Account Executive (KY & TN) 12/3/2019
JOB DESCRIPTIONAPPLY Quidel Corporation is a leading manufacturer of diagnostic healthcare solutions serving to enhance the health and well being of people around the globe with well known and respected products that provide healthcare professionals with accurate and cost-effective diagnostic information at the point of care (POC). Our core competencies and capabilities focus on immunoassay and molecular testing in the areas of: infectious disease, cardiology, women’s health, and virology.
Quidel is searching for an Account Executive which will focus on large health systems in Kentucky and Tennessee. Primary responsibility is to develop, maintain, and expand business opportunities among assigned large accounts, Integrated Delivery Networks (IDNs) and / or complex clients in varying markets and channels of distribution within a region. The Account Executive (AE) is the key customer-facing contact for these specific accounts and drives customer solutions through the entire Quidel portfolio of products. This role manages and leverages these targeted opportunities within a region to drive continuous growth and profitability for Quidel Corporation. Travel requirements for rhis role are estimated at 75%.
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 on-going basis, influences and addresses customer expectations.
Coordinates the involvement of 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.
Conveys timely information to the Regional Sales Director, Specialty Sales, Marketing, Sales Operations and others on field sales activities, events, changes, and trends to maximize sales, revenue, and marketing opportunities.
Represents and sells the entire Quidel 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 maximize sales and marketing opportunities.
Manages expense budget within guidelines to ensure return on investment.
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 a minimum of 2 years of demonstrated success in a Quidel geography or 2 years of marketing experience preferred.
Proven record of accomplishment with demonstrated ability to manage a geographic territory successfully
Experience with distributor sales, hospital sales, and/or national accounts preferred.
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 in the acute and POL settings.
Ability to utilize superior Quidel and competitive product knowledge, job knowledge and understanding of the industry to close business.
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