Ortho Clinical Diagnostics

Transfusion Medicine Business Manager

4 months ago(21/8/2017 4:14 PM)

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 Caryle 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.

The Opportunity

As the company continues to grow, we are seeking a Transfusion Medicine Business Manager for both our Eastern and Western Canada regions. 


Ortho Clinical Diagnostics Canada Transfusion Medicine Business Managers are the Industry and Solution Specialists and Key Competitive Hunters of our Regional Sales Teams. They are accountable for creating a strategic Challenger approach to the business by leading Sales Process execution, Product expertise, Local Region IDN business growth, Executive Level Selling, and developing strategies to win new business and to retain current accounts within their specific geographical region.  They are also accountable to assist the RSM in improving competencies of the AMs thru co-travels and coaching activities.  It is also their responsibility to translate the company’s strategic imperatives into execution plans within the region and to inform the organization of trends in the market place. Transfusion Medicine Business Managers should be an influential leader on the regional team and work with the RSM to deliver on goals and strategies for their Region. They should also demonstrate a good balance between results and team engagement.

The Responsibilities

  • Region Strategic Business Competency and Sales Management
  • Helps Create, review, update, and implement territory  business plans
  • Region Expert on Ortho Clinical Diagnostics and competitive products,  knowledge of territory’s alignment, regional (IDN) and customer base
  • Analyzes & interprets data & reports with outcomes to drive business results
  • Recognize and inform the region of industry trends
  • Influences & partners with both internal and external stakeholders to achieve business objectives
  • Identify overarching customer business challenges to aid in constructing tailored Challenger messaging
  • Leads Sales Process which is tailored and unique to each customer’s business Challenges.
  • In collaboration with RSMs, Point person for Local Regional IDN corporate office contacts.
  • Identifies team competencies and assists RSM with coaching to Challenger selling skills.
  • Completes regular co-travel with team members and reports to RSM on these visits.
  • Product and Industry Expert on the sales team
  • Assists the RSM with quarterly Business Plans Reviews.
  • Establish relationships with key regional drivers which include distributor partners, marketing, strategic accounts and KOL’s.
  • Coaching and Development of Team members.
  • Weekly contact with each AM.
  • Travels with each AM per RSM direction.
  • Post Co-travels reports given to RSM within 48 hours post-co-travel.
  • Utilizes Challenger coaching guides and collaborates coaching activities with RSM to grow core competencies of teams.
  • Provide constructive feedback on the AM’s to assist RSM’s with development plans.
  • Leadership & Motivation
  • Shares best practices with other Business Managers nationwide.
  • Assumes leadership role within the Region for their business line
  • Recognizes crises and volunteers to help in times of stress and change
  • Actively participates in team meetings by making positive comments and offering viable solutions
  • Assist AM’s in identifying and qualifying customers who are a good match for Ortho Clinical Diagnostics solutions.
  • Accountable for successful team communication within the Region
  • Ensure Team is kept well informed of latest marketing and industry trends.
  • Educates the team on competitive sales trends in the market place.
  • Regular communication which inspires a productive team environment.
  • Delineates sales execution activities to the AMs
  • Ensure collaboration between AMs and all other stakeholders.

The Individual

  • Have a Bachelor's degree in Business, Life Science, or related field.
  • Have 5 years’ experience in the Healthcare Industry and selling in the IVD marketplace. IVD experience in addition to Blood Banking or Transfusion Care is a requirement.
  • Has Prior capital equipment sales experience.
  • Have a strong 3 year performance rated within the top 10% of the company.
  • Expert on the Healthcare Market and Changes within the industry.
  • Have experience leading and executing a complex sales process in an influential leadership capacity.
  • Have successful negotiation, organizational and time management skills.
  • Have an entrepreneurial spirit, business acumen, and a desire to sell competitively in a highly concentrated IDN market.
  • Excellent written and oral communication skills are required.
  • A valid driver's paired with a clean driving record is required. 
  • Ability to travel 60%.



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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