Ortho Clinical Diagnostics

  • Health Systems Executive - Philadelphia, PA

    Job Locations US
    Job ID
    2018-5469
    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

    The Health Systems Executive (HSE) is responsible for the strategy of winning new business, retention and revenue growth across the entire health system. Works with Customer Experience (CE) and Business Development (BD) teams to execute strategy at the individual account and health system level. Responsible for development of the overall strategy through Miller Heiman large account management and strategic selling, including development and coordination of aligned plan, and tactics and solutions with key stakeholders.

    Responsible for establishing and developing sustainable strategic relationships with healthcare executives at targeted IDN to integrate Ortho into strategic planning process to build Ortho value prop into customers’ future success. This is a remote position covering NJ, Southeast PA and DE.

    The Responsibilities

    • Health System Planning: Responsible for setting the strategy for retaining and growing existing IDN customers and working with the CE team to understand the action plan for each IDN. Also responsible for establishing a strategy for converting competitive IDNs and partnering with the BD teams at the field to align on activation of the strategy. Provides direction to field teams and is accountable for execution of IDN strategy both at the IDN and field level.
    • Customer Relationships: Establish and develop strategic access to buying influencers (e.g., C-suite, Purchasing, etc.) with priority IDNs to support retention and expansion of existing business and conversion of new accounts
    • Contract Negotiation: Negotiate contract terms and conditions and provide recommended contract language. Act as contracting expert for assigned IDNs
    • Large Account Management: Identify and execute concurrent large account management with 15-20 selected health systems or IDNs. Understand customer specific needs and establish specific business plans and solutions that meet those needs. Ensure comprehensive use of CRM for all customer and territory management activities.
    • Cross-Team Coordination: Establish clear rules of engagement for effective collaboration between Health Systems team, Customer Experience team, and Business Development team
    • Forecasting and Reporting: Accurately forecast sales and provide sales input and market environment analysis to support the development of mid and long term forecasts.
    • Key Accountabilities:
      • Meet overall revenue goals for assigned IDNs
      • Meet product-specific revenue goals
      • Retain current accounts and maintain existing spend levels
      • Meet new business acquisitions goals
      • Gain contact access within assigned IDNs
    • Key Points of Interaction:
      • Customer Experience Managers
      • Lab Specialists
      • Technical Area Specialists
      • Business Development Managers CL/TM
      • District Managers, Customer Experience
      • District Managers, Customer Experience
      • District Managers, Business Development
      • VP, Health Systems

    The Individual

    • Education: Minimum of a Bachelor’s Degree in Business, or related field required.
    • Industry/Domain Knowledge: Minimum 5 years of healthcare experience with strong healthcare industry knowledge and understanding of Integrated Delivery Network (IDN) market required.
    • Large Account Management: Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizations.
    • Leadership: Ability to drive results while working in a highly matrixed and fast-paced team environment
    • Business Acumen: Highly skilled at uncovering key business issues and providing insightful, actionable recommendations for improvement
    • Communication: Advanced verbal and written communication skills
    • Travel: This role requires approximately 60% overnight travel.
    • Work visa sponsorship is not available for this position.
    • Must have a valid US driver's license in good standing.LI-EA

     

     

    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

    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

     

    Pay Transparency Notice

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