Business Development Manager Clinical Laboratories - Pacific Northwest
Company: QuidelOrtho
Location: Salt Lake City
Posted on: April 24, 2024
Job Description:
The OpportunityQuidelOrtho 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 RoleAs we continue
to grow as QuidelOrtho, we are seeking a Clinical Lab Business
Development Manager for the Pacific Northwest. The Clinical Lab
Business Development Manager is a front-line quota-carrying
teammate responsible for the sale of Clinical Laboratory product
lines to net-new customers within a geographic territory. The
position is responsible for new customer acquisition and conversion
of competitive accounts by teaming with Technical Consultants and
Strategic Account Executives as applicable. This is a field-based
position Northern California, Northern Nevada & Utah. Candidates
must have the ability to personally attend to clients for in-person
meetings (either on a regular or emergency basis) on short notice,
thus requiring reasonable geographical proximity to clients.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.
- 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 Area Technical Consultants ,and 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 assignedThe
IndividualCandidates 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: BS/BA Degree in Business, Life Science, or related
field (or equivalent experience)
- Experience: 5+ years with strong performance in a B2B new
customer acquisition sales environment
- Industry Experience: Minimum of 3 years of experience in the
Healthcare industry
- Ability to handle confidential information
- Ability to work under general supervision following established
procedures
- Travel: up to 70%Preferred:
- 5 years of experience in the Healthcare industry
- Prior capital equipment sales experience
- 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)
- Strong presentation 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- workersKey Working Relationships
- Customers: Form relationships with net-new customers.
- Distribution Partners: Work with Channel Sales Executives to
support customers purchasing through distributors.
- Inside Sales: Cooperate to gain entry into new accounts and
target smaller accounts.
- Field Sales: Works with Strategic Account Executives on
IDN-related opportunities. Facilitates introduction and transition
of competitive accounts to Account Managers.
- QuidelOrtho Management: Interacts with Sales Leadership,
Specialty Sales, Sales Administration, and Distribution to maximize
achievement of corporate goals, and interacts with other aspects of
the organization as required (e.g., Finance, HR, IT, Customer
Service, etc.)The Work EnvironmentTypical outside sales
environment. Must have the discipline, organization skills and
self-motivation to work autonomously in a home office environment.
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. On a typical workday, 80% of time meeting with
people, 20% of the time on computer, doing paperwork, or on phone.
Must be able to lift up to 25 pounds. Travel: Up to 70%Salary
TransparencyThe 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 $82,000 to $144,000 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 OpportunityQuidelOrtho 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 .#LI-AC1 #LI-Remote
Keywords: QuidelOrtho, Taylorsville , Business Development Manager Clinical Laboratories - Pacific Northwest, Executive , Salt Lake City, Utah
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