Ortho Clinical Diagnostics

  • District Manager, Business Development - Transfusion Medicine - West

    Job Locations US
    Job ID
    2018-5532
    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 District Manager, Business Development manages sales and technical resources within the Business Development team for sales of the Transfusion Medicine (TM) product line to competitive customers through direct management of Business Development Managers (BDM) and Technical Consultants (TC)

    In alignment with the Vice President, Business Development, this position is accountable for executing on the district annual business plan for TM new business. Responsible for executing on overall strategies to identify and close new TM accounts and defining action plans for BDMs and TCs to meet or exceed objectives. Responsible for recruiting, hiring, and developing BDMs and TCs within TM team. This is a remote position covering the Western half of the United States. 

    The Responsibilities

    • New Customer Acquisition: Execute and reinforce strategy and tactics to maximize new customer acquisition and total instrument placements. Outline specific expectations for BDMs and TCs. Collaborate with other functions to remove hurdles to execute against TM new business strategy.
    • Business Planning: Identify and execute long and short term plans for meeting district goals. Manage in-field execution of all sales & marketing programs. Ensure comprehensive use of CRM for all customer and territory management activities.
    • Strategic Planning: Support BDMs and TCs in developing and executing on strategic territory plans to prioritize, pursue, and convert competitive TM accounts; coordinate with Health Systems team in all relevant IDN-related planning activities
    • People Management: Recruit, hire, train, develop, and manage BDMs & TCs. Actively coach direct reports to meet annual objectives through the development of competent business skills, product knowledge, and market development
    • Sales Process Execution: Reinforce execution of defined customer touch point/call plan based on customer’s buying cycle; support teams to manage opportunities both within and outside of buying/sales cycle and leverage strategic selling framework;
    • Talent Development: Work with Learning & Development team on initiatives that optimize team productivity and effectiveness
    • Cross-Team Collaboration: Team with HSEs to execute HSE-led IDN strategy; work with Strategic Account team to share BDM resources for new account opportunities, as needed; and work with Customer Experience team to ensure smooth handoff of relationships once new business is closed.
    • Forecasting and Reporting: Work with team to provide timely and accurate sales forecasts, activity, account updates, and reports via CRM system
    • Key Accountabilities:
    • New business acquisitions goals
    • Meet product-specific revenue goals
    • Convert net-new, competitive accounts
    • Meet instrumentation goals in-line with AOP language
    • Key Points of Interaction:
    • Business Development Manager TM (Direct Report)
    • Technical Consultant TM (Direct Report)
    • Health Systems Executive
    • Area Director, Customer Experience
    • Director, Strategic Accounts

     

    The Individual

    • Education: Minimum of a Bachelor’s Degree in science or business related field required.
    • Sales Background: Minimum of 5 years of proven successful healthcare sales experience required, with completion of management development program preferred.
    • Sales Management: Strong leadership, mentorship, coaching, financial and business management skills.
    • Management: Entry-level people management and people development skills.
    • Business Acumen: Strong skill in financial acumen, negotiations, hospital medical device/diagnostics, and complex account management
    • Communication: Advanced listening, verbal, and written communication skills
    • Required Travel: Travel for the District Manager is typically 50%, but ranging from 40-60% depending upon the district's geography and your location in the district. 
    • Work visa sponsorship is not available for this position.
    • Must have a valid US driver's license in good standing.

     

    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

     

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