Digital Sales Specialist - Central Lab

Roche•Indianapolis, IN

5d•$111,700 - $207,500•Onsite

About The Position

The Digital Sales Specialist is a field-based role in Roche’s Digital Solutions sales organization, selling the Roche navify digital portfolio to integrated health networks, hospitals, and reference laboratories. The role calls for consultative sales experience and expertise in laboratory workflows, IT infrastructure, data flow, informatics, laboratory medicine and operations, digital applications, and Laboratory Information Systems (LIS). The specialist consults with clinical laboratory stakeholders on customized Roche digital solutions and provides strategic recommendations on digital processes. The specialist engages early in the sales cycle to understand customer needs, deliver tailored demonstrations, and design digital solutions in partnership with cross-functional stakeholders at Roche and customer organizations. The territory covers Indiana, Kentucky, and Missouri; candidates must live within 50 miles of the territory. Travel is estimated at 75% or more. The stated expected salary range, based on Indianapolis, Indiana, is $111,700–$207,500. Actual pay depends on experience, qualifications, geographic location, and other job-related factors. The position is eligible for incentive compensation under the applicable plan. Relocation benefits are not available. The posting says the position qualifies for benefits detailed at a linked page but does not list specific benefits.

Requirements

Bachelor’s degree in a related field, such as Information Technology, Medical Technology, or Life Sciences, or equivalent experience.
At least 5 years of relevant or equivalent experience, such as healthcare digital solutions sales or laboratory diagnostics sales.
Autonomy and organization, with effective communication, negotiation, and problem-solving skills.
Familiarity with digital solutions, laboratory middleware solutions, and hospital LIS systems.
Experience presenting technical information to large external and internal audiences.
Must live within 50 miles of the Indiana, Kentucky, and Missouri territory.
Able to travel; estimated travel is 75% or more.

Nice To Haves

Experience in the chemistry, immunoassay, or molecular laboratory space.
At least 3 years of experience in a clinical central laboratory as a Medical Laboratory Scientist or Medical Technologist.
At least 2 years of experience working in or in close partnership with a clinical laboratory LIS department.
Current or previous experience working for a clinical IVD vendor.
High proficiency in communicating and presenting clear verbal and written technical information to external and internal audiences, with the ability to influence without authority.

Responsibilities

Generate new customer demand across the Core Lab and Molecular navify portfolio, including middleware, connectivity, informatics, and apps.
Engage in strategic digital discussions with customer buying influences, from technical end users to executive decision-makers.
Collaborate with sales and implementation stakeholders to define and align total-solution sales strategies and meet or exceed sales targets.
Analyze laboratory processes, develop solution proposal presentations, and recommend solutions in alignment with internal stakeholders.
Deliver software demonstrations and tailored technical presentations to internal and external audiences.
Translate customer needs into internal action while balancing business priorities and goals.
Use clinical and financial acumen to understand customer needs and position the value of Roche digital solutions.
Qualify leads and use workflow analysis and impact-study outcomes to differentiate Roche’s solution and demonstrate its value.
Provide in-depth technical expertise regarding assigned product lines.
Work cross-functionally to share information and best practices and stay informed about industry and customer trends affecting the business.
Follow a standardized end-to-end approach to create evidence-based, differentiated value for the solution portfolio, both inside and outside the laboratory.