Clinical Laboratory Business Development Manager - Appalachian Region

We are seeking a Clinical Laboratory Business Development Manager to lead account acquisition and growth across the Appalachian Region (Ohio, Kentucky, West Virginia). The role is quota‑carrying, field‑based, and requires extensive travel.

• Convert competitive/new customer accounts and manage high‑probability opportunities to close.
• Drive Clinical Laboratory instrument placements within the assigned territory.
• Develop and execute strategic territory plans to prioritize, pursue, and convert competitive customer accounts.
• Act as subject‑matter expert for competitive instrumentation and share knowledge with the team.
• Collaborate with Strategic Account Executives on IDN‑related planning activities.
• Prospect and develop leads for competitive customer accounts.
• Build and maintain relationships with key stakeholders; conduct customer touchpoints based on buying cycles.
• Assist with transition planning for newly converted customers and support smooth hand‑off to Account Managers.
• Target and convert stand‑alone, non‑standardized IDNs with technical teams and inside sales.
• Provide timely and accurate sales forecasts, activity reports, and account updates via CRM, and collaborate with Marketing on equipment placement opportunities.
• Perform other related duties as assigned.

Customer credentialing requirements may include up‑to‑date immunizations. The company is an equal‑opportunity employer and will provide reasonable accommodations to those unable to be vaccinated, where it is not an undue hardship.

• Bachelor’s Degree.
• Minimum 5 years of sales experience in the healthcare industry, with B2B or distribution sales experience.
• Strong business development, strategic marketing, and data analysis skills.
• Proven track record of performance results over 3 years; customer excellence experience may be considered.
• Strategic thinking and ability to translate strategies into executable action plans.
• Ability to deliver results independently in a fast‑paced team environment.
• Commercial and business acumen; ability to uncover key business issues and provide actionable recommendations.
• Experience managing complex sales cycles internally and externally.
• Analytical skills for financial data and logical strategy development.
• Strong presentation, demonstration, and negotiation skills.
• Effective written and verbal communication skills.
• Commitment to uphold company values and high professional ethics.
• Retention of confidential information.
• Ability to work under general supervision following established procedures.
• Travel up to 70%; position not eligible for visa sponsorship.

• 7 years of sales experience in the healthcare industry.
• Experience in hospital, physician office, or lab sales, and/or capital equipment sales.
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint).

• Collaborate with distribution partners, marketing, Customer Enablement, field sales representatives, and technical specialists.
• Engage with Sales Leadership, Specialty Sales, Sales Administration, and Distribution; interact with Finance, P&C, IT, and Customer Service as needed.

Typical outside sales environment; requires discipline, organization, and self‑motivation to work autonomously from a home office.

The role requires visual acuity, standing, walking, and occasional lifting up to 25 pounds. Up to 70% travel is required by automobile, airplane, or train.

The salary range is $94,000 to $140,000, plus incentive compensation. Comprehensive benefits include medical, dental, vision, life, disability insurance, 401(k), employee assistance program, Employee Stock Purchase Plan, paid time off, holidays, and other benefits as determined by the company.

Quidel Ortho is an equal‑opportunity employer and is committed to providing reasonable accommodations for qualified individuals with disabilities. For assistance applying due to a disability, contact