Regional Sales Director
hace 2 semanas
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 (RSD), to be 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 Acute Account Managers (AAMs), Physician Diagnostic Account Managers (PDAMs), and Business Development Managers (BDMs).
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
- 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
- Perform other workrelated duties as assigned.
Key Accountabilities:
- Meet overall revenue goal
- Meet new business acquisition goals
- Meet productspecific revenue goals
- Retain current accounts
- Maintain existing spend levels
- Meet menu expansion goals
- Convert netnew, competitive accounts
- Meet instrumentation goals inline with AOP language
The Individual:
Required:
- Education: Bachelor's Degree in life science or businessrelated 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 entrylevel 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
Preferred:
- Completion of management development program
The Key Working Relationships:
Internal Partners:
- Acute and Physician Diagnostic Account Managers (Direct Reports)
- Business Development Managers (Direct Reports)
- Field Distribution Managers
- Field Application Specialists
- Strategic Ac
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