Channel Sales Manager - Northeast & Mid-Atlantic Region

QuidelOrtho; Providence (RI); Remote; USD 94,000 - 159,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Sales Manager to drive revenue across the Northeast and Mid-Atlantic regions. This role is pivotal in fostering strong distribution relationships and supporting product launches. The ideal candidate will leverage their extensive sales experience in the medical device sector to identify new business opportunities and enhance existing partnerships. With a focus on strategic growth and collaboration, this position offers a unique chance to make a significant impact in a field-based role while enjoying the flexibility of working autonomously. Join a team dedicated to transforming diagnostics and improving healthcare outcomes.

Benefits

Health Insurance

401(k)

Stock Purchase Plan

Paid Time Off

Holidays

Qualifications

• 5+ years of successful sales experience in the medical device/diagnostic market.
• Strong understanding of internal departments and procedures.
• Ability to lead without authority and create followership.

Responsibilities

• Lead regional distribution strategies to grow sales.
• Develop and lead training programs on new product launches.
• Coordinate with Sales Directors to support programs across regions.

Skills

Sales Experience

Strategic Thinking

Analytical Skills

Presentation Skills

Negotiation Skills

Communication Skills

Education

Bachelor's Degree in Business

MBA

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 solutions from home to hospital, lab to clinic.

Our culture prioritizes our team members' happiness, inspiration, and engagement. We believe that employee well-being directly correlates with business success. 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 all levels. The manager supports the distribution strategy for Atlantic, focusing on developing new business opportunities and supporting product launches, marketing strategies, and sales programs with distribution partners. The position involves building relationships, conducting business reviews, and training distribution staff on all QuidelOrtho products to increase sales. The role also includes representing QuidelOrtho at meetings and events, supporting regional sales goals, and managing distributor strategies impacting the overall business.

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 and should have reasonable geographical proximity to clients.

The Responsibilities

1. Lead regional distribution strategies to grow sales and identify opportunities across all market segments to meet revenue goals.
2. Support converting new, competitive accounts and achieving new business acquisition targets.
3. Retain current customers and support overall business growth through distribution channels.
4. Coordinate with Sales Directors and Specialists to support programs across regions and territories.
5. Deliver regional marketing and sales initiatives focused on competitive opportunities.
6. Represent QuidelOrtho at distribution trade shows, meetings, and events.
7. Define opportunities and implement regional action plans for revenue growth and new business through distribution channels.
8. Develop and lead training programs on new product launches and sales strategies.
9. Demonstrate knowledge of industry trends, assist in strategy development, and address marketplace challenges.
10. Coordinate with leadership on distribution strategies and conduct regular business reviews.
11. Contribute to sales forecasting for opportunities and pipeline development.
12. Monitor budgets, projects, and programs related to Distribution P&L, reporting performance quarterly.
13. Perform other duties as assigned.

The Individual

Candidates should be aware that the company requires customer-facing workers to meet credentialing requirements, possibly including immunizations. QuidelOrtho is an equal opportunity employer and provides reasonable accommodations for those unable to be vaccinated where legally permissible.

Required:

• Bachelor’s degree in business or equivalent experience.
• Minimum of 5 years successful sales experience, preferably in the medical device/diagnostic market, with leadership in account management.
• 3+ years experience in diagnostics, with distributor knowledge.
• Strategic thinking and ability to translate strategies into action plans.
• Ability to lead without authority and create followership to drive regional strategies.
• Solid understanding of internal departments and procedures (Finance, Quality, Marketing, etc.).
• Knowledge of reimbursement processes and ability to manage ROI on programs and budgets.
• Analytical skills for financial data and strategic planning.
• Strong presentation and negotiation skills.
• Excellent communication skills, both written and verbal.
• Ability to uphold company values and handle confidential information.
• High ethics and professionalism in interactions.
• Ability to work independently following established procedures.
• This position is not currently eligible for visa sponsorship.
• Travel up to 70% required.

Preferred:

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

Key Working Relationships

• Customers: Acts as brand ambassador to targeted customers.
• Distribution Partners: Drives efforts to achieve revenue and new business goals.
• Field Sales: Provides leadership and communication to maximize results.
• Other: Collaborates with Sales Leadership, Specialty Sales, Admin, and other departments as needed.

The Work Environment

Typical outside sales environment. Must have discipline and self-motivation to work autonomously from a home office. Vision abilities required include close, distance, peripheral, depth perception, and focus adjustment. Regularly uses hands, talks, and hears. Frequently stands, walks, sits; occasionally reaches, climbs, balances. Must be physically able to travel up to 70%, hold a valid driver’s license, and maintain suitable transportation. Travel includes airplane, train, automobile, and overnight stays. On a typical workday, 80% of time is spent meeting with people, 20% on computer, paperwork, or phone. Able to lift up to 25 pounds.

Salary Transparency

The salary range for this position is $94,000 to $159,000, dependent on experience, education, and other factors. It is eligible for incentive compensation. QuidelOrtho offers comprehensive benefits including health insurance, 401(k), stock purchase plan, paid time off, and holidays. Benefits are non-contractual and subject to change.

Equal Opportunity

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