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 deliver 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) serves as 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 drives customer solutions by leveraging the entire QuidelOrtho portfolio, managing targeted opportunities to ensure continuous growth and profitability. The SAE leads cross-functional teams to execute account-specific strategies and acts as the primary point of contact for Regional IDNs.

Candidates should be aware that the company currently requires customer-facing workers to meet Customer Credentialing requirements, which may include up-to-date immunizations. Reasonable accommodations will be provided where it does not pose an undue hardship to the company.

Responsibilities

• Achieve sales and profitability goals for each targeted customer.
• Establish productive, professional relationships with key decision-makers and influencers at multiple levels, including C-suite, laboratory leadership, Accounts Payable leaders, and technical buyers.
• Proactively assess, clarify, and validate customer needs, influencing and addressing customer expectations.
• Coordinate the 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.
• Lead the internal strategic account planning process, developing market share objectives, financial targets, action plans, and critical milestones for quarterly, annual, and three-year horizons.
• Provide proactive feedback to Regional Sales Directors on Account Manager sales behaviors and activities.
• Convey timely information to Regional Sales Directors, Specialty Sales, Marketing, Sales Operations, and others on field sales activities, trends, and opportunities to maximize sales and revenue.
• Lead account strategies without direct authority, leveraging opportunities through collaboration and organized updates to grow business across complex IDN systems.
• Represent and sell the entire QuidelOrtho portfolio, acting as a brand ambassador to targeted clients within the region.
• Develop and maintain sales forecasts, accurate account and contact information, and activity records for targeted accounts in the CRM.
• Provide timely reports on field sales activity, market events, or changes affecting business, as well as market research and customer information to maximize opportunities.
• Manage expense budgets within guidelines to ensure return on investment.
• Carry out duties in compliance with established business policies and QuidelOrtho’s values.
• Perform 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 Integrated Delivery Networks and complex accounts in acute and POL settings.
• Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizations.
• Superior product knowledge of QuidelOrtho and competitive offerings, along with a strong understanding of the industry to close business.
• Solid understanding of internal departments (e.g., Finance, Quality, Marketing) and visibility as a trusted sales resource to drive commercial results and meet customer needs.
• Knowledge of reimbursement policies across the region and the ability to implement strategies based on that knowledge.
• Demonstrated ability to manage a favorable ROI on programs and expense budgets.
• Proficiency in Word, Excel, and PowerPoint.
• Strong presentation and negotiation skills.
• Excellent written and verbal communication skills.
• Ability to work autonomously and promote team efforts to drive system-wide closures.
• Strategic thinking and creativity to contribute at a high level to the organization.
• A positive attitude demonstrated during company functions and public events to foster team camaraderie and enthusiasm for growth in market share and revenue.
• High degree of ethics and professionalism in interactions with customers, vendors, and co-workers.
• Up to 70% domestic overnight travel required.
• Valid driver’s license and access to an automobile suitable for travel to customer sites, airports, etc.
• Physical ability to travel extensively, including airplanes, trains, and automobiles, and to lift up to 25 pounds.

Preferred Qualifications

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

Key Working Relationships

• Internal Partners: Collaborates with Field Sales to drive account strategy, corporate goals, and values. Communicates field issues, competitive insights, and solutions to sales leadership and internal departments. Works with the Commercial team to maximize revenue and profitability in targeted IDN customers and complex accounts.
• QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, Distribution, and other departments (e.g., Finance, HR, IT, Customer Service) to achieve corporate goals.
• External Partners: Acts as a brand ambassador to targeted customers and coordinates efforts with distribution partners to achieve QuidelOrtho goals.

Work Environment

This is a field-based, outside sales role requiring discipline, organization, and self-motivation to work autonomously from a home office. On a typical workday, 80% of time is spent meeting with people, while 20% is dedicated to computer work, paperwork, or phone calls. The role demands specific vision abilities, including close, distance, and peripheral vision, as well as the ability to adjust focus. Regular use of hands, frequent standing, walking, and sitting are required, with occasional reaching, climbing, or balancing. Must be physically able to travel up to 70%, including airplanes, trains, and automobiles, and lift up to 25 pounds.

Pay

The salary range for this position is $117,000 to $153,000, with eligibility for incentive compensation. Compensation decisions are based on factors such as education, experience, knowledge, skills, geography, and abilities, as well as internal equity and market alignment.

Benefits

• Comprehensive medical, dental, and vision insurance.
• Life and disability insurance.
• 401(k) plan with company match.
• Employee assistance program.
• Employee Stock Purchase Plan.
• Paid time off, including sick leave and holidays.