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 Opportunity
As we continue to grow, we are seeking a
Clinical Laboratories Business Development Manager for the
Great Lakes region. This position is a front-line quota-carrying resource responsible for the sale of Clinical Laboratory product line to net-new customers within The Great Lakes region (Illinois, Indiana and Michigan). Responsible for new customer acquisition and conversion of competitive accounts by teaming with Technical Consultant counterparts and System Account Executives, Regional (Regional SAEs), as applicable. This is a remote position reporting to the Regional Sales Director. This role will cover the following geography:
Illinois, Indiana, and Michigan
The Responsibilities
- Converts competitive/new customer accounts. Develops customer acceptance by establishing personal accountability, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close.
- Drives Clinical Laboratory instrument placements within an assigned territory.
- Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
- Develops self as the subject matter expert for all competitive instrumentation and shares with full team.
- Teams with Strategic Account Executives in all relevant IDN-related planning activities.
- Gains entry into competitive customer accounts, prospect for opportunities and develop leads.
- Develops and leverages relationships with key stakeholders, forms and executes customer touchpoint/call plan based on customer’s buying cycle, manages opportunities within and outside of the buying/sales cycle, leverages strategic selling framework.
- Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts to meet annual quotas, KPIs and sales goals.
- Assists with transition planning for newly converted customers and contributes to smooth transition to Account Managers.
- Teams with appropriate technical teams as well as Inside Sales to target and convert stand-alone, non-standardized IDNs.
- Provides timely and accurate sales forecasts, activity, account updates, and reports via CRM system and collaborates with Marketing to identify opportunities for equipment placement in CRM environment.
- 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 required.
- Experience: Minimum of 5 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or distribution sales.
- Strong business development, strategic marketing and data analysis skills is essential for generating new business opportunities.
- Internals: Account Managers/Sales Reps at QuidelOrtho, with proven track record of performance results over 3 years and customer excellence may be considered.
- Strategic thinking skills and ability to translate strategies into executable tactical action plans.
- Ability to deliver results while working in a highly independent and fast-paced team environment.
- Commercial & Business acumen. Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement.
- Manages complex sales cycle internally and externally.
- Ability to analyze financial data and generate logical strategies and plans based on analysis.
- Strong presentation, demonstration, and negotiation skills.
- Solid communication skills – written and verbal.
- Ability to uphold and support individual and company values.
- High degree of ethics and professionalism while interacting with customers, vendors, and co- workers.
- Ability to handle confidential information is required.
- Ability to work under general supervision following established procedures required.
- Travel: Up to 70%
- This position is not currently eligible for visa sponsorship.
Preferred
- 7 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or distribution sales
- Prior, hospital or physician office lab sales, or distribution, capital equipment sales experience is preferred.
- Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint), preferred.
Key Working Relationships
- Works in partnership with distribution partners, marketing, Customer Enablement, other field sales representatives, and technical specialists.
- QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, and Distribution to maximize achievement of corporate goals, and interacts with other aspects of the organization as required (e.g., Finance, P&C, IT, Customer Service, etc.)
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 $94,000 to $140,000 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.
