Channel Sales Manager - Northeast & Mid-Atlantic Region

QuidelOrtho; Pittsburgh (Allegheny County); On-site; USD 94,000 - 159,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Sales Manager to drive revenue in the Northeast and Mid-Atlantic regions. This role involves leading distribution relationships, developing new business opportunities, and implementing marketing strategies. The ideal candidate will possess strong sales experience, strategic thinking, and leadership skills. You'll have the chance to represent the company at trade shows and collaborate with internal teams to maximize results. If you're passionate about making a difference in the diagnostics field, this opportunity is perfect for you.

Benefits

Health Insurance

401(k)

Paid Time Off

Incentive Pay

Qualifications

• 5+ years of successful sales experience in medical device/diagnostics.
• Experience in account management and distributor relationships.

Responsibilities

• Lead regional distribution strategies to grow sales and meet revenue goals.
• Support acquisition of new accounts through distribution channels.

Skills

Sales Experience

Strategic Thinking

Leadership 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 over 6,000 employees strong, operating in more than 130 countries, providing fast, accurate, and consistent testing where it is most needed — home to hospital, lab to clinic.

Our culture prioritizes our team members' happiness, inspiration, and engagement. We believe that employee happiness and business success are interconnected. Join us in our mission to harness diagnostics to create 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 all levels. The manager will develop and support new business opportunities and leads in hospital and physician office labs, partnering with sales teams and distribution partners. Responsibilities include leading product launches, marketing strategies, sales programs, and relationship building with distribution partners. The position supports the Regional Sales Director in achieving regional revenue goals and manages distributor strategies impacting overall business.

This is a field-based role supporting clients in 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 proximity to clients.

The Responsibilities

• Lead regional distribution strategies to grow sales and meet revenue goals.
• Support acquisition of new accounts and retention of existing customers through distribution channels.
• Coordinate with sales directors and teams to support programs across regions and markets.
• Represent QuidelOrtho at trade shows, meetings, and events.
• Define opportunities and implement regional action plans for revenue growth and new business.
• Develop and lead training on new product launches and sales strategies.
• Demonstrate knowledge of new products, services, and industry trends; assist regional sales management and reps.
• Strategize with sales leaders on distribution and market focus, providing regular business reviews.
• Contribute to sales forecasts and drive pipeline development.
• Monitor financial budgets, projects, and performance reporting.
• Perform other duties as assigned.

The Individual

Requirements:

• Bachelor’s degree in business or equivalent experience.
• Minimum 5 years successful sales experience, preferably in medical device/diagnostics, with leadership in account management.
• 3+ years in diagnostics industry with distributor experience.
• Strategic thinking and ability to translate strategies into action plans.
• Leadership skills to guide teams without direct authority.
• Understanding of internal departments and processes (Finance, HR, IT, Customer Service).
• Knowledge of reimbursement and capacity planning.
• Ability to analyze financial data and develop strategies.
• Strong presentation, negotiation, and communication skills.
• Uphold company values and handle confidential information appropriately.
• High ethics and professionalism.
• Ability to work independently following procedures.
• Travel up to 70% required.

Preferred:

• MBA preferred.
• Experience selling capital equipment or in marketing.
• Proficiency in MS Office.

Key Working Relationships

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

The Work Environment

Typical outside sales environment. Must have discipline and self-motivation to work autonomously from home. Specific vision abilities required include close, distance, peripheral, and depth perception. Must be physically able to travel up to 70%, maintain a valid driver’s license, and own a suitable vehicle. Travel includes airports, trains, automobiles, and overnight stays. On a typical day, 80% of time is spent meeting people, 20% on computer and paperwork. Must lift up to 25 pounds.

Salary Transparency

The salary range is $94,000 to $159,000, based on factors like experience, skills, and location. Compensation includes incentive pay. Benefits include health insurance, 401(k), paid time off, and more. Benefits are non-contractual and subject to change.

Equal Opportunity

QuidelOrtho is committed to equal opportunity employment and providing reasonable accommodations. To request assistance, contact [e-mail]. #LI-CG1 #LI-Remote