Clinical Laboratory Business Development Manager - Appalachian Region

About this role

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 At QuidelOrtho , we’re advancing the power of diagnostics for a healthier future for all . Join our mission as our next Clinical Laboratory Business Development Manager in the Appalachian Region . The Clinical Laboratory Business Development Manager is a front-line quota-carrying teammate responsible for the sale of Clinical Laboratory product lines to customers within a geographic territory. Responsible for new customer acquisition and implementation, and adoption of competitive Clinical Laboratory accounts. Additionally focus on retention of high value strategic current customers by teaming with Account Managers, Technical Specialists and Strategic Account Executives as applicable.  This is a field-based position located in and supporting the  Appalachian Region  to include  Ohio, Kentucky, and West Virginia.

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

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