Field-Based Strategic IDN Account Executive

QuidelOrtho; Providence (RI); On-site; USD 117,000 - 153,000; Full time

Job summary

QuidelOrtho is seeking a Strategic Account Executive to lead regional IDN relationships and expand the business across the Northeast. You will manage key accounts, develop strategic plans, and drive cross-functional collaboration to deliver solutions from the full QuidelOrtho portfolio.

The role requires 5+ years of sales experience, strategic thinking, and the ability to lead without authority. Travel up to 70% is expected; home office is supported.

Qualifications

• Bachelor's degree in business or equivalent experience.
• A minimum of 5 years successful sales experience.
• Proven record of accomplishment with demonstrated ability to manage a geographic territory successfully.
• Strategic thinking skills and ability to translate strategies into executable tactical action plans.
• Ability to lead without authority and create followership to drive strategy in regional Integrated Delivery Networks and/or complex accounts.
• Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organisations.
• Knowledge of reimbursement in states across the region and capacity to implement strategies based on that knowledge.
• Travel: Up to 70% domestic overnight travel.

Responsibilities

• Achieves sales and profitability goals with each targeted customer.
• Establishes productive, professional relationships with key decision-makers and influencers at multiple levels with targeted customers including C-suite, laboratory leadership, Accounts Payable leaders, and technical buyers.
• Proactively assesses, clarifies and validates customer needs on an ongoing basis, influences and addresses customer expectations.
• Coordinates the involvement of Account Managers in the region, Specialty Sales, Marketing, Customer Support, Commercial Operations, Finance, and other company personnel to drive system solutions that meet account performance objectives.
• Proactively leads internal strategic account planning process through the development of market share objectives, financial targets, action plans and critical milestones for quarterly, annual and three-year horizon targets.
• Proactively communicates with Regional Sales Directors to provide both positive and constructive feedback on Account Manager sales behaviors and activities.
• Conveys timely information to the Regional Sales Director, Specialty Sales, Marketing, Sales Operations and others on field sales activities, events, changes and trends to maximise sales, revenue and marketing opportunities.
• Leads account strategies without authority and leverages opportunities through working with others through organised updates and check-ins in growing and developing the business across complex IDN systems.
• Represents and sells the entire QuidelOrtho portfolio to all stakeholders, acting as the brand ambassador to targeted clients within the region.
• Develops and maintains the sales forecast, current, accurate and complete account and contact information, and records activity for targeted accounts in the CRM.
• Provides timely reports on all field sales activity, market events or changes that affect business, market research and customer information to maximise sales and marketing opportunities.
• Manages expense budget within guidelines to ensure return on investment.
• Carries out duties in compliance with established business policies and in accordance with QuidelOrtho's values.
• Performs other work-related duties as assigned.

Skills

Sales experience

Strategic thinking

Account management

Consultative selling

Communication skills

Negotiation skills

Presentation skills

Team collaboration

Education

Bachelor's degree in business or equivalent experience

Job description

QuidelOrtho is seeking a Strategic Account Executive to lead regional IDN relationships and expand the business across the Northeast. You will manage key accounts, develop strategic plans, and drive cross-functional collaboration to deliver solutions from the full QuidelOrtho portfolio.

The role requires 5+ years of sales experience, strategic thinking, and the ability to lead without authority. Travel up to 70% is expected; home office is supported.