Ortho Clinical Diagnostics

  • Senior Technical Consultant, Clinical Laboratories Strategic Accounts- West

    Job Locations US
    Job ID
    Job Country
    United States
  • 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 Senior Technical Consultant is Responsible for providing technical and sales support for Clinical Laboratory (CL) product sales to a set of named Strategic Accounts. Support for existing Strategic Accounts is through adding new assays, troubleshooting, and supporting the sales process within a set of existing Strategic Accounts. Also responsible for partnering with Sr. Health Systems Executive (SHSE) and shared, field-based Business Development Managers (BDMs) to win new CL business within named Strategic Accounts. Responsible for leading and influencing the technical adoption of Ortho products and serve as an integrated technical expert. Demonstrates advanced level of skill and leadership.  This is a remote position.


    The Responsibilities

    • Advanced Technical Troubleshooting: provides advanced troubleshooting with customers and IDN’s (Integrated Delivery Network) as needed within existing customers. Coordinates with Ortho resources for situations and problems that require higher levels of support.  Directs and implements corrective actions for escalated customers across regions and nationally, including IDN Customers.
    • Menu Expansion: Assists customers with menu review and menu addition, both during validation and following test of record on automated analyzers and using Ortho’s VITROS® technology to build and expand reagent revenue. Also supports sales activities to drive the business and meet company goals.
    • New Customer Acquisition: Partner with BDMs and SHSE to enhance win rate at new customers by promoting system benefits, enabling technologies, and key competitive assays
    • Strategic Planning: Develop and execute strategic territory and account plans to prioritize, pursue, and convert competitive CL accounts; team with SHSE in all relevant IDN-related planning activities
    • IDN Expertise and Support: A resource, as needed, for a higher level of field expertise surrounding IDN projects that involve multiple instrument implementations, IDN customer training, IDN sales support, and additional strategic needs at the IDN customer level
    • Technical Support & Customer Retention: Participates in formal complaint handling process, troubleshooting, and training. Ensures that technical issues are resolved in a timely and complete manner. 
    • Key Accountabilities:
    • Meet overall territory revenue goal
    • Meet product-specific revenue goals
    • Meet instrumentation goals in-line with AOP language
    • Retain current accounts and maintain existing spend levels
    • Meet menu expansion goals
    • Achieve or maintain implementation timelines
    • Drive customer satisfaction
    • Key Points of Interaction:
    • Customer Experience Managers: For collaboration on all ongoing activities for current Strategic Accounts at the field level
    • Lab Specialists (for implementations only): For field-level support for implementation of any new accounts
    • Health System Executive: To provide overall strategic direction for all Strategic Accounts
    • Area Automation Manager: To support complex net new automation sales
    • Business Development Managers CL/TM: For field-level support on competitive account conversions


    The Individual

    • Education: Minimum of a Bachelor of Science degree in Medical Technology. Solid Clinical Chemistry market knowledge for the purpose of understanding market forces impacting the business.
    • Clinical Background: Minimum of 6 years of experience in clinical laboratory or equivalent experience. Advanced knowledge of customer Clinical Chemistry processes. Capable of training at a variety of levels.
    • Industry/Domain Knowledge: Demonstrates solid product knowledge and skills on all CL products related to theory, techniques, processes, procedures, equipment and materials necessary to do the job effectively.
    • Business Acumen: Highly skilled at uncovering key business issues and providing insightful, actionable recommendations for improvement
    • Communication: Advanced verbal and written communication skills
    • Travel: Overnight travel will be required. 
    • Work visa sponsorship is not available for this position.
    • Must have a valid US driver's license in good standing.




    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: 



    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.


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