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Physician Diagnostic Account Manager

2 months ago

Phoenix, 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 Physician Diagnostic Account Manager in Arizona and New Mexico. The Physician Diagnostic Account Manager is responsible for territory management and sales of all Quidel products to the hospital and / or large physician office lab (POL) market within assigned geographic territory. The Account Manager grows existing accounts and develops new accounts in order to meet revenue and profitability goals. Owns the customer relationship, creates value for customers beyond features and price, and delivers solutions that meet customer needs. This is a field-based sales position located in and supporting the Arizona and New Mexico territory.

The Responsibilities

  • Maximizes customer retention rates by ensuring customer satisfaction, executing customer touchpoint/call plan, being single point of contact for all problem resolution, and anticipating and defending against competitive threats

  • Grows existing accounts and develops new accounts in order to meet seasonal and non-seasonal revenue goals by establishing personal credibility, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close

  • Drives and close sales for all product lines, instrumentation, and service offerings to customers within assigned territory

  • Teams with Strategic Account Executives in all relevant IDN-related planning activities

  • Collaborates with other Sales and Overlay roles to retain and expand menu

  • Provides timely and accurate sales forecasts, activity, account updates, and reports via CRM system and collaborates with Marketing to identify opportunities for equipment placement in CRM environment. Utilizes Cognos to secure territory intelligence

  • Effectively manages sales pipeline from lead acquisition to contract signing by focusing and advancing customers through the sales process

  • Strategizes plans and organizes territory for profitability to meet KPIs, quotas and sales targets

  • Works effectively with functional groups to design appropriate deals; provides information regarding customer contacts, needs and preferences

  • Builds productive and strong collaborative relationships with distribution partners to drive sales revenue and profitability

  • Provides or facilitates training on QuidelOrtho products to customers and distributor representatives as required

  • Proactively conveys timely information to the Regional Sales Manager, Specialty Sales, Marketing, Sales Operations, Commercial Enablement and others to provide market intelligence, customer information, events, changes, and trends to maximize sales, revenue, and marketing opportunities

  • Makes sound fiscal decisions and assures maximum return on investment for all expenditures

  • Represents QuidelOrtho at trade shows and professional meetings

  • Models exemplary company values and complies with QuidelOrtho goals and values

  • Carries out duties in compliance with established business policies

  • Maintains a high degree of personal ethics and professionalism while interacting with customers, distributors, vendors and co-workers

  • 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: BS/BA Degree in Business, Life Science, or related field (or equivalent experience).

  • Experience: Minimum of 3 years of sales experience in the Healthcare industry required; or 1 year of QuidelOrtho Inside Sales Specialist experience, or a graduate of Sales Development Training Program

  • Strategic thinking skills and 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 & Business acumen. Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement

  • Entry-level people management and people development skills

  • Ability to manage complex sales cycle internally and externally

  • Ability to analyze financial data and generate logical strategies and plans based on analysis

  • Strong presentation and negotiation skills

  • 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 is required

  • Ability to work under general supervision following established procedures required

  • Travel: Up to 70% domestic overnight travel

Preferred:

  • 5+ years of sales experience in the Healthcare industry

  • Experience with distributor sales, hospital sales, and/or national accounts

Key Working Relationships

  • Customers: Serve as main point of contact for existing Acute customers

  • Distribution Partners: Work with Channel Sales Executives to support customers purchasing through distributors

  • Inside Sales: Cooperate to retain current accounts and identify menu expansion opportunities

  • Field Sales: Works with Strategic Account Executives on IDN-related opportunities. Receive referrals / introductions from Business Development Manager, CL. Bring in appropriate overlay roles as needed

  • Technical Specialists: Works with Field Application Specialist, Field Application Specialists, and Area Technical Specialist as needed to coordinate implementations

  • 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.)

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 own and 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 the facts and circumstances of each case. The salary range for this position is $80,000 to $136,000 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 recruiting@quidelortho.com.

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