Digital Sales Specialist - Central Lab

Roche•Indianapolis, MA

9d•$117,300 - $217,900•Remote

About The Position

At Roche, we are driven by a mission to create a healthier future by advancing science and ensuring access to healthcare. We foster a culture where individuals can express themselves, engage in open dialogue, and build genuine connections, ensuring everyone is valued, accepted, and respected. This role is part of the Roche Digital Solutions sales organization, specifically as a Digital Central Lab Consultant. The primary responsibility is to sell the Roche navify digital portfolio to Integrated Health Networks (IHN), hospital, and reference laboratory customers. This field-based position requires deep expertise in consultative sales, laboratory workflow, IT infrastructure, data flow, informatics, laboratory medicine, laboratory operations, digital applications (such as middleware and business intelligence tools), and Laboratory Information Systems (LIS). The consultant will engage with clinical laboratory stakeholders to provide customized Roche digital solutions and strategic recommendations on digital processes. The role involves early engagement in the sales cycle to understand customer needs, deliver customized demonstrations, and design tailored digital solutions in collaboration with cross-functional teams from both Roche and the customer's organization.

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.