Digital Sales Specialist - Pathology

Roche•Indianapolis, SC

2d•$100,400 - $186,400•Onsite

About The Position

At Roche, we foster a culture where you can be yourself and are embraced for your unique qualities. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted, and respected, allowing you to thrive 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 Opportunity: A seasoned professional with wide-ranging experience. Deals with diverse and often times complex issues, where analysis may require in-depth evaluation of many factors. Exercises judgment in evaluating methods and determines criteria for obtaining solutions. Collaborates with a broad group of internal and external stakeholders, often coordinating the activities of other employees. Networks with senior internal and external personnel in the area of expertise as well as some key contacts outside the area of expertise. 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. This is a field based role - the territory is Charlotte, NC, Atlanta, GA, Montgomery, AL, Birmingham, AL and Charleston, SC. Candidate must reside within 50 miles of territory border. No relocation benefits provided.

Requirements

Bachelor’s degree or equivalent experience
5 + years relevant sales or equivalent experience required with the highest level of sales proficiency

Nice To Haves

Enterprise software sales, consulting and services experience; ideally in a pre-sales or support position; experience in healthcare industry a plus
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. Strategic planning and organizational skills
Negotiation, contracting and problem solving skills
Ability to work in a regulated environment
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

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
Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions
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.