Senior Regional Account Manager SPG

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, creates value for clients beyond features and price, and delivers 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 assists 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 organise 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  develops  a strategy; uses the CRM to record current accurate and complete account information and activity.

• Work  effectively  with  internal  functional  groups  to  assist  in  specialized  projects  and manages 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  seeks  knowledge  to  assist  in answering client inquiries and to aid in working through various technical scenarios.

• Provides 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 assists 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  assures  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.

• Contributes  to  sales  forecasting  for  the  assigned  region  and  works  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 facilitate 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 embodies best practices and supports 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.

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