Informatics Sales Manager

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 Informatics Sales Manager. The Informatics Sales Manager will be responsible for overseeing QuidelOrtho Results Manager informatics sales and managing current Data Innovations placements with Vitros Automation Solutions. Accountable for leading and executing the sales process, demonstrating product expertise, and selling to executive-level professionals. Leverages data from process flow, workload mapping, lab economics, progressive investment strategies to secure new informatics systems compatible with QuidelOrtho Automation Solutions and retain existing non-automated high priority accounts via informatics sales. Translates the company’s strategic imperatives into execution plans within assigned geography while informing the organization about market trends.

The Responsibilities • Serves as the primary point of contact for QuidelOrtho Results Manager opportunities in both existing and prospective customer sites. Oversee the creation, review, and implementation of bids, quotes, and RFPs while serving as the expert on QuidelOrtho Results Manager informatics solution and current QuidelOrtho placed Data Innovations products.

• Partners with Area Automation Managers, Business Development Managers, and Account Managers to acquire new accounts and convert competitive accounts. Leverages QuidelOrtho Results Manager through value-based selling to demonstrate QuidelOrtho’s product capabilities and manage high-probability sales opportunities through to closing.

• Maximizes retention via Quidel Ortho Results Manager middleware solutions by ensuring exceptional customer experiences. Builds strong relationships with key opinion Quidel Ortho Results Manager middleware solutions by ensuring exceptional customer experiences. Build strong relationships with key opinion leaders and influencers to support the overall informatics strategy.  Identifies opportunities to retain customers by emphasizing the value of informatics.

• Collaborate with regional sales teams to develop and execute strategic territory and account plans involving informatics. Prioritizes business development efforts to retain and expand current accounts and target competitive informatics opportunities.

• Provides timely and accurate sales forecasts, account updates, and activity reports using the CRM system. Works with the Director, Integrated Sales Solutions to identify opportunities for informatics placements and upgrades to enhance account performance and the team’s ability to win.

• Drives and closes sales for all informatics products and services within the territory. Tailors the sales process to each customer’s specific needs and business challenges, working closely with internal teams, including field service and technical support, to ensure customer satisfaction.

• Analyzes data to identify market trends and inform internal teams of changes that could impact business strategy. Use insights to drive business decisions and sales activities.

• Works closely with Automation Sales and ValuMetrix teams to understand workflow inputs and outputs in order to create the most efficient informatics system for their laboratory.

• Perform other work-related duties as assigned

The Individual Required: • BS/BA Degree in Business, Life Science, or related field (or equivalent experience) required

• Sales Background: 5+ years with B2B capital equipment acquisition sales experience is preferred

• Industry/Domain Knowledge: 5 years of experience in the Healthcare Industry required, 7 years preferred; Experience in developing customer need for laboratory automation solution and executing a sales process preferred

• This position is not currently eligible for visa sponsorship. 

• Travel: Up to 70% domestic overnight travel

Preferred Skills • Independent Worker: Ability to deliver results while working in a highly independent and fast-paced team environment.

• Business Acumen: Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement.

• Communication: Advanced verbal and written communication skills.

• Key Leadership Attributes: Customer Focus, Drives for Results, and Collaborates, Situational Adaptability.

• Other Key Competencies: Commercial / business acumen, insight selling, opportunity management, sets team goals and develops best processes, manages complex sales cycle internally and externally, enterprise/large account management.

• Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint) is preferred.

• Str o n g pre s entat i o n and n eg o tiat i o n s k ills.

Key Working Relationships

Internal Customers: • Global Marketing, Sales Leadership, Learning and Development, Automation Manager, Account Manager, Corporate Accounts, Service, Technical, Customer Operations, Supply Chain, Finance, Human Resources, Sales Enablement, Commercial Excellence, NA Marketing

External Customers: • Conference partners, key customers, industry consultants, key trade partners & suppliers, other trade associations

The Work Environment T y p ical o u tside

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