Ortho Clinical Diagnostics

  • Technical Consultant, Clinical Laboratories- Western U.S.

    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

    As the company continues to grow, we are seeking a front-line technical sales resource responsible for partnering with a team of Business Development Managers (BDMs) to gain new Clinical Laboratory (CL) customers in a geographic territory or list of named accountsThe Technical Consultant is responsible for leading and influencing the technical adoption of Ortho products and serve as an integrated technical expert to a team of BDMs in a geographic territory or list of named accounts. This is a remote position covering the western half of the United States.



    The Responsibilities

    • New Customer Acquisition: Partner with Sales teams 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 Health Systems Executive in all relevant IDN-related planning activities
    • Product Sales: Grow sales revenue for targeted assays in assigned Sales Area, in alignment with company goals and assigned quota
    • Consulting and Troubleshooting: Support CL BDMs in competitive assay and instrument sales to further accelerate Ortho placements and revenue; assist teams with new customer opportunities by using test and technology superiority and to improve win rates; confidently and persuasively engage in discussions on both clinical and economic aspects of medicine
    • New Customer Transition: Assist with transition planning for newly converted customers and contribute to smooth transition to Customer Experience organization
    • Cross-Team Coordination: Team with CL BDMs to target and convert stand-alone, non-standardized IDNs; collaborate with Health Systems Executives to execute Health Systems Executive-led IDN strategy, as applicable
    • Forecasting and Reporting: Provide timely and accurate sales forecasts, activity, account updates, and reports via CRM system; collaborate with Marketing to identify opportunities for equipment placement in CRM environment

    Key Accountabilities:

    • New business acquisitions goals
    • Meet product-specific revenue goals
    • Convert net-new, competitive accounts
    • Meet instrumentation goals in-line with AOP language
    • Meet competitive demo expectations

    Key Points of Interaction:

    • Business Development Manager to strategically plan and conduct sales calls
    • CL Area Technical Specialist to escalate complex technical issues
    • Area Automation Manager to support complex net new automation sales
    • Health System Executive regarding any Health System Executive-led IDN-related opportunities
    • Customer Experience Manager & Lab Specialist to transition and hand over closed business
    • Commercial Operations to ensure timely and accurate forecasting and reporting, and support of enablement initiatives


    The Individual

    • Education: Minimum of a BS degree in Medical Technology is required
    • Clinical Background: Minimum of 2 years of related experience in a clinical laboratory or equivalent experience.
    • Industry/Domain Knowledge: Solid Clinical Chemistry market knowledge for the purpose of understanding market forces impacting the business.
    • Independent Worker: Ability to deliver results while working in a highly independent and fast-paced team environment
    • Business Acumen: Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement
    • Communication: Advanced verbal and written communication skills
    • Key Leadership Attributes: Customer Focus, Drives For Results, Collaborates
    • Valid U.S. driver's license is required
    • Ability to travel 60-75% depending upon workflow
    • Work visa sponsorship is not available 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:



    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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