Strategic Account Executive - Great Lakes Region

QuidelOrtho

1d • $128,000 - $150,000 • Remote

About The Position

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 At QuidelOrtho, we’re advancing the power of diagnostics for a healthier future for all. Join our mission as our next Strategic Account Executive in the Great Lakes (IL/IN/MI). The Strategic Account Executive (SAE) is the key customer-facing contact, responsible to develop, maintain, and expand current customer business along with new business opportunities among assigned Integrated Delivery Networks (IDNs) within the region. The SAE is the point of contact for Regional Integrated Delivery Networks and drives customer solutions leveraging the entire QuidelOrtho portfolio of products. Manages and leverages targeted opportunities within a region to drive continuous growth and profitability for QuidelOrtho Corporation. Leads and guides a cross collaborative team on account specific strategies to include overall management of the account in maintenance and growth strategies. This is a field based position supporting and located within the Great Lakes Region which includes Illinois, Indiana and Michigan.

Requirements

• Education: Bachelor’s degree in business or equivalent experience
• Experience: A minimum of 5 years successful sales experience
• Proven record of accomplishment with demonstrated ability to manage a geographic territory successfully
• Strategic thinking skills and ability to translate strategies into executable tactical action plans
• Ability to lead without authority and create followership to drive strategy in regional Integrated Delivery Networks and / or complex accounts in the acute and POL settings
• Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizations
• Ability to utilize superior QuidelOrtho and competitive product knowledge, job knowledge and understanding of the industry to close business
• Solid understanding of internal departments and procedures, i.e., Finance, Quality and Marketing, has visibility within the Corporation as a solid sales resource and leverages internal relationships to drive commercial results for QuidelOrtho and meet customer needs
• Knowledge of reimbursement in states across the region and capacity to implement strategies based on that knowledge
• Demonstrated ability to successfully manage a favorable ROI on programs and expense budgets
• Ability to analyze financial data and generate logical strategies and plans based on analysis
• Computer proficiency in Word and Excel, PowerPoint
• Strong presentation and negotiation skills
• Solid communication skills – written and verbal
• Ability to work autonomously and promote and facilitate a team effort to drive system closes
• Ability to think strategically and bring a high level of creativity to the organization
• A positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for growth in market share and revenue
• Ability to uphold and support individual and company values
• High degree of ethics and professionalism while interacting with customers, vendors and co- workers
• Travel: Up to 70% domestic overnight travel

Nice To Haves

• MBA
• Experience with distributor sales, hospital sales, and/or national accounts
• Experience in the medical device/diagnostic market

Responsibilities

• Achieves sales and profitability goals with each targeted customer
• Establishes productive, professional relationships with key decision-makers and influencers at multiple levels with targeted customers including C-suite, laboratory leadership, Accounts Payable leaders, and technical buyers
• Proactively assesses, clarifies, and validates customer needs on an on-going basis, influences and addresses customer expectations
• Coordinates the involvement of Account Managers in the region, Specialty Sales, Marketing, Customer Support, Commercial Operations, Finance, and other company personnel to drive system solutions that meet account performance objectives
• Proactively leads internal strategic account planning process through the development of market share objectives, financial targets, action plans, and critical milestones for quarterly, annual, and three-year horizon targets
• Proactively communicates with Regional Sales Directors to provide both positive and constructive feedback on Account Manager sales behaviors and activities
• Conveys timely information to the Regional Sales Director, Specialty Sales, Marketing, Sales Operations and others on field sales activities, events, changes, and trends to maximize sales, revenue, and marketing opportunities
• Leads account strategies without authority and leverages opportunities through working with others through organized updates and check ins in growing and developing the business across complex IDN systems
• Represents and sells the entire QuidelOrtho portfolio to all stakeholders acting as the brand ambassador to targeted clients within the region
• Develops and maintains the sales forecast, current, accurate, and complete account and contact information, and records activity for targeted accounts in the CRM
• Provides timely reports on all field sales activity, market events or changes that affect business, market research and customer information to maximize sales and marketing opportunities
• Manages expense budget within guidelines to ensure return on investment
• Carries out duties in compliance with established business policies and in accordance with QuidelOrtho’s values
• Perform other work-related duties as assigned

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees