Channel Sales Manager - Northeast & Mid-Atlantic Region

QuidelOrtho; Frederick (MD); On-site; USD 94,000 - 159,000; Full time

Job summary

Join a world-leading in vitro diagnostics company as a Channel Sales Manager, where you'll drive revenue and profitability by leading distribution relationships. This role offers the opportunity to develop new business in hospitals and physician offices while representing the company at industry events. With a focus on strategic planning and execution, you'll be instrumental in enhancing competitiveness and fostering strong partnerships. If you are a motivated individual with a passion for sales and a commitment to excellence, this position is perfect for you.

Benefits

Comprehensive Medical Insurance

Dental Insurance

Vision Insurance

401(k)

Employee Assistance Program

Stock Purchase Plan

Paid Time Off

Holidays

Qualifications

• 5+ years of sales experience in medical devices/diagnostics.
• Strong analytical and strategic planning skills.
• Ability to lead independently and develop complex accounts.

Responsibilities

• Lead regional distribution strategies to grow sales.
• Support converting new accounts and retaining customers.
• Represent the company at industry events and trade shows.

Skills

Sales Experience

Strategic Thinking

Analytical Skills

Presentation Skills

Negotiation Skills

Communication Skills

Education

Bachelor's Degree in Business

MBA (Preferred)

Tools

MS Office

Job description

The Opportunity

QuidelOrtho unites the strengths of Quidel Corporation and Ortho Clinical Diagnostics, creating a world-leading in vitro diagnostics company with expertise in immunoassay, molecular testing, clinical chemistry, and transfusion medicine. We are more than 6,000 employees strong, operating in over 130 countries, providing fast, accurate, and reliable testing where it's needed most—home, hospital, lab, and clinic.

Our culture prioritizes our team members' happiness, inspiration, and engagement. We believe that employee well-being and business success are interconnected. Join us in our mission to transform diagnostics and foster a healthier future for all.

The Role

We are seeking a Channel Sales Manager for the Northeast and Mid-Atlantic regions. This role drives revenue and profitability by leading distribution relationships at both executive and field levels. The manager supports the distribution strategy, develops new business opportunities in hospitals and physician offices, leads product launches, and supports marketing strategies with distribution partners. The position involves relationship building, routine business reviews, training, and representing QuidelOrtho at industry events. The manager will report to the Regional Sales Director and focus on distributor strategies impacting overall business growth.

This is a field-based position supporting and located within New York, Connecticut, Pennsylvania, Rhode Island, Massachusetts, New Hampshire, Maine, Delaware, Vermont, New Jersey, Maryland, and Washington DC. Candidates must be able to attend in-person meetings on short notice, requiring reasonable proximity to clients.

The Responsibilities

1. Lead regional distribution strategies to grow sales and meet revenue goals.
2. Support converting new, competitive accounts and retaining current customers through distribution channels.
3. Coordinate with sales leadership to support programs across regions and territories.
4. Deliver regional marketing and sales initiatives to enhance competitiveness.
5. Represent QuidelOrtho at industry events and trade shows.
6. Define regional opportunities and implement action plans for revenue growth.
7. Develop and lead training on new product launches and sales strategies.
8. Demonstrate knowledge of products, services, and industry trends to support regional sales efforts.
9. Support regional leadership with strategic planning and business reviews.
10. Contribute to sales forecasting and pipeline development.
11. Monitor budgets and report performance against goals.
12. Perform other duties as assigned.

The Individual

Candidates should be aware of customer credentialing requirements, including immunizations, and that the company is committed to equal opportunity and reasonable accommodations.

Required:

• Bachelor's degree in business or equivalent experience.
• Minimum 5 years successful sales experience, preferably in medical device/diagnostics, leading others without authority.
• 3+ years in diagnostics with distributor knowledge.
• Strategic thinking and ability to execute tactical plans.
• Ability to lead independently and develop complex accounts.
• Understanding of internal departments like Finance, Quality, Marketing.
• Knowledge of reimbursement and regional market dynamics.
• Proven ROI management on programs and budgets.
• Analytical skills for financial data and strategic planning.
• Strong presentation and negotiation skills.
• Excellent communication skills—written and verbal.
• Ability to uphold company values and handle confidential information.
• High ethics and professionalism in interactions.
• Ability to work under supervision following established procedures.
• This position is not currently eligible for visa sponsorship.
• Travel up to 70% required.

Preferred:

• MBA preferred.
• Experience selling capital equipment or 2+ years in marketing.
• Proficiency in MS Office applications.

Key Working Relationships

• Customers: act as brand ambassador.
• Distribution partners: drive efforts to meet revenue and new business goals.
• Field sales: provide leadership and strategic guidance.
• Internal teams: collaborate to maximize revenue and meet customer needs.

The Work Environment

Typical outside sales environment. Must have discipline and self-motivation to work autonomously in a home office. Vision abilities required include close, distance, peripheral, depth perception, and focus adjustment. Frequent use of hands, talking, hearing, and standing/walking. Occasionally reaching, climbing, or balancing. Must be physically able to travel up to 70%, hold a valid driver’s license, and own a suitable vehicle. Travel includes airplane, train, automobile, and overnight stays. On a typical workday, 80% of time is spent meeting with people, 20% on computer or paperwork. Must lift up to 25 pounds.

Salary Transparency

The salary range is $94,000 to $159,000, based on education, experience, and other factors, and includes incentive potential. Benefits include comprehensive medical, dental, vision, life, disability insurance, 401(k), employee assistance, stock purchase plan, paid time off, and holidays. Benefits are non-contractual and subject to change.

Equal Opportunity

QuidelOrtho is committed to equal opportunity employment and providing accommodations for applicants with disabilities. For assistance, contact [e-mail]. #LI-CG1 #LI-Remote