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Business Development Manager
2 months ago
The Role
As we continue to grow as QuidelOrtho, we are seeking a Clinical Lab Business Development Manager in the Gulf Region. The Clinical Lab Business Development Manager is a front-line quota-carrying teammate responsible for the sale of Clinical Laboratory product lines to net-new customers within a geographic territory. The position is responsible for new customer acquisition and conversion of competitive accounts by teaming with Technical Consultants and Strategic Account Executives as applicable. This is a field-based position supporting and located within Mississippi, Louisiana, and Arkansas.
The Responsibilities
Converts competitive/new customer accounts. Develops customer acceptance by establishing personal accountability, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close.
Drives Clinical Laboratory instrument placements within an assigned territory.
Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
Teams with Strategic Account Executives in all relevant IDN-related planning activities.
Gains entry into competitive customer accounts, prospect for opportunities and develop leads.
Develops and leverages relationships with key stakeholders, forms and executes customer touchpoint/call plan based on customer's buying cycle, manages opportunities within and outside of the buying/sales cycle, leverages strategic selling framework.
Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts to meet annual quotas, KPIs and sales goals
Assists with transition planning for newly converted customers and contributes to smooth transition to Account Managers.
Teams with appropriate Area Technical Consultants ,and Inside Sales to target and convert stand-alone, non-standardized IDNs
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.
Perform other work-related duties as assigned
The Individual
Required:
Education : BS/BA Degree in Business, Life Science, or related field (or equivalent experience)
Experience : 5+ years with strong performance in a B2B new customer acquisition sales environment
Industry Experience : Minimum of 3 years of experience in the Healthcare industry
Ability to handle confidential information
Ability to work under general supervision following established procedures
Travel:
up to 70%
Preferred:
5 years of experience in the Healthcare industry
Prior capital equipment sales experience
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
Manages complex sales cycle internally and externally
Ability to analyze financial data and generate logical strategies and plans based on analysis
Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint)
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
Key Working Relationships
Customers: Form relationships with net-new customers.
Distribution Partners: Work with Channel Sales Executives to support customers purchasing through distributors.
Inside Sales: Cooperate to gain entry into new accounts and target smaller accounts.
Field Sales: Works with Strategic Account Executives on IDN-related opportunities. Facilitates introduction and transition of competitive accounts to Account Managers.
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.
Travel : Up to 70%
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 $130,000 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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