Regional Sales Director - Great Lakes

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 Opportunity

As QuidelOrtho continues to grow, we are seeking a Regional Sales Director in the Great Lakes Region. The Regional Sales Director (RSD) is responsible for revenue performance and management of field sales resources across the QuidelOrtho product portfolios to current and new customers within assigned district. The RSD is responsible for current customer retention and menu expansion and new customer acquisition through direct management of Account Managers - Labs (AMLs), Account Managers - POC (AMPs), and Business Development Managers (BDMs) for Clin Labs, Transfusion Medicine and Point of Care.

This is a field-based sales position located in and supporting the Great Lakes Region which includes Illinois, Indiana and Michigan. Candidates must live in the Great Lakes Region and have the ability to cover the region.

The Responsibilities

• Customer Retention and Growth Strategy: Execute on strategy and tactics to maximize customer retention, revenue, and upgrade customers through instrument placements. Outline specific expectations for sales and technical team. Develop and execute distribution channel strategy.  Collaborate with other functions (e.g., marketing, service, contracting, etc.) to remove hurdles to execute against strategy.

• Menu Expansion Strategy: Outline and reinforce expectations for menu expansion for both Account Managers, and FAS'; Ensure teams have knowledge and resources required to execute.

• New Customer Acquisition: Execute and reinforce strategy and tactics to maximize new customer acquisition and total instrument placements. Outline specific expectations for BDMs. Develop and execute distribution channel strategy.  Collaborate with other functions to remove hurdles to execute against MDx, CL, and TM new business strategy.

• Business Planning:  Identify and execute long- and short-term plans for meeting team goals. Manage in-field execution of all sales & marketing programs. Support BDMs and Account Managers in developing and executing on strategic territory plans.  Coordinate with Health Systems team in all relevant IDN-related planning activity.  Ensure comprehensive use of CRM for all customer and territory management activities.

• People Management: Recruit, hire, train, develop, and manage direct reports. Actively coach direct reports to meet annual objectives through the development of competent business skills, product knowledge, and market development.

• Customer Relationships: Establish and maintain high level relationships with key customers to drive retention and menu expansion opportunities within existing and new accounts.

• Talent Development: Work with Learning & Development team on initiatives that optimize team productivity and effectiveness. Execute an accountable on the job learning culture across direct reports and across the region.

• Forecasting and Reporting:  Accurately forecast sales and provide sales input and ensure team members are providing accurate and timely data for the development of mid- and long-term forecasts.

• Perform other work-related duties as assigned

Key Accountabilities:

• Meet overall revenue goal

• Meet new business acquisition goals

• Meet product-specific revenue goals

• Retain current accounts

• Maintain existing spend levels

• Meet menu expansion goals

• Convert net-new, competitive accounts

• Meet instrumentation goals in-line with AOP language

• Profitability of Region

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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 life science or business-related field

• Sales Experience: Minimum of 7 years of proven successful healthcare sales experience

• Sales Management: Strong leadership, mentorship, coaching, financial and business management skills

• People Management:  Supervisory experience and entry-level people management and people development skills

• Business Acumen:  Strong skill in financial acumen, negotiations, hospital medical device/diagnostics, and complex account management

• Communication:  Advanced listening, verbal, and written communication skills

• Key Leadership Attributes: Develops Talent, Drives Engagement, Customer focus, Drives Results, Collaborates

• Travel: Must be willing to travel up to 50% overnight

• This position is not currently eligible for visa sponsorship. 

Preferred:

• Completion of management development program

The Key Working Relationships

Internal Partners:

• Account Managers for Labs and POC (Direct Reports)

• Business Development Managers for three lines of business (Direct Reports)

• Field Distribution Managers

• Field Application Specialists

• Strategic Account Executives

• Area Technical Specialists ​

External Partners:

• Customers including but not limited to Laboratory Managers, Supervisors, and Hospital management

• External vendors including distribution partners

The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment.  On a typical workday, 80% of time meeting with people, 20% of the time on computer, doing paperwork, or on phone.

The Physical Demands

Must be physically able to travel up to 50%. Must maintain a valid driver’s license and must maintain an automobile suitable for travel to customer sites, airport, etc. Travel includes airplane, train, automobile, and overnights. 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 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 $110,000 to $150,000 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 [email protected].

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