Account Manager, Clinical Laboratories & Transfusion Medicine - ID/NV/OR/UT

The Role

At QuidelOrtho, we’re advancing the power of diagnostics for a healthier future for all. Join our mission as our next Account Manager, Clinical Laboratory/Transfusion Medicine in UT/ID/NV/OR territory. The Account Manager, CL/TM is a front-line, customer-facing, quota-carrying role responsible for driving sales and growth of QuidelOrtho’s Clinical Laboratory (CL) and Transfusion Medicine (TM) product lines. This role manages a geographic territory or a portfolio of named accounts, serving as the primary point of contact for customers.

Responsibilities

• Drives revenue growth within an assigned territory or named accounts by managing and expanding existing CL and TM customer relationships, meeting equipment and sales targets across products, instrumentation, and service offerings.
• Proactively identifies, develops, and closes high-probability competitive opportunities by establishing personal credibility, articulating QuidelOrtho value propositions, and expanding customer menu.
• Makes efforts to maximize customer retention rates by ensuring customer satisfaction, executing customer touchpoint/call plan, territory management, and is the single point of contact for all problem resolutions, and anticipates and defends against competitive threats.
• Develops and executes strategic territory and account plans to prioritize, retain, and expand current CL and TM accounts. Partners with fellow QuidelOrtho sales partners to drive customer instrument and assay retention opportunities.
• Develops and executes customer touchpoint/call plans based on customer’s buying cycle; manages opportunities both within and outside of buying/sales cycle; leverages strategic selling framework to close sales opportunities.
• Promotes and collaborates with other within our sales organization to retain and expand menu as well understand and execute IDN strategy.
• Provides prompt and accurate sales forecasts, activity, account updates, and reports via CRM system; Effectively manage sales pipeline from lead acquisition to contract signing by focusing and advancing customers through the sales process.
• Represents QuidelOrtho at trade shows and professional meetings.
• Mets or exceeds established touchpoints per week.

Individual Qualifications

• Minimum of 3 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or capital equipment.
• Experience with hospital or physician office sales, medical devices, distributor sales, and/or national accounts is preferred.
• Strong strategic marketing, consultation and data analysis skills are essential for building customer retention and managing financial performance.
• Strong strategic thinking skills and with the ability to translate strategies into executable tactical action plans.
• Able 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.
• Entry-level people management and people development skills.
• Manages complex sales cycle internally and externally.
• Able 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.
• Proficiency in selling with digital assets.
• Solid communication skills – written and verbal.
• Able to uphold and support individual and company values.
• Able to handle confidential information is required.
• Able to work under general supervision following established procedures required.
• Travel: Up to 70% domestic overnight travel.

Required Education

• Bachelor's Degree.

Preferred Qualifications

• 5 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or capital equipment.
• Experience with hospital or physician office sales, medical devices, distributor sales, and/or national accounts is preferred.
• Graduate of Sales Development Training Program would be eligible for an Associate Account Manager, FAS with 3+ years’ experience and a proven track record of success of performance (NPS score, TOR, activity, menu expansion, etc.) in account management, customer retention, and consultative business skills may be considered.

Work Environment

Typical outside sales environment. Must have the discipline, organizational skills and self-motivation to work autonomously in a home office environment.

Physical Demands

• 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 and customers, 20% of the time on computer, doing paperwork, or on the phone.
• Must be able to lift up to 25 pounds.