Account Executive

Roche • Indianapolis, IN

24d • $99,700 - $185,100 • Remote

About The Position

At Roche, we foster a culture where you can show up as yourself, embraced for your unique qualities. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted, and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop, and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

The Position
Account Executive - Core Lab
A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche.
The Opportunity:
A professional with wide-ranging experience. Deals with diverse and oftentimes complex issues, where analysis may require in-depth evaluation of many factors. Exercises judgment in evaluating methods and may determine criteria for obtaining solutions. May coordinate the activities of other employees. Networks with senior internal and external personnel in area of expertise as well as some key contacts outside area of expertise.

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.
This is a field based role - the territory is San Jose, San Francisco and Marin, CA. You must live within 50 miles of the territory with ability to travel throughout the territory for customer meetings.

Requirements

• Bachelor’s degree or equivalent experience
• 3 years of relevant sales or equivalent experience
• Must live within 50 miles of the territory (San Jose, San Francisco and Marin, CA) 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
• Experience working in complex sales environments with demonstrated success over time
• Successful negotiation, strategic planning and organizational skills

Responsibilities

• Responsible for meeting and exceeding sales objectives in targeted accounts across specified territories.
• Develop customer prospects and create and maintain relationships with decision makers.
• Contact/visit existing and potential customers.
• Build and maintain a network of colleagues, partners, and customers to share information and obtain prospects.
• Deliver value quantification presentations to potential customers.
• Demonstrate in-depth knowledge of product line and other products or services.
• Maintain and continuously improve the quality system and achieve quality objectives through daily actions.
• Contact 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.
• Identify and develop strategic account plans.
• Develop and deliver the differentiating message and quantifiable economic value for products and services.
• Sell the primary differentiation of Roche products.
• Overcome and manage objections, and negotiate to obtain sales.
• Generate demand and maximize product awareness by working with and providing education and information to customers.
• Implement strategic initiatives and plans to facilitate sales process and productivity.
• Work with others, as needed or required, to prepare proposals for assigned accounts.
• Present all contract proposals to customers to maximize overall business and profitability, which may require some negotiation.
• Conduct and organize necessary territory planning and routing for efficiency.
• Conduct business analysis and planning.
• Communicate competitive market information internally.
• Network and interface with internal colleagues to share information and best practices while remaining actively involved in industry/customer organizations that impact business.

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: https://roche.ehr.com/default.ashx?CLASSNAME=splash

What This Job Offers

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