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 Area Automation Manager - Southeast. The Area Automation Manager (AAM) is responsible for overseeing automation and managing instrumentation in labs. Accountable for leading and executing the sales process, demonstrating product expertise, and selling to executive-level professionals. Leverages data from process flow, workload mapping, lab economics, and progressive investment strategies to secure new VITROS Automation Solutions business and retain existing automation accounts. Translates the company’s strategic imperatives into execution plans within assigned geography while informing the organization about market trends

This is a remote position that offers the option of a monthly car allowance or company car, gas card, laptop, cell phone, and all vehicle maintenance is covered by QuidelOrtho. The area covered is Georgia, Florida, Alabama, Louisiana, Mississippi. Candidates must live within the assigned territory.

The Responsibilities

Serves as the primary point of contact for automation opportunities in both existing and prospective customer sites. Oversees the creation, review, and implementation of bids, quotes, and RFPs while serving as the expert on VITROS Automation Solutions and related products.

Partners with Business Development Managers to acquire new accounts and convert competitive accounts. Leverages automation thru value-based selling to demonstrate QuidelOrtho’s product capabilities and manage high-probability sales opportunities through to closing.

Maximizes retention via automation by ensuring exceptional customer experiences. Builds strong relationships with key opinion leaders and influencers to support the overall automation strategy.  Identify’ s opportunities to retain customers by emphasizing the value of automation.

Collaborates with regional sales teams to develop and execute strategic territory and account plans involving automation. Prioritizes business development efforts to retain and expand current accounts and target competitive automation opportunities.

Provides timely and accurate sales forecasts, account updates, and activity reports using the CRM system. Works with the Automation Leader to identify opportunities for equipment placements and upgrades to enhance account performance and the team’s ability to win.

Drives and closes sales for all automation and informatics products and services within the territory. Tailors the sales process to each customer’s specific needs and business challenges, working closely with internal teams, including field service and technical support, to ensure customer satisfaction.

Analyzes data to identify market trends and inform internal teams of changes that could impact business strategy. Uses insights to drive business decisions and sales activities.

Works closely with Valumetrix team to understand lean workflow inputs and outputs in order to create the most efficient automation system for their laboratory.

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: BS/BA Degree in Business, Life Science, or related field (or equivalent experience)

Sales Experience: 5+ years with B2B capital equipment acquisition sales experience

Industry/Domain Knowledge: 5 years of experience in the Healthcare Industry required

Independent Worker: Ability to deliver results while working in a highly independent and fast-paced team environment

Business Acumen: Proficient at uncovering key business  issues and providing insightful, actionable recommendations for improvement

Communication: Advanced verbal and written communication skills

Key Leadership Attributes: Customer Focus, Drives for  Results, and Collaborates, Situational Adaptability

Other Key Competencies: Commercial / business acumen, insight selling, opportunity management, sets team goals and develops best processes, manages complex sales cycle internally and externally, enterprise/large account management.

Travel: Must be able to travel up 75%

Preferred:

7 years of experience in the Healthcare Industry

Experience in developing the customer need for laboratory automation solution and executing a sales process

The Key Working Relationships

Internal Partners:

Global Marketing, Sales Leadership, Learning and Development, Corporate Accounts, Service, Technical, Customer Operations, Supply Chain, Finance, Human Resources, Sales Enablement, Commercial Excellence, NA Marketing Peers.

External Partners:

Conference partners, key customers, industry consultants, key trade partners & suppliers, other trade associations.

The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment. Must maintain a valid driver’s license and must maintain an automobile suitable for travel to customer sites, airport, etc. On a typical workday, 80% of time meeting with people, 20% of the time on computer, doing paperwork, or on phone.

The Physical Demands

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 75%. Travel includes airplane, train, automobile, and overnights. 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 $80,000 to $136,000 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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