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 RoleAt 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 Midwest/Mountain Regions (MO, KS, CO). 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 Midwest and Mountain Regions which includes Missouri, Kansas, Colorado, with additional accounts in Oklahoma, and Texas.The ResponsibilitiesAchieves sales and profitability goals with each targeted customerEstablishes 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 buyersProactively assesses, clarifies, and validates customer needs on an on-going basis, influences and addresses customer expectationsCoordinates 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 objectivesProactively 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 targetsProactively communicates with Regional Sales Directors to provide both positive and constructive feedback on Account Manager sales behaviors and activitiesConveys 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 opportunitiesLeads 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 systemsRepresents and sells the entire QuidelOrtho portfolio to all stakeholders acting as the brand ambassador to targeted clients within the regionDevelops and maintains the sales forecast, current, accurate, and complete account and contact information, and records activity for targeted accounts in the CRMProvides timely reports on all field sales activity, market events or changes that affect business, market research and customer information to maximize sales and marketing opportunitiesManages expense budget within guidelines to ensure return on investmentCarries out duties in compliance with established business policies and in accordance with QuidelOrtho’s valuesPerform other work-related duties as assignedThe IndividualCandidates 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 or equivalent experienceExperience: A minimum of 5 years successful sales experienceProven record of accomplishment with demonstrated ability to manage a geographic territory successfullyStrategic thinking skills and ability to translate strategies into executable tactical action plansAbility to lead without authority and create followership to drive strategy in regional Integrated Delivery Networks and / or complex accounts in the acute and POL settingsProven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizationsAbility to utilize superior QuidelOrtho and competitive product knowledge, job knowledge and understanding of the industry to close businessSolid 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 needsKnowledge of reimbursement in states across the region and capacity to implement strategies based on that knowledgeDemonstrated ability to successfully manage a favorable ROI on programs and expense budgetsAbility to analyze financial data and generate logical strategies and plans based on analysisComputer proficiency in Word and Excel, PowerPointStrong presentation and negotiation skillsSolid communication skills – written and verbalAbility to work autonomously and promote and facilitate a team effort to drive system closesAbility to think strategically and bring a high level of creativity to the organizationA positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for growth in market share and revenueAbility to uphold and support individual and company valuesHigh degree of ethics and professionalism while interacting with customers, vendors and co- workersTravel: Up to 70% domestic overnight travelThis position is not currently eligible for visa sponsorship.Preferred:MBAExperience with distributor sales, hospital sales, and/or national accountsExperience in the medical device/diagnostic marketThe Key Working RelationshipsInternal Partners:Field Sales: Provides leadership in representing and driving account strategy, corporate goals and values. Provides thorough and timely communication to sales leadership and internal departments regarding field issues, products and competition; offers suggestions and solutions. Works with other members of Commercial team to maximize revenue and profitability in targeted IDN customers and complex accounts. Demonstrates corporate valuesQuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, and Distribution to maximize achievement of corporate goals, and interacts with other aspects of the organization as required (e.g., Finance, HR, IT, Customer Service, etc.)External Partners:Customers: Acts as brand ambassador to targeted customersDistribution Partners: Coordinates and drives efforts of distribution to achieve QuidelOrtho goals where required in targeted systemsThe Work EnvironmentTypical 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 DemandsSpecific 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
19 days ago