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Strategic Account Executive

3 months ago

Saginaw, Michigan, United States QuidelOrtho Full time
The Opportunity

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 puts our team members first and prioritizes actions that support happiness, inspiration and engagement. We strive to build meaningful connections with each other as we believe that employee happiness and business success are linked. Join us in our mission to transform the power of diagnostics into a healthier future for all.

The Role

As we continue to grow as QuidelOrtho, we are seeking a Strategic Account Executive in the Great Lakes region (IL/MI/IN). The Strategic Account Executive (SAE) is the key customer-facing contact, responsible to develop, maintain, and expand current customer business along with new business opportunities among assigned Integrated Delivery Networks (IDNs) within the region. The SAE is the point of contact for Regional Integrated Delivery Networks and drives customer solutions leveraging the entire QuidelOrtho portfolio of products. Manages and leverages targeted opportunities within a region to drive continuous growth and profitability for QuidelOrtho Corporation. Leads and guides a cross collaborative team on account specific strategies to include overall management of the account in maintenance and growth strategies.

This is a field based position supporting and located within Illinois, Michigan, and Indiana.

The Responsibilities
  • Achieves sales and profitability goals with each targeted customer
  • Establishes productive, professional relationships with key decision-makers and influencers at multiple levels with targeted customers including C-suite, laboratory leadership, Accounts Payable leaders, and technical buyers
  • Proactively assesses, clarifies, and validates customer needs on an on-going basis, influences and addresses customer expectations
  • Coordinates the involvement of Account Managers in the region, Specialty Sales, Marketing, Customer Support, Commercial Operations, Finance, and other company personnel to drive system solutions that meet account performance objectives
  • Proactively leads internal strategic account planning process through the development of market share objectives, financial targets, action plans, and critical milestones for quarterly, annual, and three-year horizon targets
  • Proactively communicates with Regional Sales Directors to provide both positive and constructive feedback on Account Manager sales behaviors and activities
  • Conveys timely information to the Regional Sales Director, Specialty Sales, Marketing, Sales Operations and others on field sales activities, events, changes, and trends to maximize sales, revenue, and marketing opportunities
  • Leads account strategies without authority and leverages opportunities through working with others through organized updates and check ins in growing and developing the business across complex IDN systems
  • Represents and sells the entire QuidelOrtho portfolio to all stakeholders acting as the brand ambassador to targeted clients within the region
  • Develops and maintains the sales forecast, current, accurate, and complete account and contact information, and records activity for targeted accounts in the CRM
  • Provides timely reports on all field sales activity, market events or changes that affect business, market research and customer information to maximize sales and marketing opportunities
  • Manages expense budget within guidelines to ensure return on investment
  • Carries out duties in compliance with established business policies and in accordance with QuidelOrtho's values
  • Perform other work-related duties as assigned
The Individual

Candidates should be aware that the Company currently requires customer-facing workers to meet Customer Credentialing requirements which may include but are not limited to, up to date immunizations. The Company is an equal opportunity employer and will provide reasonable accommodation to those unable to be vaccinated where it is not an undue hardship to the company to do so as provided under federal, state, and local law.

Required:

  • Education: Bachelor's degree in business or equivalent experience
  • Experience: A minimum of 5 years successful sales experience
  • Proven record of accomplishment with demonstrated ability to manage a geographic territory successfully
  • Strategic thinking skills and 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 / or complex accounts in the acute and POL settings
  • Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizations
  • Ability to utilize superior QuidelOrtho and competitive product knowledge, job knowledge and understanding of the industry to close business
  • Solid understanding of internal departments and procedures, i.e., Finance, Quality and Marketing, has visibility within the Corporation as a solid sales resource and leverages internal relationships to drive commercial results for QuidelOrtho and meet customer needs
  • Knowledge of reimbursement in states across the region and capacity to implement strategies based on that knowledge
  • Demonstrated ability to successfully manage a favorable ROI on programs and expense budgets
  • Ability to analyze financial data and generate logical strategies and plans based on analysis
  • Computer proficiency in Word and Excel, PowerPoint
  • Strong presentation and negotiation skills
  • Solid communication skills - written and verbal
  • Ability to work autonomously and promote and facilitate a team effort to drive system closes
  • Ability to think strategically and bring a high level of creativity to the organization
  • A positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for growth in market share and revenue
  • Ability to uphold and support individual and company values
  • High degree of ethics and professionalism while interacting with customers, vendors and co- workers
  • Travel: Up to 70% domestic overnight travel

Preferred:

  • MBA
  • Experience with distributor sales, hospital sales, and/or national accounts
  • Experience in the medical device/diagnostic market
The Key Working Relationships

Internal Partners:

  • Field Sales: Provides leadership in representing and driving account strategy, corporate goals and values. Provides thorough and timely communication to sales leadership and internal departments regarding field issues, products and competition; offers suggestions and solutions. Works with other members of Commercial team to maximize revenue and profitability in targeted IDN customers and complex accounts. Demonstrates corporate values
  • QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, and Distribution to maximize achievement of corporate goals, and interacts with other aspects of the organization as required (e.g., Finance, HR, IT, Customer Service, etc.)

External Partners:

  • Customers: Acts as brand ambassador to targeted customers
  • Distribution Partners: Coordinates and drives efforts of distribution to achieve QuidelOrtho goals where required in targeted systems
The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.While performing the duties of this job, regularly required to use hands to finger, handle, or feel and talk or hear.Frequently required to stand, walk, and sit.Occasionally required to reach, climb, or balance. Must be physically able to travel up to 70%. Must maintain a valid driver's license and must 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, 20% of the time on computer, doing paperwork, or on phone. Must be able to lift up to 25 pounds.

Salary Transparency

The salary range for this position takes into account a wide range of factors including education, experience, knowledge, skills, geography, and abilities of the candidate, in addition to internal equity and alignment with market data. At QuidelOrtho, it is not typical for an individual to be hired at or near the top range for their role and compensation decisions are dependent on that facts and circumstances of each case. The salary range for this position is $128,000 to $210,000 and is eligible for incentive compensation. QuidelOrtho offers a comprehensive benefits package including medical, dental, vision, life, and disability insurance, along with a 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 it deems appropriate.

Equal Opportunity

QuidelOrtho believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. QuidelOrtho is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform the duties. If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at

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