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 Business Development Manager, Clinical Laboratory - Automation. As the Business Development Manager, Clinical Laboratory - Automation you will spearhead a strategic challenge approach to our business, driving product expertise, regional and national growth, and executive-level selling. Your role extends to developing winning strategies for both acquiring new business and retaining strategic accounts. Your role will be pivotal in guiding the sales organization through complex consultative selling engagements, where a deep understanding of laboratory workflow analysis and future redesigns is essential. Collaborating across all levels of the sales team and Marketing, you will collaborate to craft and execute strategies tailored to position our clinical laboratory solutions, particularly focusing on the QuidelOrtho automation solution. Furthermore, you will serve as the primary advocate for your product offering both internally and externally. Working closely with the marketing, you'll conceive and implement innovative programs to drive demand, aligning with our overall marketing strategy. Your expertise will be crucial in defining and tracking the go-to-market strategy for targeted products, ensuring sales teams are well-versed in product positioning, benefits, and target customers. Attention to detail and a knack for translating technical capabilities into compelling benefits will be paramount in this role, contributing to our continued success in the marketplace. This is a remote position which will report to the National Sales Manager and is based in Canada.

The Responsibilities

Leads and advocates for all facets of the Clinical Laboratory - Automation product lines through the development and execution of product line strategies.

Support marketing with the forecasting activities for the demand for instruments and automation, contributing to annual revenue planning, unit sales projections, and financial objectives, as outlined in the Annual Operating Plan (AOP).

Introduce to the sales team the new tools and initiatives to propel essential marketing endeavors.

Support Marketing in the development of competitive marketing strategy and assesses customer priorities by conducting market evaluations and analyzing customer and competitor dynamics. Maintains up-to-date knowledge of market trends and evaluates their implications on strategy. Utilizes market segmentation to identify and evaluate gaps and opportunities, strengthening the market position accordingly.

Collaborate for sales training needs and meetings in partnership with sales and marketing leadership as well as learning and development.

Establishes and nurtures business relationships with key opinion leaders in the market, while actively monitoring industry advancements and market shifts through market research, customer interactions, and competitive analysis. Identifies and collaborates with current and prospective Key Opinion Leaders for involvement in research and development initiatives and new product development endeavors.

Leverages third-party market data analysis to gauge performance against and propel business objectives forward.

Engages actively and holds leadership roles in customer VIP events, presentations, and instrument demonstrations. Takes the lead and oversees national tradeshows, congresses, and customer events. Handles technical and customer communications effectively.

Effectively secures access to competitive accounts by adeptly tailoring messaging strategies to resonate with laboratory, procurement, and C-suite stakeholders within hospital settings.

Demonstrates expertise in the healthcare market and clinical laboratory operations, aligning QuidelOrtho's value proposition with industry drivers. Proven track record in selling In Vitro diagnostic laboratory product portfolios and automation systems, leveraging competitive insights to craft winning strategies and achieve successful conversions in the clinical laboratory landscape.

Delivers impactful sales messages to assist customers in reaching defined business and technical objectives. Formulates sales process strategies to secure competitive business, collaborating closely with internal teams including Account Managers, Field Application Specialists, North America Clinical Laboratory Marketing Leadership team, National Sales Manager, and technical personnel. Assists the National Sales Manager in conducting quarterly Business Plan Reviews. Establishes relationships with key regional influencers, such as distributor partners, marketing teams, strategic accounts, and Key Opinion Leaders (KOLs). Provides coaching and development opportunities for team members, offering constructive feedback to support the National Sales Manager in implementing effective development plans for Account Managers.

Proficient in strategic Territory Management and adept at prioritizing sales efforts based on meticulous analysis of sales data and market dynamic, this role entails leading best practice sharing initiatives within the region, fostering a culture of continuous improvement among Account Managers, and collaborating closely with the National Sales Manager to enhance team performance. Additionally, the role involves assisting in formulating and executing comprehensive business plans and forecasting strategies. Active participation in industry events, trade shows, and customer sales events is crucial for building brand presence and fostering customer relationships. In alignment with the North America Clinical Laboratory Marketing Leadership team, the Business Development Manager, Clinical Laboratory - Automation will provide vital support to the Sales team by implementing workflow tools for tailored solutions and assisting the project leader in complex instrument and CL Automation installations. Furthermore, the ideal candidate will possess a keen understanding of competitive sales trends, enabling them to educate and empower the team to adapt and excel in the marketplace.

Reviewing, updating, and implementing CL Automation bids, quotes, and Requests for Proposals (RFPs). The ideal candidate will be an expert in CL Automation with a strong understanding of Process Flow and Lab Economics. Analyzing and interpreting data and reports to drive business needs that require automation solutions. Identify overarching customer business challenges to inform the construction of effective CL automation solutions. Collaborate closely with the North America Clinical Laboratory Marketing Leadership team and serve as the primary contact for all CL automation needs.

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: Bachelor's degree in Business, Life Science or related field or equivalent experience

Experience: 5 years experience in the Healthcare Industry and selling in the Clinical Laboratory Diagnostics. Expert on the Healthcare Market and changes within the industry.

Prior capital equipment sales experience and/or Marketing experience is a must with strong preference for Hospital Clinical Laboratory. Strong 3 year performance track-record rated within the top 10% of the company.

Excellent writing and oral communication skills are required. Proficient in MS Word, Excel, PowerPoint and Outlook

A valid driver's license issued in Canada paired with a clean driving record is required.

Travel: Ability to travel 50% both domestic and international.

Preferred:

Fluent in both French and English, both written and verbal, is an asset.

The Key Working Relationships

Internal Partners:

National Sales Manager

Clin Lab and Transfusion Medicine Business Managers and peers

External Partners:

Key customers, professional/trade organizations, and other outside constituents.

The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment.

The Physical Demands

Must be physically able to travel up to 60 %. 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 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. The ability to travel into the US when needed. 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.

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