Senior Manager, U.S. Channel Partners & Corporate Accounts - Raritan

Employment Type

: Full-Time


: Non-Executive Management

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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, Ortho is seeking a Senior Manager, U.S. Channel Partners & Corporate Accounts manager to work in our Raritan , NJ office. The Senior Manager, U.S. Channel Partners and Corporate Accounts (?Manager?) will be responsible for leading the marketing strategy focused on Ortho?s Channel Partners and Corporate Accounts (?customer?). Through strong leadership and comprehension of the true needs and expectations of the customer, the Manager will lead a team of marketing professionals to develop and execute strategic and tactical action plans (?plans?) that align with organizational objectives to deliver business results at or above expectations for the U.S. commercial organization. Plans will drive awareness and demand for Ortho Clinical Diagnostics? complete line of products, services and experiences as well as direct and support selling focus for indirect sales / channel partners, corporate and government accounts. The Manager will cultivate a compelling value proposition relevant to customers? needs and wants and drive distinct competitive advantage for selling new products and services as well as expanding assay utilization within the existing U.S. installed base. The Manager will actively participate in all business planning efforts (e.g. marketing plan, annual operating plan (AOP), monthly/quarterly operating reviews, as well as ad hoc projects etc?) including market research, analysis, providing insights, presentation creation and delivery. This role will require considerable time interacting with customers, partners, field sales and service organizations to capture key insights that will drive planning and actions. Additionally, Manager will be a key voice representing the market and business needs of the U.S. to the rest of the Ortho (e.g. Business Fields, OrthoCare, and Operations). Manager ensures excellent collaboration across marketing, sales and commercial excellence.

The Responsibilities

  • Provide leadership, direction, management and development to the channel team as well as the rest of the NA marketing organization.
  • Develop, define/refine and implement the U.S. channel and corporate account marketing plan to support the achievement of the U.S. AOP and product placement targets (total, current, competitive, cash mix). Establish key performance indicators to measure program effectiveness and track trends
  • Maintain and expand a deep understanding of the U.S. physician office market (acute and non-acute), independent reference laboratories and establish productive relationships with key stakeholders, customer groups, and channel partners.
  • Drive new product introductions with all Channel Partners and Corporate Accounts to attain objectives.
  • Ensure effective product positioning is in place and work with learning and development and Transformative Marketing to ensure knowledge/capability levels are reached with the appropriate commercial personnel
  • Prepare and at times present business updates for monthly/quarterly operating reviews, NALT / GLT meetings and customer presentations & channel events (e.g. regional and national sales meetings)
  • Drive engagement and market knowledge through field travel, channel and corporate account relationships, customer visits, trade shows and attendance of sales team meetings and effective communication
  • Organize, plan and deliver exceptional experiences for sales meetings and key trade shows
  • Integrate customer knowledge and market data to ensure both on-market and future products and solutions have a strong value proposition for both the customer and the company.
  • Perform other work related duties as assigned.
  • Other Duties:

  • Participate in all U.S. ad hoc initiatives
  • Attend Channel Partner business reviews, regional, and national sales meetings

  • Participate / Lead Channel Partner business and commercial strategy reviews

  • Manage GPO / Government / Distribution Pricing Strategy

  • Manage marketing activities for key strategic accounts

  • The Individual

  • Bachelor?s Degree ideally in Business, Marketing or Healthcare Management, MBA is preferred but not required.

  • 10-15+ years of sales and marketing experience in a commercial organization with 5+ years in a management role.

  • 6-8+ years of proven indirect channel management experience in both sales and marketing capacity.

  • Strong communication, presentation and platform skills, financial acumen and organizational abilities

  • Travel- 30%, primarily US


    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:?


    For this position we will not sponsor applicants for work visas.

    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?

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