Sales Manager - Canada

Ortho Clinical Diagnostics; Canada; Remote; CAD 100,000 - 130,000; Full time

Job summary

A leading diagnostics company in Canada seeks a Sales Manager responsible for revenue performance, customer retention, and management of sales resources. The ideal candidate will have over 7 years of healthcare sales experience, strong leadership skills, and proficiency in MS Office. Join the mission to transform diagnostics with a focus on customer success and teamwork.

Qualifications

• Minimum of 7 years of proven successful healthcare sales experience required.
• Strong leadership, mentorship, and coaching skills.
• Advanced listening and verbal communication skills.

Responsibilities

• Execute strategy for maximizing customer retention and revenue.
• Establish high-level relationships with key customers.
• Accurately forecast sales and provide sales input.

Skills

Sales experience

Leadership

Negotiation skills

Communication skills

Education

Bachelor’s Degree in life science or business-related field

Tools

MS Office (i.e., Outlook, Word, Excel, PowerPoint)

Job description

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 Sales Manager in Canada. The Sales Manageris responsible for revenue performance and management of field sales resources across QuidelOrtho products including Clinical Laboratory (CL), Transfusion Medicine (TM), and Point of Care product lines to current and new customers within assigned region. Responsible for current customer retention and menu expansion and new customer acquisition through direct management of Account Managers (AMs) and collaboration with Field Application Specialist Manager, Business Development Managers, Marketing Managers, Senior Insights & Analytics Manager, National Sales and Marketing Operations, and Finance Team. This is a field based position supporting and located in Canada and reports to the Director, Canada Commercial.

The Responsibilities:

Customer Retention and Growth Strategy: Execute on strategy and tactics to maximize customer retention, revenue, and upgrade customers through instrument placements. Menu expansion and automation. Outline specific expectations for sales team. Collaborate with other functions (e.g., marketing, service, contracting, etc.) to remove hurdles to execute against strategy. Oversee RFP responses from sales team. Negotiate with higher level provincial tender opportunity and establish pricing strategies competitive to win in the market.

Customer Relationships: Establish and maintain high level relationships with key customers to drive retention and growth opportunities within existing and new accounts for all product lines.

Menu Expansion Strategy: Outline and reinforce expectations for menu expansion in collaboration with FAS Manager, Marketing and FAS team. Ensure teams have knowledge and resources required to execute throughout a variety of stakeholders in the buying process.

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. Assists with transition planning for newly converted customers and contributes to introduction to Account Managers.

New Customer Acquisition: Execute and reinforce strategy and tactics to maximize new customer acquisition and total instrument placements. Outline specific expectations for sales team. Work collaboratively with marketing to uncover new market opportunities in both direct and distribution markets. Collaborate across the entire organization to remove barriers, provide guidance and enhance the sales process to build strong advocacy in customers toward QuidelOrtho centric tenders.

Business Planning: Identify and execute long- and short-term plans for meeting team goals. Manage in-field execution of all sales & marketing programs. Develop and maintain accurate Tender and RFP funnels, forecast profitability and identify vulnerable customers and lead a supportive strategy to regain customer trust. Support Monthly operating and quarterly operating reviews as the country subject matter expert on business climate in Canada. 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.

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

Perform other work-related duties as assigned.

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 required, with completion of management development program preferred.

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, French written communication and verbal is a plus.

Str o n g pre s entat i o n and n eg o tiat i o n s k ills.

Ability to handle confidential information is required.

Ability to work under general supervision following established procedures required.

Strateg i c th in ki n g s kills and ab i lity t o tra n sla t e str a t e g i es i n t o e x e cuta b l e ta c tical acti o n pl an s.

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.

Manage and coach team thru complex sales cycle internally and externally.

A b ility t o ana l y z e fi n a n cial d ata and genera t e l o g ical s trat e g ies and pl an s based o n ana l y sis.

Must be able to legally work in Canada as we are not offering sponsorship for this position.

Travel: Ability to travel up to 70%

Preferred:

Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint) is preferred

Solid c om m un icat i o n s k ills – wri t t e n and v erb a l.

A b ility t o u ph o ld and su p p o rt i nd ivid u al a n d c o m p a n y v al u es.

H i g h deg r ee o f e th i cs and p r o fess i o n al i s m whi l e i n t e ra cting w ith cust om ers, v en d o rs, and c o - w o r k ers.

Strong stewardship of corporate budget, expense reporting and incentive planning.

The Key Working Relationships

Sales Team: Establish a positive work environment where employees feel appreciated and supported in their day to day work experience.

Canadian leadership team: Sit on Canadian leadership team and participate in country level planning initiatives.

Canada Marketing: Collaborate with marketing on product launches, tools, resources, pricing and forecast reviews

Sale Enablement: Work strategically with sales enablement to ensure CRM, analytics and deal profitability supports over all profitable growth in the organization.

Service: Work directly with Service and FAS management to schedule collaborative customer events, implementations, industry workshops etc.

Qu id elOrtho M a n a g e m ent: I n t e r acts with Sa l es L e a d ersh ip , S p ecialty Sa l es, S a l es A d m i n istrati o n , and D istri bu t i o n t o m ax i m i z e a c h ie v e m ent o f c o r p o r a te g o als, a n d intera c ts with o th e r aspects o f t h e o r g a n i z ati o n a s r e qu ired ( e . g ., F in a n ce, H R, IT, Cus t o m er Se r v ice, e t c.)

The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment.

The Physical Demands

Mu st b ep h y sica l l yab l e t o t rav e l upto 7 0 %. 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. M u st m a i n taina v al i d dr i v er’slicen s ea n d m u s t o wn and m ai n tainan a u t om o b ilesu i tab l e f o r tr a v eltoc u s t o m e r sit e s,air p o r t, e tc.Tr a v el i n cl ud esai rp la n e,t r ai n , a u t o mo b il e , and o v ern igh ts. The ability to travel into the US when needed.On at y p ical w o rkday, 8 0 % o fti m e m e e ti n g w ithpe o p le, 2 0 % o fthe t i m e o n c om pu t er, d o i n gpa p e r w o r k , o r o np h o n e. Must be able to lift up to 25 pounds.

Welcome

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.

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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 their job related 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 [e-mail]