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, we are seeking a Regional Account Manager who is responsible for direct sales of QuidelOrtho Specialty Product Solutions in the East Territory. Oversees a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities to meet revenue and profitability goals. Owns the customer relationship, creates value for customers beyond features and price, and deliver solutions that meet customer needs. The Regional Account Manager responsibilities include developing strong relationships with customers, connecting with key industry leaders, and preparing sales plans, forecasts, and reports. Liaises with cross-functional internal teams, including Customer Service and Technical Supports departments to improve the entire customer experience. Collaborates with the sales team to identify and grow opportunities within your territory.
This is a field-based position located in and supporting the East Coast territory to include Maine, Vermont, New Hampshire, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Delaware, West Virginia, Virginia, North Carolina, South Caroline, Georgia, and Florida.
The Responsibilities
- Grows existing accounts and develops new accounts to meet territory revenue and profitability goals.
- Manages sales pipeline from lead acquisition to quotes by focusing and advancing customers through the sales process, effectively.
- Strategizes, plans, and organizes territory for profitability.
- Manage plans that are strategically focused, including account profiles, sales opportunity assessments, account objectives and strategies, action plans, and value assessments.
- Uses the CRM to record current accurate and complete account activity and contact information.
- Provides or facilitates training on QuidelOrtho SPG Products to include Multiplex Imager System demonstrations to customers as required.
- Makes sound fiscal decisions and assures maximum return on investment for all expenditures.
- Represents QuidelOrtho at trade shows and professional meetings.
- Demonstrates knowledge of new products, services, and trends within the industry.
- Communicates with colleagues to provide both positive and constructive feedback on sales behaviors and activities, proactively.
- Conveys timely information to the Sales Director on field sales activities, events, changes, and trends to maximize sales and marketing opportunities.
- Contributes to sales forecasting for the assigned region and works to deliver on each forecast.
- Perform other work-related duties as assigned.
The Interactions
External Partners: End-User Clients: Delivers selling presentations, trains on product use, troubleshoots problems and closes new business for products.
Internal Partners: Peers: Interfaces constructively with other aspects of the organization as required (e.g., HR, IT, Customer Service, Technical Support, etc.). Management: Participates with management in periodic performance reviews to evaluate successes and identify areas for further growth.
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
- Degree in a Scientific Field (e.g., Chemistry, Biochemistry, Biology) or equivalent work experience in the field of Life Sciences.
- At least 3 years' experience working in Life Sciences or similar environment.
- Must have the ability to fully and independently manage assigned territory to achieve maximum sales revenue and profitability.
- Strong listening skills to learn about new environment and openness toward cultural differences.
- Strong cross-functional team approach to business. Self-starter with ability to work autonomously and at the same time promoting and facilitate a team effort.
- High degree of professionalism while interacting with customers, vendors, and co-workers.
- Strong selling and negotiation skills.
- Ability to analyze financial data.
- Outstanding written and presentation skills with ability to communicate to diverse audience.
- Strong interpersonal skills, both within the organization and outside of the corporate environment.
- High achievement drive with a focus on learning, achieving, and growing as a Life Sciences sales professional.
- Personal ethics and integrity that embodies best practices and supports highest corporate values.
- Ability to think strategically and bring a high level of creativity to the organization.
- A positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for market share and revenue growth.
- Computer proficiency in Word, Excel, and PowerPoint preferred.
- Must have a valid US driver's license in good standing.
- Must be able to travel up to 70%.
Preferred:
- Experience within Healthcare or Medical Device industry.
WORK ENVIRONMENT
Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment.
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 client sites, airport, etc. Travel includes airplane, train, automobile, and overnights. Driving upwards of 6 hours per customer visit. On a typical workday, 80% of time interacting with clients, 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 $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.
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