Account Executive - Pathology Lab

Roche•Indianapolis, IN

5d•Onsite

About The Position

This role supports Roche's Tissue Diagnostics (Pathology) franchise and is responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. The Account Executive will typically manage medium to large accounts or have a medium to large quota/territory. Key responsibilities include developing customer prospects, creating and maintaining relationships with decision makers, and contacting/visiting existing and potential customers. The role involves building and maintaining a network of colleagues, partners, and customers to share information and obtain prospects. Additionally, the position requires delivering value quantification presentations to potential customers, demonstrating in-depth knowledge of the product line and other company products or services. This is a seasoned, experienced professional role that resolves a wide range of issues in creative ways, demonstrating good judgment in selecting methods and techniques for obtaining solutions. The Account Executive networks with senior internal and external personnel in their area of expertise and is responsible for selling the company's products or services, developing new accounts, and/or expanding existing accounts. They receive little instruction on day-to-day work and general instructions on new assignments. This is a field-based role with a territory that includes Florida. Relocation benefits are not provided, and the individual must live within 50 miles of the territory border.

Requirements

Bachelor’s degree or equivalent experience
3 years relevant sales or equivalent experience
Must live within 50 miles of the territory border (Florida)

Nice To Haves

Proven leadership abilities
Negotiation, contracting and problem solving skills
Ability to work in a regulated environment
Strategic planning and organizational skills
Participation in an approved accelerated development, fellowship or rotational program may be considered in lieu of experience.

Responsibilities

Contacts new and existing customers to meet and exceed sales objectives in targeted accounts.
Develops new business and grows existing business.
Maintains customer relationships and troubleshoots customer problems.
Identifies and develops strategic account plans.
Develops and delivers the differentiating message and quantifiable economic value for products and services.
Sells the primary differentiation of Roche products.
Overcomes and manages objections.
Negotiates to obtain sales.
Generates demand and maximizes product awareness by working with and providing education and information to customers.
Implements strategic initiatives and plans to facilitate sales process and productivity.
Works with others to prepare proposals for assigned accounts.
Presents all contract proposals to customers to maximize overall business and profitability, which may require some negotiation.
Conducts and organizes necessary territory planning and routing for efficiency.
Conducts business analysis and planning.
Communicates competitive market information internally.
Networks and interfaces with internal colleagues to share information and best practices.
Remains actively involved in industry/customer organizations that impact business.
Maintains and continuously improves the quality system and achieves quality objectives through daily actions.