Account Executive - Pathology Lab

Roche • Indianapolis, IN

5d • Remote

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 be responsible for medium to large accounts or have a medium to large quota/territory. This position requires developing customer prospects and creating and maintaining relationships with decision makers. The role involves contacting and visiting existing and potential customers, 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 and demonstrating in-depth knowledge of the product line and other products or services. This is a seasoned, experienced professional role with a complete knowledge of company products and services, responsible for resolving a wide range of issues in creative ways. The role involves analyzing data to evaluate identifiable factors and demonstrating good judgment in selecting methods and techniques for obtaining solutions. The Account Executive will network 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. The role receives little instruction on day-to-day work and general instructions on new assignments. This is a field-based role with a territory including New Jersey & Delaware. Relocation benefits are not provided, and the individual must live within 50 miles of the territory.

Requirements

• Bachelor’s degree or equivalent experience
• 3 years relevant sales or equivalent experience
• Must live within 50 miles of the territory.

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, by developing new business, growing existing business, maintaining customer relationships and troubleshooting 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, as needed or required, 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.

Benefits

• Eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role.
• Qualifies for the benefits detailed at the link provided below.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior