Strategic Account Executive - Northeast

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. With over 6,000 employees and operations in more than 130 countries, we provide fast, accurate, and consistent testing from home to hospital, lab to clinic. Our culture prioritizes team member happiness, inspiration, and engagement, fostering meaningful connections to drive both employee well-being and business success.

About the role

The Strategic Account Executive (SAE) is the key customer-facing contact responsible for developing, maintaining, and expanding business within assigned Integrated Delivery Networks (IDNs) in the Northeast Region (New York, Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire, and Maine). This field-based position serves as the primary point of contact for Regional IDNs, driving customer solutions across the entire QuidelOrtho portfolio. The SAE leads cross-functional teams to execute account-specific strategies, manage growth, and ensure profitability.

Responsibilities

• Achieves sales and profitability goals with each targeted customer.
• Establishes productive, professional relationships with key decision-makers and influencers at multiple levels, including C-suite, laboratory leadership, Accounts Payable leaders, and technical buyers.
• Proactively assesses, clarifies, and validates customer needs, influencing and addressing customer expectations.
• Coordinates involvement of Account Managers, Specialty Sales, Marketing, Customer Support, Commercial Operations, Finance, and other company personnel to drive system solutions that meet account performance objectives.
• Leads internal strategic account planning, developing market share objectives, financial targets, action plans, and critical milestones for quarterly, annual, and three-year horizons.
• Communicates timely feedback to Regional Sales Directors on Account Manager sales behaviors and activities.
• Conveys field sales activities, trends, and market changes to Regional Sales Directors, Specialty Sales, Marketing, and Sales Operations to maximize sales and revenue opportunities.
• Leads account strategies without direct authority, leveraging cross-functional collaboration to grow business across complex IDN systems.
• Represents and sells the entire QuidelOrtho portfolio, acting as a brand ambassador to targeted clients.
• Develops and maintains sales forecasts, accurate account/contact information, and activity records in the CRM.
• Provides timely reports on field sales activity, market events, and customer information to support sales and marketing efforts.
• Manages expense budgets within guidelines to ensure return on investment.
• Performs duties in compliance with established business policies and QuidelOrtho’s values.
• Completes other work-related duties as assigned.

Requirements

• Bachelor’s degree in business or equivalent experience.
• Minimum of 5 years of successful sales experience.
• Proven record of managing a geographic territory successfully.
• Strategic thinking skills with the ability to translate strategies into executable tactical action plans.
• Ability to lead without authority and create followership to drive strategy in regional IDNs and complex accounts.
• Proven ability to develop consultative business relationships at all levels within matrixed organizations.
• Superior product knowledge of QuidelOrtho and competitive offerings, with a strong understanding of the industry.
• Solid understanding of internal departments (Finance, Quality, Marketing) and ability to leverage relationships to drive commercial results.
• Knowledge of reimbursement policies across the region and ability to implement strategies based on that knowledge.
• Demonstrated ability to manage a favorable ROI on programs and expense budgets.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Strong presentation, negotiation, and communication skills (written and verbal).
• Ability to work autonomously and facilitate team efforts to drive system-wide sales.
• Strategic thinking and creativity to contribute to organizational growth.
• Positive attitude demonstrated during company functions and public events to foster team camaraderie.
• High degree of ethics and professionalism in interactions with customers, vendors, and coworkers.
• Up to 70% domestic overnight travel required.
• Valid driver’s license and suitable automobile for travel to customer sites, airports, etc.
• Customer-facing workers must meet Customer Credentialing requirements, which may include up-to-date immunizations.

Preferred Qualifications

• MBA or advanced degree.
• Experience with distributor sales, hospital sales, and/or national accounts.
• Experience in the medical device/diagnostic market.

Work Environment

• Field-based position with a home office environment; requires discipline, organization, and self-motivation.
• Typical workday consists of 80% in-person meetings and 20% computer/phone work.
• Physical demands include close, distance, and peripheral vision; frequent standing, walking, and sitting; occasional reaching, climbing, or balancing; and ability to lift up to 25 pounds.

Pay

The salary range for this position is $117,000 to $153,000, with eligibility for incentive compensation.

Benefits

• Comprehensive benefits package including medical, dental, vision, life, and disability insurance.
• 401(k) plan with company contributions.
• Employee assistance program.
• Employee Stock Purchase Plan.
• Paid time off (including sick time) and paid holidays.