Account Executive - Pathology Lab

Roche•Washington, DC

1d•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 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 company products or services. This is a fully qualified, career-oriented position with a complete knowledge of company products and services, resolving a wide range of issues in creative ways. The Account Executive works on problems of diverse scope where analysis of data requires evaluation of identifiable factors, demonstrating good judgment in selecting methods and techniques for obtaining solutions, and networking with senior internal and external personnel in their area of expertise. The role is responsible for selling the company's products or services, developing new accounts, and/or expanding existing accounts. The Account Executive normally receives little instruction on day-to-day work, with general instructions on new assignments. This is a field-based role with the territory including Virginia. Relocation benefits are not provided, and the employee 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.