Digital Sales Specialist

Roche•Indianapolis, IN

1d•Onsite

About The Position

At Roche, the Digital Sales Specialist, also referred to as a Digital Central Lab Consultant, is responsible for selling the Roche navify digital portfolio to IHN, hospital, and reference laboratory customers. This field-based position requires consultative sales experience and expertise in lab workflow, IT infrastructure, data flow, informatics, laboratory medicine, laboratory operations, digital applications (i.e. middleware, business intelligence tools, etc.), and Laboratory Information Systems (LIS). The role involves effectively consulting with clinical laboratory stakeholders on customized Roche digital solutions and providing strategic recommendations on digital processes. The specialist engages early in the sales cycle to understand customer needs, deliver customized demos, and design customized digital solutions in partnership with cross-functional stakeholders across Roche’s and customers’ teams. The ultimate goal is to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come.

Requirements

Bachelor’s Degree in a related field (i.e. Information Technology, Medical Technology, Life Sciences) or equivalent experience.
5+ years relevant or equivalent experience (i.e. healthcare digital solutions sales, laboratory diagnostics sales)
Must be autonomous and organized with effective communication, negotiation, and problem solving skills
Familiarity with digital solutions, laboratory middleware solutions and hospital LIS systems
Experience with presenting technical information to large external and internal audiences

Nice To Haves

Preferred experience in the chemistry/immunoassay/molecular laboratory space.
3+ years of experience within the clinical central laboratory as a Medical Laboratory Scientist/Medical Technologist
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
Highly proficient in communicating and presenting clear verbal and written technical information to both external and internal audiences with the ability to influence without authority

Responsibilities

Generates new customer demand across the full portfolio of Core Lab and Molecular navify products (middleware, connectivity, informatics, apps, etc).
Engage in strategic digital discussions with key customer buying influences, from technical end users to executive level decision makers.
Collaborate with internal stakeholders across sales and implementation teams to define and align on total solution sales strategies to consistently meet and exceed sales targets.
Conduct laboratory process analysis, develop solution proposal presentations, and deliver recommendations to customers in close alignment with internal stakeholders.
Deliver software demos and tailored technical presentations to internal and external audiences.
Adept at translating customer needs into internal action to meet those needs while balancing key business priorities and goals.
Strong clinical and financial acumen with a demonstrated ability to understand and translate customer needs to effectively position the value of Roche digital solutions.
Effectively qualify leads and utilize outcomes from workflow analysis and impact studies to provide competitive differentiation and value to the overall customer solution.
Provides in-depth technical expertise regarding assigned product lines.
Work cross functionally with internal stakeholders to share information and best practices while remaining actively informed on industry/customer trends that impact business.
Follow a standardized end-to-end approach that creates evidence-based, differentiated value for the solution portfolio, both inside and outside the walls of the laboratory.