About the opportunity The Area Director, QIAstat Syndromic Solutions, is responsible for leading regional commercial execution for QIAGEN's QIAstat-Dx syndromic testing portfolio. This role provides leadership, coaching, and strategic direction to a team of QIAstat Sales Specialists to achieve regional revenue, instrument placement, menu expansion, and customer adoption goals.
The Area Director will be accountable for delivering area sales objectives across key customer segments, including hospitals, health systems, clinical laboratories, public health organizations and government accounts. This leader will operate effectively across clinical, laboratory, administrative, and executive stakeholders to expand QIAstat adoption and strengthen QIAGEN's position in syndromic molecular diagnostics.
Key ResponsibilitiesCommercial Leadership and Execution- 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.
Sales Team Management and Development- 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.
Forecasting, CRM, and Business Discipline- 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.
Your profile - Bachelor's degree required, science, business, healthcare, or related field preferred.
- Minimum of 3 years of sales management experience required. Proven record of success in sales leadership, sales management, or regional commercial execution.
- 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.
- Demonstrated ability to lead teams, coach sales performance, interpret business data, build customer partnerships, and implement regional account strategies.
- Strong understanding of competitive market dynamics and ability to position differentiated value in complex sales environments.
- 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.
Personal and Leadership Attributes- Self-motivated, disciplined, and able to work independently with a high degree of initiative.
- Excellent listening, written communication, verbal communication, and presentation skills.
- Strong business acumen and ability to translate strategy into field execution.
- Effective coach who can develop talent, improve performance, and create accountability.
- Collaborative leader who builds trust across internal teams and customer organizations.
- Comfortable leading through change, ambiguity, and evolving organizational priorities.
- Data-driven, action-oriented, and focused on measurable business outcomes.
- Customer-focused with strong executive presence and professionalism.
Location- Northeast region preferred.
The estimated base salary range for this position is $150,000-180,000. Compensation will be based on the candidate's experience, skills, geographic location, and other job-related factors. In addition to base salary, we offer a total compensation package that includes a commission plan, stocks, and generous benefits.
What we offer - Internal Academy (QIALearn)
- Employee Assistance Program
- Hybrid work (conditional to your role)
