Key Account Manager - Custom Biotech - N. California and Pacific Northwest

Roche • Sacramento, CA

4d • Onsite

About The Position

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both 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 Position Key Account Manager - Custom Biotech - Northern California and Pacific Northwest A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche. The Opportunity: Building on over 30 years of industry experience, Roche Custom Biotech uses the powerful multidisciplinary skills found in Roche facilities across the world. The team offers products and solutions for manufacturers in the diagnostics and pharma biotech industry, ranging from raw materials to system solutions for bioprocessing. Leveraging the unique know-how of Roche Diagnostics and Roche Pharmaceuticals, our Key Account Managers work to deliver high-quality raw materials, instrumentation, products, and services for the biopharmaceutical, cell therapy, or in vitro diagnostics business. As a Key Account Manager, you will:

Requirements

• Bachelor’s Degree or equivalent experience
• 7+ years relevant sales or equivalent experience

Nice To Haves

• 7+ years of B2B sales experience preferred
• Excellent oral and written communication skills, including making impactful presentations
• Proven leadership abilities
• Negotiation, contracting, and problem-solving skills
• Ability to work in a regulated environment
• Strategic planning and organizational skills

Responsibilities

• Drive sales of Roche products and solutions by developing new business and expanding relationships within existing accounts.
• Own and execute a strategic territory plan to achieve and exceed growth targets, including travel across assigned Pharma, Biotech, and IVD manufacturer accounts.
• Proactively engage new and existing customers to build strong partnerships, identify opportunities, and deliver solutions that meet or exceed sales objectives.
• Develop and execute strategic account plans that clearly articulate Roche’s differentiated value, including measurable economic impact, while effectively addressing objections and navigating complex negotiations.
• Generate demand and increase product awareness by delivering impactful customer education, insights, and tailored solution positioning.
• Collaborate cross-functionally to develop and present compelling proposals, ensuring alignment with customer needs and maximizing overall business value and profitability.
• Plan and manage territory activities efficiently, optimizing routing and prioritization to maximize customer engagement and results.
• Gather and translate market intelligence and competitive insights to inform strategy and strengthen Roche’s position in the market.
• Lead negotiations for new and existing long-term agreements, ensuring mutually beneficial outcomes for customers and Roche.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees