Ortho Clinical Diagnostics is committed to improving and saving lives with diagnostics. To do this we hire people who share this dream and are ready for new adventures. As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before. There is no limit to the experiences, opportunities and new directions you will have access to here at Ortho Clinical Diagnostics. More importantly, you will be driving the surge of a whole new direction in important medicine. That's something we can all take pride in as we take this journey together.

Ortho is known in the industry as a leader in customer service and support. Deeply understanding and exceeding the needs of our clinical lab, hospital and blood bank customers is what we do. It's who we are. If you join Ortho, no matter what your role, you will be expected to keep that Customer Excellence focus in your work.

This position 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 Manager 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.

• Leads regional distribution 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 Managers, 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 opportunities and implements regional action plans for revenue growth and new business acquisition through all distribution channels.

• Develops and leads training programs focused on distribution execution on new product launches through sales leadership, technical expertise, and marketing strategies /messaging.

• Demonstrates knowledge of new products, services, and trends within the industry, and assists regional sales management and distributor reps with the development of sales strategies that identify the QuidelOrtho advantage, or address and win competitive challenges in the marketplace.

• Strategizes with Regional Sales Directors and Area Sales Director on distribution strategies and focused markets, and provides semi-annual/annual business reviews for regional distribution leadership.

• Contributes to the sales forecast 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.

Customers: Acts as brand ambassador to targeted customers.

Distribution Partners: Drives efforts of distribution at the regional leadership level to achieve QuidelOrtho Revenue and New Business goals.

Field Sales: Provides leadership in representing and driving distribution strategy, corporate goals, and values. Provides thorough and timely communication to Sales Leadership and internal departments regarding field issues, products and competition, offerings suggestions and solutions. Works with other members of Commercial team to maximize revenue and profitability through distribution and in complex accounts. Demonstrates corporate values.

QuidelOrtho Management: Interacts with Sales Leadership, Specialty Sales, Sales Administration, and Distribution to maximize achievement of corporate goals, and interacts with other aspects of the organization as required (e.g., Finance, HR, IT, Customer Service, etc.)

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. Must be physically able to travel up to 70%. Must maintain a valid driver's license and must own and maintain an automobile suitable for travel to customer sites, airport, etc. Travel includes airplane, train, automobile, and overnights. On a typical workday, 80% of time meeting with people, 20% of the time on computer, doing paperwork, or on phone. Must be able to lift up to 25 pounds.

Candidates should be aware that the Company currently requires customer-facing workers to be fully vaccinated for COVID-19 and credentialed. New customer facing employees should be vaccinated for COVID-19 by their start date. 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.

• Bachelor's degree in business or equivalent experience/MBA preferred

• A minimum of 5 years successful sales experience, preferably in the medical device/ diagnostic market with some demonstrated success in leading others, without authority

• 3+ years of experience in diagnostics required; Distributor knowledge and experience required

• Selling capital equipment experience &/or 2+ years of marketing are valued experiences are a plus

• Strategic thinking skills and ability to translate strategies into executable tactical action plans.

• Ability to lead without authority and create followership to drive regional distribution strategies or complex accounts in hospital and physician office settings.

• Solid understanding of internal departments and procedures, i.e., Finance, Quality and Marketing. Has visibility within the Corporation as a solid sales resource and leverages internal relationships to drive commercial results for QuidelOrtho and meet customer needs.

• Knowledge of reimbursement in states across the region and capacity to implement strategies based on that knowledge.

• Demonstrated ability to successfully manage ROI on programs and expense budgets.

• Ability to analyze financial data and generate logical strategies and plans based on analysis.

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

• Strong presentation and negotiation skills.

• Solid communication skills - written and verbal.

• Ability to uphold and support individual and company values.

• High degree of ethics and professionalism while interacting with customers, vendors, and co- workers.

• Ability to handle confidential information is required.

• Ability to work under general supervision following established procedures required.

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 $91,000 to $164,000 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.

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

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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