Senior Regional Account Manager, Specialty Products

Senior Regional Account Manager, Specialty Products domainQuidelOrtho location_onToronto 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 as QuidelOrtho, we are seeking a Senior Regional Account Manager responsible for direct sales of QuidelOrtho Specialty Product Solutions in the Northeast region. The Senior Regional Account Manager oversees a portfolio of assigned customers, develops new business from existing clients and actively seeks new sales opportunities to meet revenue and profitability goals. This position owns the customer relationship, creates value for customers beyond features and price, and delivers solutions that meet customer needs and develops trusted advisor relationships with key accounts, industry opinion leaders, and upper-level executives. This position liaises with cross-functional internal teams, including Customer Service, Technical Support, Product Development, and Marketing departments to improve the entire customer experience. You will collaborate with the sales team to identify and grow opportunities within their territories and assists with challenging client requests or issue escalations as needed. This position reports to the Director, Regional Sales and is based in the field in the Northeast.
The Responsibilities

• Builds productive and strong collaborative relationships with business partners to drive sales revenue and profitability.
• Acts as a product technical expert and continuously seeks knowledge to assist in answering client inquiries and to aid in working through various technical scenarios.
• Works effectively with internal functional groups to assist in specialized projects and manages the logistics from start to finish.
• Manages plans that are strategically focused, including account profiles, sales opportunity assessments, account objectives and strategies, action plans, and value assessments.
• Manages sales pipeline from lead acquisition to quotes by focusing and advancing customers through the sales process, effectively.
• Perform other duties as assigned
• Provides or facilitates training on Quidel SPG products to clients and representatives as required to include the Multiplex Imager System demonstrations and installations.
• Contributes to the achievement of regional sales and profitability goals by working with SPG Leadership to execute on all phases of the sales cycle on the full array of the Specialty Products.
• Proactively communicates with colleagues to provide both positive and constructive feedback on sales behaviors and activities.
• Makes sound fiscal decisions and assures maximum return on investment for all expenditures.
• Contributes to sales forecasting for the assigned region and works to deliver on each forecast.
• Works with the sales leadership for tactical support of special initiatives.
• Functions as a superior resource for peers on territory management, navigation of the internal sales processes, and other company-related matters.
• Demonstrates knowledge of new products, services, and trends within the industry, and assists management with the development of sales strategies that identify the QuidelOrtho advantage, or address and win competitive challenges in the marketplace.
• Strategizes, plans, and organizes territory for profitability.
• Represents QuidelOrtho at trade shows and professional meetings.
• Utilizes data management software to secure territory intelligence and develops a strategy; uses the CRM to record current accurate and complete account information and activity.
• Grows existing accounts and develops new accounts to meet territory revenue and profitability goals.
• Conveys timely information to the Sales Director on field sales activities, events, changes, and trends to maximize sales and marketing opportunities.

The Individual
Candidates should be aware that the Company currently requires customer-facing workers to be fully vaccinated for COVID-19 and credentialed. New customer facing employees should be vaccinated for COVID-19 by their start date. 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

• Outstanding written and presentation skills with ability to communicate to diverse audiences. Strong interpersonal skills, both within the organization and outside of the corporate environment.
• Experience: Minimum 5 years' experience working in Life Sciences
• Ability to analyze financial data.
• Education: Bachelors Degree in a Scientific Field (e.g Chemistry, Biochemistry, Biology) or equivalent 5 years work experience in the field of Life Sciences.
• Strong selling and negotiation skills.
• 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.
• Strong listening skills to learn about new environment and openness toward cultural differences.
• A positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for market share and revenue growth.
• 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.
• Travel: Overnight travel of 70% domestic
• Proven record of accomplishment with demonstrated ability to manage a territory successfully.
• High degree of professionalism while interacting with customers, vendors, and co-workers.
• High achievement drive with a focus on learning, achieving, and growing as a Life Sciences sales professional.

Preferred

• Computer proficiency in Word, Excel, and PowerPoint

The Key Working Relationships
Internal Partners

• Management: Participates with management in periodic performance reviews to evaluate successes and identify areas for further growth
• Peers: Interfaces constructively with other aspects of the organization as required (e.g., HR, IT, Customer Service, Technical Support , etc.)

External Partners

• End-User Clients: Delivers selling presentations, trains on product use, troubleshoots problems and closes new business for products.

The Work Environment
Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment. 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. 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 $78,600 to $145,000 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
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