Account Manager, Point of Care & Molecular - Tennessee

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 prioritizes employee happiness, inspiration, and engagement, believing that meaningful connections drive both personal fulfillment and business success.

About the role

The Account Manager, POC/MDx is a front-line, customer-facing, quota-carrying role responsible for driving sales and growth of QuidelOrtho Point of Care (POC) product lines including Sofia, Triage and Molecular (MDx). This role manages a geographic territory or a portfolio of named accounts, serving as the primary point of contact for customers. Success is measured by meeting territory revenue and profitability goals while delivering a best-in-class customer experience. This is a field-based sales position located in and supporting the TN territory.

Responsibilities

• Drive sales with current customers for all POC, MDx, and Triage products, instrumentation, and services offerings within an assigned territory or list of named accounts.
• Meet equipment revenue targets and grow menu for POC business by creating value for customers beyond features and price, delivering solutions that meet customer needs.
• Maximize customer retention rates by ensuring customer satisfaction, executing customer touchpoint/call plan, managing territory, and serving as the single point of contact for all problem resolutions. Anticipate and defend against competitive threats.
• Build productive and strong collaborative relationships with distribution partners to drive sales revenue and profitability.
• Provide timely 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.
• Represent QuidelOrtho at trade shows and professional meetings.
• Provide or facilitate training on QuidelOrtho POC, Triage, and molecular diagnostics products to customers and distributor representatives as required.
• Partner and collaborate with others within the sales organization to retain and expand menu, and understand and execute IDN strategy.
• Meet or exceed established touchpoints per week.
• Perform other work-related duties as assigned.

Requirements

• Bachelor’s Degree.
• Minimum of 3 years of sales experience in the Healthcare industry with knowledge of B2B sales and/or distribution sales.
• Sales and/or technical experience in the medical device/life science/diagnostic market.
• Strong strategic marketing, consultation, and data analysis skills essential for building customer retention and managing financial performance.
• Strong strategic thinking skills with the 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 and business acumen.
• Entry-level people management and people development skills.
• Ability to manage complex sales cycles internally and externally.
• Ability to analyze financial data and generate logical strategies and plans based on analysis.
• Proficiency in MS Office (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.
• High degree of ethics and professionalism while interacting with customers, vendors, and co-workers.
• Ability to handle confidential information.
• Ability to work under general supervision following established procedures.
• This position is not currently eligible for visa sponsorship.

Preferred Qualifications

• 5 years of sales experience in the Healthcare industry with knowledge of B2B sales and/or distribution sales.
• Experience with hospital or physician office sales, distributor sales, and/or national accounts.
• Graduate of QuidelOrtho’s Sales Development Training Program with 3+ years’ experience and a proven track record of success in account management, customer retention, and consultative business skills.

Key Working Relationships

• Customers: Serve as main point of contact for existing POC/Triage/MDx customers.
• Field Sales: Partner with Strategic Account Executives on IDN-related opportunities and government sales managers on government opportunities. Coordinate account coverage and strategy with cross-functional Account Managers and drive leads and introductions to business development teams.
• Technical Specialists: Work with Technical Specialist colleagues to ensure customers have sufficient technical support, coordinate implementations, and collaborate on menu expansion.
• Distribution Partners: Work with Channel team to support customer purchasing through distributors.
• Marketing & Commercial Enablement: Partner to deliver on marketing initiatives and work with the data analytics team to manage performance metrics.
• QuidelOrtho Management: Interact with Sales Leadership, Specialty Sales, Strategic Markets, and Distribution to maximize achievement of corporate goals, and collaborate with other areas of the organization as required (e.g., Finance, HR, IT, Customer Service).

Work Environment

• Typical outside sales environment requiring discipline, organizational skills, and self-motivation to work autonomously in a home office.
• Must be physically able to travel up to 70%.
• Must maintain a valid driver’s license and own and maintain an automobile suitable for travel to customer sites, airports, etc.
• Travel includes airplane, train, automobile, and overnights.
• On a typical workday, 80% of time is spent meeting with people and customers, 20% on computer, paperwork, or phone.
• Must be able to lift up to 25 pounds.
• Specific vision abilities required include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
• Regularly required to use hands and fingers to handle or feel, and talk or hear. Frequently required to stand, walk, and sit. Occasionally required to reach, climb, or balance.

Pay

The salary range for this position is $80,000 to $100,000 and is eligible for incentive compensation. The range takes into account factors including education, experience, knowledge, skills, geography, and abilities, as well as internal equity and market data.

Benefits

• Comprehensive benefits package including medical, dental, vision, life, and disability insurance.
• 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 deemed appropriate.