Note: The job is a remote job and is open to candidates in USA. QIAGEN is dedicated to revolutionizing science and healthcare, and they are seeking an Area Sales Director for their QIAstat-Dx syndromic testing portfolio. This role involves leading a team to achieve sales objectives and expand QIAstat adoption across various healthcare segments.
Responsibilities
- Lead, coach, and develop a team of QIAstat Sales Specialists to achieve regional sales, placement, go-live, menu expansion, and budget objectives
- Drive execution of the regional QIAstat commercial plan, including new instrument placements, competitive conversions, customer expansions, and utilization growth
- Achieve area revenue and budget targets through disciplined pipeline management, opportunity prioritization, and cross-functional execution
- Maximize menu penetration in new and existing accounts by driving adoption of additional QIAstat assays and supporting net-new assay go-lives
- Develop and implement regional account strategies for hospitals, IDNs, public health systems, government accounts, physician office laboratories, and other target segments
- Build relationships across key stakeholder groups, including Laboratory, Infectious Disease, Infection Prevention, Emergency Medicine, Pediatrics, Pulmonology, Hospital Administration, Risk Management, Employee Health, Human Resources, Pharmacy, and Finance
- Partner with Health System Executives, Key Account teams, Marketing, Field Applications, Service, Customer Care, Contracting, and Technical Support to maximize revenue and customer success
- Monitor market dynamics, competitive activity, customer needs, and reimbursement or contracting trends that may affect regional performance
- Recruit, hire, retain, and develop high-performing QIAstat Sales Specialists to ensure strong regional coverage and execution
- Ensure the area team is appropriately staffed and aligned to business priorities
- Establish clear written performance goals and development plans for each direct report
- Conduct regular coaching, quarterly performance reviews, field rides, and documented performance discussions
- Train and develop new hires to ensure they meet onboarding milestones and new-hire productivity expectations
- Drive strong field activity and selling behaviors, including customer calls, site visits, demonstrations, evaluations, contracting progress, and executive engagement
- Serve as a leadership role model by demonstrating QIAGEN core competencies, including customer focus, business focus, communication, collaboration, accountability, initiative, change management, and development of people
- Maintain strong bottom-up forecast discipline through weekly opportunity reviews and consistent pipeline inspection
- Drive accurate and timely CRM documentation, including opportunity status, customer activity, next steps, forecast category, close timing, and competitive intelligence
- Monitor CRM compliance and use data to identify risks, gaps, trends, and coaching opportunities
- Maximize asset utilization and team selling across the area, including engagement with Health System Executives, Key Account teams, Field Applications, and other internal stakeholders
- Analyze top non-HSE customers and develop action plans to move strategic accounts toward committed contracts where appropriate
Skills
- Minimum of 3 years of sales management experience required
- Proven record of success in sales leadership, sales management, or regional commercial execution
- Demonstrated ability to lead teams, coach sales performance, interpret business data, build customer partnerships, and implement regional account strategies
- Ability to collaborate cross-functionally with Marketing, Field Applications, Service, Technical Support, Contracting, Customer Care, and executive account teams
- Proficiency with CRM systems and Microsoft Office applications, including Word, Excel, Outlook, PowerPoint, and web-based business tools
- Travel required; approximately 50% or more of time spent in the field
- Valid driver's license required
- Bachelor's degree required, science, business, healthcare, or related field preferred
- Experience in in vitro diagnostics, molecular diagnostics, clinical laboratory sales, capital equipment sales, or hospital-based healthcare sales strongly preferred
- Knowledge of syndromic molecular testing, infectious disease diagnostics, clinical laboratory workflow, and hospital decision-making processes preferred
- Location: Northeast region preferred
Benefits
- Bonus/Commission
- Local benefits
- Referral Program
- Volunteer Day
- Internal Academy (QIALearn)
- Employee Assistance Program
- Hybrid work (conditional to your role)
Company Overview