Digital Sales Specialist - Pathology

Roche • Indianapolis, IN

12h • Onsite

About The Position

This is a field-based role for a seasoned professional with wide-ranging experience in selling and promoting complex medical diagnostics capital equipment for a particular product line to customers in the territory. The role involves implementing sales plans to achieve revenue goals, managing key partner relationships, and executing IT strategy. The specialist will collaborate with Account Executives, conduct product demonstrations, develop financial proposals and contracts, and resolve customer issues with technical personnel. They will also contribute to sales targets and territory sales plans, control sales expenses, and maintain the quality system. The territory includes Charlotte, NC, Atlanta, GA, Montgomery, AL, Birmingham, AL, and Charleston, SC. The candidate must reside within 50 miles of the territory border, and no relocation benefits are provided.

Requirements

• Bachelor’s degree or equivalent experience.
• 5 + years relevant sales or equivalent experience required with the highest level of sales proficiency.
• Must be autonomous and organized with effective communication skills, listening, verbal and written.
• Experience with presenting technical information to both external and internal audiences.
• Strong problem solving skills.
• Knowledge of technical and market issues / factors.
• Strategic planning and organizational skills.
• Proven leadership abilities for a sales region.
• Negotiation, contracting and problem solving skills.
• Ability to work in a regulated environment.

Nice To Haves

• Enterprise software sales, consulting and services experience; ideally in a pre-sales or support position; experience in healthcare industry a plus.
• Knowledge of technical and market issues/factors preferred.
• Ability to travel 4 weekdays per week preferred.
• IT Network and/or IT Security knowledge, cybersecurity.
• Knowledge of technical and market issues/factors preferred.
• Ability to travel 4 weekdays per week preferred.

Responsibilities

• Specialized in selling and promoting complex medical diagnostics capital equipment for a particular product line to customers in the territory.
• Implements sales plans designed to achieve established revenue and financial goals.
• Responsible for significant key partner relationship management and development.
• Responsible for IT strategy execution and evolution as market dynamics change.
• Works in coordination with Account Executives to call on prospective and current company customers and conduct product demonstrations.
• Develops and presents comprehensive financial proposals and contracts.
• Involves technical personnel to resolve customers' issues and problems as needed.
• May participate in the establishment of sales targets and design of the territory's sales plan; controls sales expenses.
• Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.
• Provides expert technical advice to support a variety of pre and/or post sales activities to manage complex sales and resolve customer questions and concerns.
• Provides technical expertise through sales presentations, product demonstrations.
• Assists the sales and/or field staff in assessing potential application of company products to meet customer needs and preparing detailed product specifications for the development and implementation of customer applications and/or solutions.
• Provides consultation to prospective users and/or product capability assessment and validation.
• Provide follow-up support to sales staff and customer personnel by disseminating technical information on specific applications.
• Ensures that the product application/solution is functioning according to specifications.
• Assumes an active leadership role during the collaborative development and implementation of sales strategies to attain assigned sales objectives.
• Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and share with other Roche colleagues.
• Retains, extends, and acquires customers through effective identification of opportunities and the creation and implementation of solutions.
• Establishes and builds strong client relationships that allow for growth, profitability and predictability.
• Communicates with other relevant Roche functions to ensure needed sales support and delivery of programs/products.
• Proactively engage the customer early in the decision making process.
• Align with regional sales priorities (must win accounts).
• Secure key trusted relationships with CIO’s, LIS Managers, Data Security and Lab IT managers.
• Engage in Strategic IT discussions with key buying influences early in the sales process.
• Consultative - Understand customer’s needs/challenges.
• Ability to assess, analyze and present clearly the customer IT Workflow Mapping.
• Develop pricing/contracting solutions.
• Own the transition of the pre- implementation process over to the ITSE (level 2).
• Ensure the accuracy and thoroughness of all IT systems and components for install.
• Ongoing communication and alignment with the regional sales team.
• Responsible for administrative requirements including expense, project reports, status reports and adherence to regulatory requirements.

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