Ortho Clinical Diagnostics

  • Clinical Liaison- Eastern U.S.

    Job Locations US
    Job ID
    2018-4883
    Job Country
    United States
    Category
    Sales
  • The Company

    Ortho Clinical Diagnostics (Ortho) is a global leader of in vitro diagnostics.  Ortho serves two primary industries in the medical field: clinical laboratories, by producing platforms and assays that test for a variety of diseases, conditions, and substances; and immunohematology, by providing the means to ensure blood transfusion recipients receive appropriate and compatible blood.

     

    With a history of more than 75 years, Ortho is a pioneer in life-impacting advances in diagnostics. Worldwide across hospitals, hospital networks, blood banks and labs, Ortho’s high-quality products and services enable health care professionals to make better-informed treatment decisions. Headquartered in Raritan, NJ, Ortho Clinical Diagnostics has approximately 4,300 employees serving customers in more than 120 countries.

     

    Ortho is recruiting and retaining the best and brightest around the world. People, who are performance driven, want to make a difference and who help Ortho grow their leadership position in a changing marketplace. The power to reimagine starts with empowered people, who are empowered to grow and given the chance to succeed in ways they hadn’t thought possible before.

     

    Ortho’s purpose is simple: to improve and save lives with diagnostics. They do that by reimagining what’s possible. It’s what defines them. It’s the Ortho difference.

     

    Ortho is an independent company, sponsored by The Carlyle Group, one of the world’s largest and most successful investment firms. The company's executive leadership team has extensive diagnostic experience and a strong heritage of driving market change and innovation. Ortho is a strong brand with solid positions in attractive, growing segments and regions.

    The Career Potential

    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.

    The Opportunity

    As the company continues to grow, we are seeking a Clinical Liaison for the Eastern Area.  This is a remote position.  Individuals must live on the East Coast of the US and should ideally reside in any of the following areas:  Boston, New York, Philadelphia, Washington DC, or Atlanta. 

     

     

    The Responsibilities

    The Clinical Liaison is responsible for maximizing Ortho's market share by expanding use of targeted assays at current customers, and by driving adoption of targeted assays at new customers.  This is highly specialized selling role focused on assay sales.

     

    Responsibilities Include:

    • Grow sales revenue for targeted assays in assigned Sales Area, in alignment with company goals and assigned quota.
    • You will call on Physician Laboratory Medical Directors and key Hospital Medical Specialty Department Heads (e.g., Cardiology) to develop the need for Ortho Clinical Diagnostics assay solutions. Collaborate closely with Sales and Laboratory [application] Specialist (LS) teams to identify and prioritize sales opportunities.  Coach Sales and LS teams in assay selling to further accelerate Ortho’s assay sales. Lead Area marketplace awareness and adoption of Ortho’s differentiated assays.
    • For the first several months in the role, you will work in concert with the CL Assay Marketing Manager and the CL Assay Market Development Sr. Manager to train for the role and to help establish the processes and tools needed to be effective in the role. 
    • Once deployed to the field, you will be responsible for expanding the menu at current customers, with a specific focus on selected high-value tests, in collaboration with local sales teams.  You will also assist those teams with new customer opportunities to use test superiority to improve win rates, and to ensure that new customers will adopt the targeted assays.  To those ends, you will need to confidently and persuasively engage in discussions on both clinical and economic aspects of medicine.   You will also need to assist with change management at customers switching to targeted tests.
    • Identify and cultivate regional KOLs and references for test conversion.  Provide effective clinical presentations to internal and external audiences. 
    • As a subject matter expert in the use of targeted assays, you may be called upon to speak at conferences or relevant industry/interest group meetings.  Serves as a scientific expert at key medical and scientific conferences, advisory boards, clinical investigator meetings, internal meetings, and patient advocacy group meetings
    • Attention to detail and an eye for quality, along with the ability to grasp and translate technical capabilities into benefits are crucial.
    • Partner with the Sales and Laboratory Specialist teams to identify and close opportunities to grow assay revenue at current customers.
    • Partner with Sales teams to enhance our win rate at new customers by promoting key assays, and by driving fuller/richer menu within new customer accounts.
    • Cultivate productive relationships with regional KOLs to promote market expansion of targeted products.  Present (or schedule KOLs to present) at relevant conferences and industry meetings. 
    • Collaborate with Marketing to identify untapped or under-emphasized market opportunities to promote targeted tests, and develop innovative strategies to address these opportunities.
    • Perform other work related duties as assigned.
    • Trains employees

     

    The Individual

    • Advanced degree in life sciences (MD, PhD, clinical chemist, pathology, or similar) is required
    • Minimum of 10 years of experience in healthcare sales in a B2B environment, preferably in clinical laboratory market, or equivalent experience.
    • Must have a minimum of 2 years of experience calling on physicians selling a product or service, or equivalent experience.
    • Strong communication skills. Must have ability to foster collaboration, lead and facilitate discussions.
    • Must have excellent communication, time management, and project management skills. 
    • Must possess ability to influence and impact without authority.
    • Must possess business acumen to understand and leverage economic opportunities to expand customer test menu.
    • Understand laboratory workflow and decision-making processes. 
    • Understand changes in US clinical environment (ACA, IDN consolidation, etc.), which in turn, impact patient flow. 
    • Understand testing methodologies and clinical impacts (e.g., LOS, other outcomes).
    • Must be experienced in communicating recommendations and strategies to management, and working within high-performing teams.
    • Experience navigating POC versus Central lab dynamics preferred.
    • Demonstrated ability to rapidly learn company and competitive product characteristics, as well as relevant clinical implications is preferred.
    • Must live within East Sales Area
    • 75-90% domestic travel is required

    #LI-EA1

     

    IF YOU ARE INTERESTED IN APPLYING FOR THIS POSITION:

     

    In addition to submitting your resume and completing the application, please click on the following link to complete a short questionnaire which will tell us a bit more about you: 

    CLICK HERE TO COMPLETE QUESTIONNAIRE

     

    #LI-EA1

    Equal Opportunity

    Ortho Clinical Diagnostics 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. Ortho Clinical Diagnostics is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform their job related 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 orthorecruiting@orthoclinicaldiagnostics.com.

     

    Supplemental Poster

     

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