Senior Regional Account Manager SPG

Ortho Clinical Diagnostics; United States; Remote; USD 60,000 - 80,000; Full time

Job summary

An established industry player is seeking a Senior Regional Account Manager to lead sales efforts in the Specialty Products Group. This role involves managing client relationships, developing new business opportunities, and collaborating with cross-functional teams to enhance customer experiences. The ideal candidate will have a strong background in Life Sciences, excellent sales and negotiation skills, and a proven track record of success in managing territories. Join a dynamic team dedicated to transforming diagnostics and making a positive impact in healthcare. This is a chance to contribute significantly to a mission-driven organization focused on innovation and excellence.

Qualifications

• 5+ years of experience in Life Sciences or similar environment.
• Degree in a Scientific Field or equivalent work experience.

Responsibilities

• Oversee a portfolio of clients and develop new business opportunities.
• Manage sales pipeline and create strategies for profitability.
• Build strong relationships with clients and internal teams.

Skills

Sales Skills

Negotiation Skills

Interpersonal Skills

Analytical Skills

Presentation Skills

Team Collaboration

Education

Degree in Scientific Field

Equivalent Work Experience in Life Sciences

Tools

CRM Software

Data Management Software

Microsoft Word

Microsoft Excel

Microsoft PowerPoint

Job description

The Opportunity

QuidelOrtho unites the strengths of Quidel Corporation and Ortho Clinical Diagnostics, creating a world-leading in vitro diagnostics company with award-winning expertise in immunoassay and molecular testing, clinical chemistry and transfusion medicine. We are more than 6,000 strong and do business in over 130 countries, providing answers with fast, accurate and consistent testing where and when they are needed most – home to hospital, lab to clinic.

Our culture puts our team members first and prioritizes actions that support happiness, inspiration and engagement. We strive to build meaningful connections with each other as we believe that employee happiness and business success are linked. Join us in our mission to transform the power of diagnostics into a healthier future for all.

Senior Regional Account Manager – Speciality Products Group

We’re looking for a Senior Regional Account Manager to join our team based in Germany. This role will be responsible for the sales of QuidelOrtho Specialty Product Solutions in Germany, Switzerland, UK and Ireland.

This role will be based in Germany.

Your new role:

As the Senior Regional Account Manager, you will oversee a portfolio of assigned clients and/or distribution partners, develop new business from existing clients and actively seek new sales opportunities to meet revenue and profitability goals. Customers include individual University Researchers, Clinical Research Organisations, Pharmaceutical and Research companies.

You will own the customer relationship, create value for clients beyond features and price, and deliver solutions that meet customer needs. Develop trusted advisor relationships with key accounts, industry opinion leaders, and upper-level executives. Liaise with cross-functional internal teams, including Customer Service, Technical Support, Product Development, and Marketing departments to improve the entire customer experience.

Within this role you will collaborate with the sales team to identify and grow opportunities within their territories and assist with challenging client requests or issue escalations as needed.

What you’ll be doing:

• Growing existing accounts and developing new accounts to meet territory revenue and profitability goals.
• Manage the sales pipeline from lead acquisition to quotes by focusing and advancing clients through the sales process, effectively.
• Create strategies, plans, and organize territory for profitability.
• Manage plans that are strategically focused, including account profiles, sales opportunity assessments, account objectives and strategies, action plans, and value assessments.
• Utilize data management software to secure territory intelligence and develop a strategy; use the CRM to record current accurate and complete account information and activity.
• Work effectively with internal functional groups to assist in specialized projects and manage the logistics from start to finish.
• Build productive and strong collaborative relationships with business partners to drive sales revenue and profitability.
• Act as a product technical expert and continuously seek knowledge to assist in answering client inquiries and to aid in working through various technical scenarios.
• Provide or facilitate training on Quidel SPG products to clients and representatives as required to include the Multiplex Imager System demonstrations and installations.
• Contribute to the achievement of regional sales and profitability goals by working with SPG Leadership to execute on all phases of the sales cycle on the full array of the Specialty Products.
• Demonstrate knowledge of new products, services, and trends within the industry, and assist management with the development of sales strategies that identify the QuidelOrtho advantage, or address and win competitive challenges in the marketplace.
• Work with the sales leadership for tactical support of special initiatives.
• Make sound fiscal decisions and assure maximum return on investment for all expenditures.
• Represent QuidelOrtho at trade shows and professional meetings.
• Convey timely information to the Sales Director on field sales activities, events, changes, and trends to maximize sales and marketing opportunities.
• Contribute to sales forecasting for the assigned region and work to deliver on each forecast.

What you’ll need to succeed:

• Degree in a Scientific Field (e.g Chemistry, Biochemistry, Biology) or equivalent work experience in the field of Life Sciences.
• At least 5 years’ experience working in Life Sciences or similar environment preferred.
• Strong cross-functional team approach to business.
• Self-starter with ability to work autonomously and at the same time promoting and facilitating a team effort.
• High degree of professionalism while interacting with clients, vendors, and co-workers.
• Proven record of accomplishment with demonstrated ability to manage a territory successfully.
• Strong selling and negotiation skills.
• Ability to analyze financial data.
• Outstanding written and presentation skills with ability to communicate to diverse audiences.
• Strong interpersonal skills, both within the organization and outside of the corporate environment.
• High achievement drive with a focus on learning, achieving, and growing as a Life Sciences sales professional.
• Personal ethics and integrity that embody best practices and support highest corporate values.
• Ability to think strategically and bring a high level of creativity to the organization.
• A positive attitude demonstrated during company functions and public events to encourage team camaraderie and enthusiasm for market share and revenue growth.
• Computer proficiency in Word, Excel, and PowerPoint preferred.