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 Point of Care/Molecular Diagnostics, Business Development Manager. A quota-carrying resource responsible for developing net-new opportunities for QuidelOrtho’s Point of Care (POC) and Molecular (MDx) business at key accounts and with large, complex deals across various markets and channels of distribution. Works as the key customer-facing contact for new opportunities, particularly with Integrated Delivery Networks (IDNs) and complex clients. Primarily focused on the POC and MDx line of business while also leading Molecular and Triage opportunities where available.
This is a field-based position located in and supporting the Mid-Atlantic territory to include
Maryland, DC, Delaware, New Jersey or Pennsylvania.
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 instrument placement within assigned territory for the POC market.
- Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
- Works with cross functional sales teams to develop and implement sales strategies for all relevant key strategic and IDN-related facilities.
- 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 Account Managers as necessary.
- Establishes and maintains productive professional relationships with key decision-makers, influencers, and KOLs at multiple levels within targeted customers, including C-suite executives, laboratory leaders, and technical buyers.
- Develops and maintains sales forecasts, accurate account and contact information, and records of activities in the CRM system. Provides timely reports on field sales activity, market changes, and business development opportunities, ensuring alignment with corporate goals.
- Perform other work-related duties as assigned
The Interactions
External Partners
- Prospective Customers: Engage with IDN network leadership, Urgent Care network leadership to identify large opportunities and provide technical expertise. Form relationships with key net-new customer stakeholders.
- Current Customers: Develop opportunities, maintain relationships and protect revenue with large complex customers.
Internal Partners
- Field Sales: Partner with account managers to understand customer needs and identify competitive threats. Collaborate with regional sales leadership to create strategies to execute against large complex customers and ensure technical support is sufficient.
- Marketing & Commercial Enablement: Partners to deliver on marketing initiatives and with data analytics team to manage performance metrics.
- Technical Specialists: Work with Field Specialists as needed to coordinate implementations.
- 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 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
- Bachelor's Degree required.
- Minimum of 5 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or distribution sales. 7+ years preferred.
- 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.
- Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint), preferred.
- 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.
- Must have a valid US driver's license in good standing.
- Must be able to travel up to 70%.
Preferred
- Prior, hospital or physician office lab sales, or distribution, POC/MDX sales experience is preferred.
- 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.
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
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. 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.
