Regional Sales Channel Leader

2 weeks ago

Washington, United States Ortho Clinical Diagnostics Full time
The Opportunity

Ortho Clinical Diagnostics is at the forefront of in vitro diagnostics, merging the expertise of Quidel Corporation and Ortho Clinical Diagnostics to deliver innovative solutions in immunoassay, molecular testing, clinical chemistry, and transfusion medicine. With a dedicated workforce of over 6,000 professionals operating in more than 130 countries, we provide timely, precise, and reliable testing solutions across various healthcare settings.

Our organizational culture emphasizes the well-being of our team members, fostering an environment that promotes happiness, inspiration, and engagement. We believe that a satisfied workforce is key to achieving business success. Join us in our commitment to revolutionizing diagnostics for a healthier future for everyone.

The Role

As we expand our operations, we are looking for a Regional Sales Channel Leader to oversee the Northeast and Mid-Atlantic territories. This position is pivotal in driving revenue and enhancing profitability within the designated sales region by managing and optimizing all distribution partnerships at both executive and field levels. The Regional Sales Channel Leader will spearhead the distribution strategy in collaboration with our sales team and distribution partners, focusing on cultivating new business opportunities for hospital and physician office laboratories. This role involves leading product launches, marketing initiatives, and sales programs in conjunction with key distribution partners across various markets.

Key responsibilities include:
  • Formulating and executing regional distribution strategies to elevate sales and achieve revenue targets.
  • Utilizing distribution channels to attract new competitive accounts and fulfill business acquisition objectives.
  • Implementing retention strategies to maintain existing customer relationships and secure ongoing business.
  • Collaborating with Regional Sales Directors and specialists to support programs across regions and territories.
  • Coordinating regional marketing and sales initiatives to capitalize on competitive opportunities.
  • Representing Ortho Clinical Diagnostics at national, regional, and local distribution events to promote our products and initiatives.
  • Identifying opportunities and developing action plans for revenue growth through all distribution channels.
  • Designing and leading training programs for distribution staff on new product launches and sales strategies.
  • Staying informed about industry trends and assisting regional sales management in developing effective sales strategies.
  • Working closely with Regional Sales Directors to strategize on distribution approaches and market focus.
  • Contributing to sales forecasts and managing the opportunity pipeline through distribution representatives.
  • Monitoring financial budgets related to distribution and reporting performance metrics to management.
  • Executing additional duties as assigned.
The Individual

Candidates should note that customer-facing roles may require compliance with Customer Credentialing standards, which could include up-to-date immunizations.

Required Qualifications:
  • Education: Bachelor's degree in business or equivalent experience.
  • Sales Experience: A minimum of 5 years of successful sales experience, preferably in the medical device or diagnostics sector, with a track record of leading teams without direct authority.
  • Industry Experience: At least 3 years in diagnostics with a strong understanding of distribution dynamics.
  • Strategic thinking capabilities with the ability to translate strategies into actionable plans.
  • Proven leadership skills to drive distribution strategies in complex healthcare environments.
  • Solid understanding of internal processes across departments such as Finance, Quality, and Marketing.
  • Knowledge of reimbursement practices across the region and the ability to implement strategies accordingly.
  • Demonstrated success in managing ROI on programs and budgets.
  • Strong analytical skills to interpret financial data and develop logical strategies.
  • Excellent presentation and negotiation abilities.
  • Effective communication skills, both written and verbal.
  • Commitment to uphold individual and corporate values with a high degree of professionalism.
  • Ability to manage confidential information responsibly.
  • Capability to work independently under general supervision.
  • Travel: Willingness to travel up to 70%.
Preferred Qualifications:
  • MBA is preferred.
  • Experience in selling capital equipment and/or marketing roles for 2+ years.
  • Proficiency in MS Office applications (Outlook, Word, Excel, PowerPoint).
Key Working Relationships
  • Customers: Acts as a brand ambassador to targeted clientele.
  • Distribution Partners: Leads efforts at the regional level to achieve revenue and new business objectives.
  • Field Sales: Provides leadership in driving distribution strategies and corporate goals, ensuring effective communication with internal teams.
  • Management: Collaborates with various departments to maximize corporate goal achievement.
The Work Environment

This role is primarily field-based, requiring strong organizational skills and self-motivation to operate effectively from a home office. Candidates must be physically capable of traveling extensively and managing various responsibilities, including client meetings and administrative tasks.

Salary Transparency

The salary range for this position considers various factors, including education, experience, and geographic location. Ortho Clinical Diagnostics offers a competitive compensation package, including a comprehensive benefits program.

Equal Opportunity

Ortho Clinical Diagnostics is committed to providing equal employment opportunities to all individuals, including those with disabilities, and ensures that all candidates can apply for positions without discrimination.

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