Business Development Manager for Clinical Laboratory Sales

3 weeks ago

Houston, Texas, United States Ortho Clinical Diagnostics Full time
The Opportunity

At Ortho Clinical Diagnostics, we are united by a shared passion for delivering innovative diagnostic solutions that transform the power of diagnostics into a healthier future for all. As a Clinical Lab Business Development Manager, you will play a pivotal role in driving our growth and success in the Red River Region.

The Role

This is a front-line quota-carrying position responsible for the sale of Clinical Laboratory product lines to net-new customers within a geographic territory. You will be the face of our company, building relationships with customers, and identifying opportunities to drive growth and revenue.

The Responsibilities

• Converts competitive/new customer accounts 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

We are seeking a highly motivated and results-driven individual with a strong background in sales and business development. The ideal candidate will have a BS/BA Degree in Business, Life Science, or related field (or equivalent experience) and a minimum of 5+ years of experience in a B2B new customer acquisition sales environment.

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.).

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