/or national accounts, corporate accounts preferred
- Computer proficiency in Word, Excel, and PowerPoint preferred
Key Working Relationships
Internal:
- Sales Leadership and Sales teams: Communicates and coordinate activities with QuidelOrtho Account Managers to facilitate implementation of urgent care sales growth programs
- QuidelOrtho Corporate Personnel: Interacts in a consultative role with QuidelOrtho Senior Management, Manufacturing and Marketing, Corporate Accounts and Region Management in developing appropriate programs and policies designed to maximize achievement of corporate goals
External
- Distribution Sales Representatives, Area Managers, Area/Regional VPs, National Accounts, Strategic Accounts, and other distribution partner sales personnel
The Work Environment
Typical outside sales environment; must have the discipline, organization skills and self-motivation to work autonomously in a home office environment.
The Physical Demands
Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus. While performing the duties of this job, regularly required to use hands to finger, handle, or feel and talk or hear. Frequently required to stand, walk, and sit. Occasionally required to reach, climb, or balance. Must be physically able to travel up to 70%. Must maintain a valid driver’s license and must own and maintain an automobile suitable for travel to customer sites, airport, etc. Travel includes airplane, train, automobile, and overnights. On a typical workday, 80% of time meeting with people, 20% of the time on computer, doing paperwork, or on phone. Must be able to lift up to 25 pounds.
Salary Transparency
The salary range for this position takes into account a wide range of factors including education, experience, knowledge, skills, geography, and abilities of the candidate, in addition to internal equity and alignment with market data. At QuidelOrtho, it is not typical for an individual to be hired at or near the top range for their role and compensation decisions are dependent on that facts and circumstances of each case. The salary range for this position is $128,000 to $175,000 and is eligible for incentive compensation. QuidelOrtho offers a comprehensive benefits package including medical, dental, vision, life, and disability insurance, along with a 401(k) plan, employee assistance program, Employee Stock Purchase Plan, paid time off (including sick time) and paid Holidays. All benefits are non-contractual, and QuidelOrtho may amend, terminate, or enhance the benefits provided, as it deems appropriate.
Equal Opportunity
QuidelOrtho believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. QuidelOrtho is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform the duties. If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at recruiting@quidelortho.com.
