The Role
At QuidelOrtho, we’re advancing the power of diagnostics for a healthier future for all. Join our mission as our next Account Manager, Clinical Laboratory & Transfusion Medicine in Arizona. The Account Manager, CL/TM is a front-line, customer-facing, quota-carrying role responsible for driving sales and growth of QuidelOrtho’s Clinical Laboratory (CL) and Transfusion Medicine (TM) product lines. This role manages a geographic territory or a portfolio of named accounts, serving as the primary point of contact for customers. Key responsibilities include achieving instrument sales targets, growing assay and reagent utilization, and ensuring customer retention. The role requires a consultative, value-driven sales approach, supported by collaboration with cross-functional teams to deliver tailored solutions that meet customer needs. Success in this position is measured by the ability to meet territory revenue and profitability goals while delivering a best-in-class customer experience. This is a field based position supporting and located in Arizona.
The Responsibilities
- Drives sales with current customers for all CL and TM products, instrumentation, and services offerings within an assigned territory or list of named accounts. Meets equipment revenue targets.
- Grows menu for CL and TM by setting up personal credibility, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close.
- Maximizes customer retention rates by ensuring customer satisfaction, executing customer touchpoint/call plan, territory management and is the single point of contact for all problem resolutions, and anticipates and defends against competitive threats.
- Develops and executes strategic territory and account plans to prioritize, retain, and expand current CL and TM accounts. Partner with fellow QuidelOrtho sales partners to drive customer instrument and assay retention opportunities.
- Develops and executes customer touchpoint/call plans based on customer’s buying cycle; manages opportunities both within and outside of buying/sales cycle; leverages strategic selling framework to close sales opportunities.
- Partners and collaborates with other within our sales organization to retain and expand menu as well understand and execute IDN strategy.
- Provides prompt and accurate sales forecasts, activity, account updates, and reports via CRM system; Effectively manage sales pipeline from lead acquisition to contract signing by focusing and advancing customers through the sales process.
- Represents QuidelOrtho at trade shows and professional meetings.
- Meets or exceeds established touchpoints per week.
- 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
- Experience: Minimum of 3 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or capital equipment.
- Sales and/or technical experience in the medical device/life science/diagnostic market required.
- Strong strategic marketing, consultation and data analysis skills are essential for building customer retention and managing financial performance.
- Strong strategic thinking skills and with the 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.
- Entry-level people management and people development skills.
- Manages complex sales cycle internally and externally.
- Ability to analyze financial data and generate logical strategies and plans based on analysis.
- Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint).
- Strong presentation and negotiation skills.
- Proficiency in selling with digital assets.
- 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% domestic overnight travel
Preferred
- 5 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or capital equipment.
- Experience with hospital or physician office sales, medical devices, distributor sales, and/or national accounts is preferred.
- QuidelOrtho employees: Graduate of Sales Development Training Program would be eligible for an Associate Account Manager, FAS with 3+ years’ experience and a proven track record of success of performance (NPS score, TOR, activity, menu expansion, etc.) in account management, customer retention, and consultative business skills may be considered.
Key Working Relationships
- Customers: Serve as main point of contact for existing CL/TM customers.
- Field Sales: Partners with Strategic Account Executives on IDN-related opportunities and government sales managers on government opportunities. Collaborates with automation specialists to identify and sell automation solutions. Coordinates account coverage and strategy with cross functional account managers and drives lead and introductions to business development teams. Brings in appropriate overlay roles as needed.
- Field Service: Partners with Field service team to ensure customer satisfaction and facilitate a positive customer experience.
- Project Management: Serves as customer liaison on project implementation and coordinates with internal resources to ensure a high level of customer experience with QuidelOrtho solutions.
- Technical Specialists: Works Technical Specialist colleagues to ensure customer has sufficient technical support, coordinate implementations and collaborate on menu expansion as needed.
- Distribution Partners: Works with Channel team to support customer buying through distributors.
- Marketing & Commercial Enablement: Partners to deliver on marketing initiatives and with data analytics team to manage performance metrics.
- QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Strategic Markets and Distribution to maximize the achievement of corporate goals and collaborate with other areas of the organization as needed (e.g., Finance, HR, IT, Customer Service, etc.).
The Work Environment
Typical outside sales environment. Must have the discipline, organizational skills and self-motivation to work autonomously in a home office environment.
The Physical Demands
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 and customers, 20% of the time on computer, doing paperwork, or on the phone. Must be able to lift up to 25 pounds. 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 you are regularly required to use hands and fingers to handle or feel and talk or hear. Frequently required to stand, walk, and sit. Occasionally required to reach, climb, or balance.
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 $80,000 to $100,000 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.
