Clinical Laboratory Business Development Manager - Appalachian Region

QuidelOrtho; Kentucky; On-site; USD 94,000 - 140,000; Full time

Benefits offered by this job

Comprehensive medical benefits

401(k) with company match

Employee Stock Purchase Plan

Paid time off and holidays

Job summary

QuidelOrtho is looking for a Clinical Laboratory Business Development Manager based in Kentucky to lead account acquisition and growth across the Appalachian Region. The ideal candidate will have at least 5 years of sales experience in the healthcare industry, excellent strategic marketing and business development skills, and the ability to work independently in a fast-paced environment. The role includes extensive travel and offers a salary range of $94,000 to $140,000 plus incentives and comprehensive benefits.

Qualifications

• Minimum 5 years of sales experience in healthcare, preferably B2B or distribution.
• Proven track record of performance results over 3 years.
• Ability to deliver results independently in a fast-paced environment.

Responsibilities

• Convert competitive/new customer accounts and manage opportunities.
• Drive Clinical Laboratory instrument placements in the assigned territory.
• Develop strategic territory plans to convert customer accounts.

Skills

Business development

Strategic marketing

Data analysis

Negotiation

Effective communication

Education

Bachelor's Degree

Tools

Microsoft Office

Job description

We are seeking a Clinical Laboratory Business Development Manager to lead account acquisition and growth across the Appalachian Region (Ohio, Kentucky, West Virginia). The role is quota‑carrying, field‑based, and requires extensive travel.

The Responsibilities

• Convert competitive/new customer accounts and manage high‑probability opportunities to close.
• Drive Clinical Laboratory instrument placements within the assigned territory.
• Develop and execute strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
• Act as subject‑matter expert for competitive instrumentation and share knowledge with the team.
• Collaborate with Strategic Account Executives on IDN‑related planning activities.
• Prospect and develop leads for competitive customer accounts.
• Build and maintain relationships with key stakeholders; conduct customer touchpoints based on buying cycles.
• Assist with transition planning for newly converted customers and support smooth hand‑off to Account Managers.
• Target and convert stand‑alone, non‑standardized IDNs with technical teams and inside sales.
• Provide timely and accurate sales forecasts, activity reports, and account updates via CRM, and collaborate with Marketing on equipment placement opportunities.
• Perform other related duties as assigned.

The Individual

Customer credentialing requirements may include up‑to‑date immunizations. The company is an equal‑opportunity employer and will provide reasonable accommodations to those unable to be vaccinated, where it is not an undue hardship.

Required

• Bachelor’s Degree.
• Minimum 5 years of sales experience in the healthcare industry, with B2B or distribution sales experience.
• Strong business development, strategic marketing, and data analysis skills.
• Proven track record of performance results over 3 years; customer excellence experience may be considered.
• Strategic thinking and ability to translate strategies into executable action plans.
• Ability to deliver results independently in a fast‑paced team environment.
• Commercial and business acumen; ability to uncover key business issues and provide actionable recommendations.
• Experience managing complex sales cycles internally and externally.
• Analytical skills for financial data and logical strategy development.
• Strong presentation, demonstration, and negotiation skills.
• Effective written and verbal communication skills.
• Commitment to uphold company values and high professional ethics.
• Retention of confidential information.
• Ability to work under general supervision following established procedures.
• Travel up to 70%; position not eligible for visa sponsorship.

Preferred

• 7 years of sales experience in the healthcare industry.
• Experience in hospital, physician office, or lab sales, and/or capital equipment sales.
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint).

Key Working Relationships

• Collaborate with distribution partners, marketing, Customer Enablement, field sales representatives, and technical specialists.
• Engage with Sales Leadership, Specialty Sales, Sales Administration, and Distribution; interact with Finance, P&C, IT, and Customer Service as needed.

The Work Environment

Typical outside sales environment; requires discipline, organization, and self‑motivation to work autonomously from a home office.

The Physical Demands

The role requires visual acuity, standing, walking, and occasional lifting up to 25 pounds. Up to 70% travel is required by automobile, airplane, or train.

Salary Transparency

The salary range is $94,000 to $140,000, plus incentive compensation. Comprehensive benefits include medical, dental, vision, life, disability insurance, 401(k), employee assistance program, Employee Stock Purchase Plan, paid time off, holidays, and other benefits as determined by the company.

Equal Opportunity Statement

QuidelOrtho is an equal‑opportunity employer and is committed to providing reasonable accommodations for qualified individuals with disabilities. For assistance applying due to a disability, contact [e-mail].