Business Development Manager
hace 6 meses
**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 Clinical Lab Business Development Manager in Florida. The Clinical Lab Business Development Manager is a front-line quota-carrying teammate responsible for the sale of Clinical Laboratory product lines to net-new customers within a geographic territory. The position is responsible for new customer acquisition and conversion of competitive accounts by teaming with Technical Consultants and Strategic Account Executives as applicable. This is a field-based position supporting and located in Florida.
**The Responsibilities**:
- Converts competitive/new customer accounts. Develops customer acceptance by establishing personal accountability, illustrating QuidelOrtho value propositions, demonstrating product capabilities, and successfully managing highest probability opportunities to close.
- Drives Clinical Laboratory instrument placements within an assigned territory.
- Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
- Teams with Strategic Account Executives in all relevant IDN-related planning activities.
- Gains entry into competitive customer accounts, prospect for opportunities and develop leads.
- Develops and leverages relationships with key stakeholders, forms and executes customer touchpoint/call plan based on customer’s buying cycle, manages opportunities within and outside of the buying/sales cycle, leverages strategic selling framework.
- Develops and executes strategic territory plans to prioritize, pursue, and convert competitive customer accounts to meet annual quotas, KPIs and sales goals
- Assists with transition planning for newly converted customers and contributes to smooth transition to Account Managers.
- Teams with appropriate Area Technical Consultants ,and Inside Sales to target and convert stand-alone, non-standardized IDNs
- Provides timely and accurate sales forecasts, activity, account updates, and reports via CRM system and collaborates with Marketing to identify opportunities for equipment placement in CRM environment.
- Perform other work-related duties as assigned
**The Individual**:
Required:
- ** Education**: BS/BA Degree in Business, Life Science, or related field (or equivalent experience)
- ** Experience**: 5+ years with strong performance in a B2B new customer acquisition sales environment
- ** Industry Experience**: Minimum of 3 years of experience in the Healthcare industry
- Ability to handle confidential information
- Ability to work under general supervision following established procedures
- Travel: up to 70%
Preferred:
- 5 years of experience in the Healthcare industry
- Prior capital equipment sales experience
- Strategic thinking skills and ability to translate strategies into executable tactical action plans
- Ability to deliver results while working in a highly independent and fast-paced team environment
- Commercial & Business acumen. Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement
- Manages complex sales cycle internally and externally
- Ability to analyze financial data and generate logical strategies and plans based on analysis
- Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint)
- Strong presentation and negotiation skills
- Solid communication skills - written and verbal
- Ability to uphold and support individual and company values
- High degree of ethics and professionalism while interacting with customers, vendors, and co
- workers
**Key Working Relationships**:
- Customers: Form relationships with net-new customers.
- Distribution Partners: Work with Channel Sales Executives to support customers purchasing through distributors.
- Inside Sales: Cooperate to gain entry into new accounts and target smaller accounts.
- Field Sales: Works with Strategic Account Executives on IDN-related opportunities. Facilitates introduction and transition of competitive accounts to Account Managers.
- QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, and Distribution to maximize achievement of corporate goa
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