Account Manager, Clinical Laboratory & Transfusion Medicine - MT/ID/OR/WA

About the role

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.
• Drives sales with current customers for all CL and TM products, instrumentation, and services offerings within an assigned territory or list of named accounts.
• Mets equipment revenue targets.
• Grows menu for CL and TM by setting up personal credibility, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close.
• Maximizes 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.
• Partner 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.
• Partners 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.

Requirements

• 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.
• 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.
• Proficiency in selling with digital assets.
• Solid communication skills – written and verbal.
• Ability to uphold and support individual and company values.
• Ability to handle confidential information is required.
• Ability to work under general supervision following established procedures required.
• Travel: Up to 70% domestic overnight travel.

Qualifications

• Required Education: Bachelor's Degree.
• Preferred: 5 years of sales experience in the Healthcare industry required with knowledge of B2B sales and/or capital equipment.

Skills

• Strategic Marketing.
• Data Analysis.
• Consultation.
• Financial Performance Management.
• Complex Sales Cycle Management.
• People Management.
• People Development.
• Strategic Thinking.
• Uncovering Key Business Issues.
• Providing Actionable Recommendations.
• Presentations.
• Negotiation.
• Selling with Digital Assets.
• Communication (written and verbal).
• Handling Confidential Information.
• Working Under General Supervision.
• Travel (Up to 70% Domestic Overnight Travel).

Benefits

• Medical.
• Dental.
• Vision.
• Disability Insurance.
• 401(k) Plan.
• Employee Assistance Program.
• Employee Stock Purchase Plan.
• Paid Time Off (including sick time).
• Paid Holidays.

Pay

$80,000 to $100,000 with eligibility for incentive compensation.

Schedule

Typical outside sales environment with up to 70% domestic overnight travel.