Clinical Laboratories Business Development Manager - Mountain Region

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, we are seeking a Clinical Laboratory Business Development Manager in the Mountain region. The Clinical Laboratory Business Development Manager is a front-line quota-carrying teammate responsible for the sale of Clinical Laboratory product lines to customers within a geographic territory. Responsible for new customer acquisition and implementation, and adoption of competitive Clinical Laboratory accounts. Additionally focus on retention of high value strategic current customers by teaming with Account Managers, Technical Specialists and Strategic Account Executives as applicable.  

This is a field-based position located in and supporting the Mountain Region to include Arizona, New Mexico, Colorado, Wyoming, Nebraska, and the Dakotas.

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.

• Develops self as the subject matter expert for all competitive instrumentation and shares with full team.

• 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 technical teams as well as 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

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