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Channel Sales Manager

3 months ago

Washington, United States Ortho Clinical Diagnostics 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 Channel Sales Manager for the Northeast and Mid-Atlantic regions. The Channel Sales Manager drives revenue and profitability within a sales region by leading and leveraging all distribution relationships at executive and field levels. This role leads and supports the distribution strategy for Atlantic in the field with both our sales team and our distribution partners sales teams. Specifically, focused on developing and supporting new business opportunities & leads for hospital and physician office labs by partnering with distribution sales management, reps & teams. Leading & directing product launches, marketing strategies and sales programs with key distribution partners in all markets. Proactively facilitates relationship building between the region and its distribution partners, leading routine business reviews and initiating targeting and lead generation programs and initiatives. Trains distribution staff and field teams on all QuidelOrtho products and programs to increase sales revenue. Represents QuidelOrtho at distribution sales meetings and events to enhance a competitive edge in the highly competitive world of healthcare diagnostics. Supports the Regional Sales Director in meeting and exceeding regional revenue and business goals. The Channel Sales Manager will have leadership responsibility focused on various distributor strategies, programs, projects, and initiatives that are deemed important and prioritized by executive management that can impact the overall business.

This is a field based position supporting and located within New York, Connecticut, Pennsylvania, Rhode Island, Massachusetts, New Hampshire, Maine, Delaware, Vermont, New Jersey, Maryland, and Washington DC. Candidates must have the ability to personally attend to clients for in-person meetings (either on a regular or emergency basis) on short notice, thus requiring reasonable geographical proximity to clients.

The Responsibilities
  • Leads regional distribution strategies and initiatives for all distributors to grow top-line sales in identifying opportunities in all market segments and meet regional revenue goals
  • Leverages distribution to support the converting of net-new, competitive accounts and meet new business acquisition goals
  • Leverages distribution to support the retention strategy in securing base business of current customers and overall business
  • Gains lead-in from Regional Sales Directors, Area Sales Directors, & Specialists team with distribution in supporting programs for areas, regions, territories & markets (Distribution Leadership team)
  • Coordinates and delivers regional marketing and sales programs focused on driving competitive opportunities with distribution
  • Represents QuidelOrtho at national, regional & local distribution sales/trade shows, meetings & events to support company products, initiatives, and programs
  • Defines opportunities and implements regional action plans for revenue growth and new business acquisition through all distribution channels
  • Develops and leads training programs focused on distribution execution on new product launches through sales leadership, technical expertise, and marketing strategies /messaging
  • Demonstrates knowledge of new products, services, and trends within the industry, and assists regional sales management and distributor reps with the development of sales strategies that identify the QuidelOrtho advantage, or address and win competitive challenges in the marketplace
  • Strategizes with Regional Sales Directors and Area Sales Director on distribution strategies and focused markets and provides semi-annual/annual business reviews for regional distribution leadership
  • Contributes to the sales forecast on Acute & POL opportunities and driving opportunity pipeline through distribution sales representatives
  • Monitors financial budgets projects & programs associated with Distribution P&L and reporting ongoing performance vs. AOP to VP, North American Sales on a quarterly basis
  • 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
  • Sales Experience: Minimum of 5 years successful sales experience, preferably in the medical device/ diagnostic market with some demonstrated success in leading others, without authority
  • Industry Experience: 3+ years of experience in diagnostics with Distributor knowledge and experience
  • Strategic thinking skills and ability to translate strategies into executable tactical action plans
  • Ability to lead without authority and create followership to drive regional distribution strategies or complex accounts in hospital and physician office settings
  • 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 ROI on programs and expense budgets
  • 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
  • Ability to work under general supervision following established procedures
  • Travel: up to 70%
Preferred:
  • MBA preferred
  • Selling capital equipment experience and/or 2+ years of marketing
  • Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint)
Key Working Relationships
  • Customers: Acts as brand ambassador to targeted customers
  • Distribution Partners: Drives efforts of distribution at the regional leadership level to achieve QuidelOrtho Revenue and New Business goals
  • Field Sales: Provides leadership in representing and driving distribution strategy, corporate goals, and values. Provides thorough and timely communication to Sales Leadership and internal departments regarding field issues, products and competition, offerings suggestions and solutions. Works with other members of Commercial team to maximize revenue and profitability through distribution and in 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.)


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 that facts and circumstances of each case. The salary range for this position is $94,000 to $159,000 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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