Account Executive

Roche•Indianapolis, IN

23d•$99,700 - $185,100•Onsite

About The Position

At Roche, we foster a culture where you can be yourself, embraced for your unique qualities. Our environment encourages personal expression, open dialogue, and genuine connections, ensuring you are valued, accepted, and respected. This allows you to thrive both personally and professionally as we work to prevent, stop, and cure diseases and ensure universal access to healthcare. The Account Executive - Core Lab position is a field-based role responsible for meeting and exceeding sales objectives in targeted accounts within the San Jose, San Francisco, and Marin, CA territory. This role requires a professional with wide-ranging experience, capable of dealing with diverse and complex issues, requiring in-depth evaluation and judgment. You will network with senior internal and external personnel and key contacts outside your area of expertise. The position involves developing customer prospects, creating and maintaining relationships with decision-makers, contacting existing and potential customers, and building a network of colleagues, partners, and customers. A key aspect of this role is delivering value quantification presentations, demonstrating in-depth knowledge of the product line and other Roche offerings. You will also be responsible for maintaining and improving the quality system and achieving quality objectives.

Requirements

You have a Bachelor’s degree or equivalent experience
You have 3 years of relevant sales or equivalent experience
Participation in an approved accelerated development, fellowship or rotational program may be considered in lieu of experience
You must live within 50 miles of the territory with ability to travel throughout the territory for customer meetings.

Nice To Haves

Minimum of 3 years experience in the Diagnostics industry; 5 years preferred.
Minimum of 3 years experience selling capital equipment and laboratory equipment into Hospitals and Reference Laboratories; 5 years preferred
Have experience working in complex sales environments with demonstrated success over time
Have successful negotiation, strategic planning and organizational skills

Responsibilities

Responsible for meeting and exceeding sales objectives in targeted accounts across specified territories.
Typically responsible for medium to large accounts or have a medium to large quota/territory.
Must develop customer prospects and create and maintain relationships with decision makers.
Contacts/visits existing and potential customers.
Works to build and maintain network of colleagues, partners, and customers to share information and obtain prospects.
Additionally, position requires value quantification presentations to potential customers.
Must demonstrate in-depth knowledge of product line and have a more in-depth knowledge of other products or services.
Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.
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.
Identifying and developing strategic account plans, developing and delivering the differentiating message and quantifiable economic value for products and services, selling the primary differentiation of Roche products, overcoming and managing objections, and negotiating 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 while remaining actively involved in industry/customer organizations that impact business.