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.

The Role

As we continue to grow as QuidelOrtho, we are seeking a Channel Sales Manager for the Mountain & Midwest Regions. The Channel Sales Manager drives revenue and profitability within a sales region by leading and leveraging all distribution relationships at executive and field levels. This role leads and supports the distribution strategy for QuidelOrtho in the field with both our sales team and our distribution partners sales teams. Specifically, focused on developing and supporting new business opportunities & leads for hospital and physician office labs by partnering with distribution sales management, reps & teams. Leading & directing product launches, marketing strategies and sales programs with key distribution partners in all markets. Proactively facilitates relationship building between the region and its distribution partners, leading routine business reviews and initiating targeting and lead generation programs and initiatives. Trains distribution staff and field teams on all QuidelOrtho products and programs to increase sales revenue. Represents QuidelOrtho at distribution sales meetings and events to enhance a competitive edge in the highly competitive world of healthcare diagnostics. Supports the Regional Sales Director in meeting and exceeding regional revenue and business goals. The Channel Sales Manager will have leadership responsibility focused on various distributor strategies, programs, projects, and initiatives that are deemed important and prioritized by executive management that can impact the overall business.

This is a field based position supporting and located within Arizona, New Mexico, Colorado, Nebraska, North Dakota, South Dakota, Wyoming, Kansas, Iowa, Missouri, Wisconsin, and the Upper Peninsula of Michigan.

The Responsibilities

• Leads regi o nal distrib ution strategies and initiatives for all distributors to grow top-line sales in identifying opportunities in all market segments and meet regional revenue goals

• Leverages distribution to support the converting of net-new, competitive accounts and meet new business acquisition goals

• Leverages distribution to support the retention strategy in securing base business of current customers and overall business

• Gains lead-in from Regional Sales Directors, Area Sales Directors, & Specialists team with distribution in supporting programs for areas, regions, territories & markets (Distribution Leadership team)

• Coordinates and delivers regional marketing and sales programs focused on driving competitive opportunities with distribution

• Represents QuidelOrtho at national, regional & local distribution sales/trade shows, meetings & events to support company products, initiatives, and programs

• Defines o p p ortunities and i m ple ments re g i o nal acti on plans for revenue growth a nd new business acquisition through all distribution channels

• Develops and leads training programs focused on distributi on executi on on new pr o duct launch es t hro ugh sales leadership, technical ex pertise, and marketing strategies /messaging

• D e mo n strates k n owledge of new p r o ducts, se r vices, a nd trends within the industry, and assists regional sales management and distributor reps with t he d e vel o pment of sales strategies that identify the QuidelOrtho ad vanta ge, or address and win c ompetitive challenges in t he market place

• Strategizes with Regional Sales Directors and Area Sales Director on distribution strategies and focused markets and pro vid es semi-annual/annual business re views f or regional distribution leadership

• Co ntributes to t he sales fo recast on Acute & POL opportunities and driving opportunity pipeline through distribution sales representatives

• Monitors financial budgets projects & programs associated with Distribution P&L and reporting ongoing performance vs. AOP to VP, North American Sales on a quarterly basis

• Perform other work-related duties as assigned

The Individual

Candidates should be aware that the Company currently requires customer-facing workers to meet Customer Credentialing requirements which may include but are not limited to, up to date immunizations. The Company is an equal opportunity employer and will provide reasonable accommodation to those unable to be vaccinated where it is not an undue hardship to the company to do so as provided under federal, state, and local law.

Required:

• Education: Bachelor’s degr ee in business or equ i valent ex perience

• Sales Experience: Min i m um of 5 years successful sales experience, preferably in t he medical dev i ce/ diagnostic market with some de m o nstrated success in leading others, without authority

• Industry Experience: 3+ years of experience in diagnostics with Distributor knowledge and experience

• Strategic thinking skills and ability to translate strate g ies in to executab le tactical action plans

• Ability to lead with o ut auth ority and create f oll o wership to dri ve regio nal distribution st rate gies or c o m plex acc o unts in hospital and physician office settings

• Solid understanding of internal departments and pr o cedures, i.e., Finan ce, Quality and Marketing. Has visibility within t he C orp oration as a s o lid sales re s o urce and le verages in ternal relatio nships to dri ve c o m mercial resul ts for QuidelOrtho a nd meet custo mer nee ds.

• Knowledge of rei m burse ment in states acr oss t he regi on and capacity to im ple ment strate gies based on that k n owledge

• D e mo n s trated ability to successfully manage ROI on progra ms and expense budgets

• Ability to anal y ze financial data and generate l o gical strate gies and plans based on anal ysis

• Stro ng presentati on and neg otiati on skills

• Solid com m unicati on skills – written and verbal

• Ability to uph old and sup p ort individual and co m pany values

• High degree of ethics and professi o nali sm while inte racting with customers, vend ors, and c o- workers

• Ability to handle confidential information

• Ability to work under general supervision following established procedures

• This position is not currently eligible for visa sponsorship.

• Travel: up to 70%

P referred:

• MBA preferred

• Selling capital equipment experience and/or 2+ y ears of marketing

• Proficiency in MS Office (i.e., Outlook, Word, Excel, PowerPoint)

Key Working Relationships

• Custo mers: Acts as brand a m bassad or to t argeted cu sto mers

• Distributi on Partners: Drives eff orts of distributi on at t he regi o nal leadership level to achie ve QuidelOrtho Revenue and New Business g oals

• Field Sales: P r ovides leadership in represe nting and dri ving distribution strateg y, c orp orate g oals, and values. P r ovides th oro ugh and timely c om m unication to Sales Leadership and internal depart ments regarding field issues, prod ucts and c om petiti o n, offerings suggestio ns and soluti o ns. W o rks with other m e m bers of Com mercial team to m aximize re venue a nd profitability t hro ugh distribution and in co m plex acc o unts. D e mo n strates corp orate values.

• QuidelOrtho Manag e ment: In teracts with Sales L eadership, Specialty Sales, Sa les Ad m i nistratio n, and Distributi on to maxi mize a c hiev e ment of c orp orate g oals, and interacts with other aspects of t he organization as re quired (e.g., Finance, HR, IT, Cust o mer Ser vice, e tc.)

The Work Environment

Typical outside sales environment. Must have the discipline, organization skills and self-motivation to work autonomously in a home office environment. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus. While performing the duties of this job, regularly required to use hands to finger, handle, or feel and talk or hear. Frequently required to stand, walk, and sit. Occasionally required to reach, climb, or balance. M ust be ph ysical ly able to travel up to 7 0%. M ust mai ntain a valid dri ver’s license and m u st own and maintain an autom o bile suitable f or tra vel to cust o m er sites, airp o rt, etc. Tra vel i ncludes airplane, train, auto mo bile, and o vernights. On a ty pical w orkday, 8 0% of time meeting with peo ple, 2 0% of the t i me on c om pu ter, d oing paperwork, or on ph o ne. Must be able to lift up to 25 pounds.

Salary Transparency

The salary range for this position takes into account a wide range of factors including education, experience, knowledge, skills, geography, and abilities of the candidate, in addition to internal equity and alignment with market data. At QuidelOrtho, it is not typical for an individual to be hired at or near the top range for their role and compensation decisions are dependent on that facts and circumstances of each case. The salary range for this position is $94,000 to $159,000 and is eligible for incentive compensation. QuidelOrtho offers a comprehensive benefits package including medical, dental, vision, life, and disability insurance, along with a 401(k) plan, employee assistance program, Employee Stock Purchase Plan, paid time off (including sick time) and paid Holidays. All benefits are non-contractual, and QuidelOrtho may amend, terminate, or enhance the benefits provided, as it deems appropriate.

Equal Opportunity

QuidelOrtho believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. QuidelOrtho is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform the duties. If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at recruiting@quidelortho.com .

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