National Business Manager - Corporate Accounts

About the position

The National Business Manager shall take a long term strategic approach with a customer-centric focus. The National Business Manager is responsible for providing superior customer experiences through value based selling - positioning comprehensive solutions to grow current business & contract for new business by communicating the value of Roche offerings both strategically and financially for customers. They will also be responsible for managing and coordinating activities of other employees, providing direction, accountability, and communication on a single, strategic account. The National Business Manager shall become the expert for high level customer needs and shall match solutions to meet their objectives with a strong knowledge and deep understanding of Roche products. This person should seek opportunities beyond the laboratories and shape healthcare for the benefit of patients. Maintains an exceptional understanding of the strategic accounts' strategy, positioning, and the priorities of high-level key buying influences (ie. C-Suite, Service Line VP's, CMO, and Supply Chain). Additionally, Winning and contracting for new business focusing on (1) Delivering medical value on integrated testing solutions, (2) Enabling confident healthcare decisions, and (3) Improving care along patient journeys. Has complete knowledge and command of all company products and services across the Franchises/Divisions/Affiliates. The position requires significant levels of sales proficiency as well as specific industry experience. The ultimate accountable role for large, complex strategic accounts. Owns the sales strategy, orchestrates sales execution, and identifies and deploys resources specifically designed to deliver value to patients and healthcare. Responsible for hiring, terminating and implementing disciplinary decisions affecting employees. Interacts with sales leadership to communicate sales performance in territory, and cooperates with Marketing to implement promotional strategies and to monitor competitor's activities. Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions. Leadership in Sales Strategy: Assumes an active role in developing and implementing sales strategies to achieve objectives, focusing on customer centricity, innovation, access, and partnering. Customer Collaboration: Understands and collaborates with customers to co-create strategic visions based on their goals, leveraging strong product and industry knowledge, market dynamics, sales experience, and communication skills. Knowledge Sharing: Continuously builds and shares knowledge of industry trends, competitive information, and technical knowledge with Roche colleagues. Customer Relationships: Establishes and maintains strong executive-level customer relationships within and outside the US, driving growth, profitability, and predictability. Team Management and Development: Directs and develops a CAM team, fostering organizational agility, co-creating value with customers, and maximizing the use of Roche sales tools. Coordinates multidisciplinary teams to deliver comprehensive solutions and supports team development for success with strategic accounts. This is a field-based role - Candidates can be based anywhere in the U.S.

Responsibilities

• Provide superior customer experiences through value based selling.
• Position comprehensive solutions to grow current business & contract for new business.
• Manage and coordinate activities of other employees.
• Become the expert for high level customer needs and match solutions to meet their objectives.
• Maintain an exceptional understanding of the strategic accounts' strategy and priorities.
• Win and contract for new business focusing on delivering medical value, enabling confident healthcare decisions, and improving care along patient journeys.
• Own the sales strategy and orchestrate sales execution.
• Interact with sales leadership to communicate sales performance in territory.
• Cooperate with Marketing to implement promotional strategies and monitor competitor's activities.
• Maintain and continuously improve the quality system and achieve quality objectives.
• Develop and implement sales strategies focusing on customer centricity, innovation, access, and partnering.
• Collaborate with customers to co-create strategic visions based on their goals.
• Build and share knowledge of industry trends and competitive information.
• Establish and maintain strong executive-level customer relationships.
• Direct and develop a CAM team and coordinate multidisciplinary teams.

Requirements

• Bachelor's Degree or equivalent experience.
• 5+ years relevant sales or equivalent experience.

Nice-to-haves

• Relevant sales or equivalent experience.
• National Accounts stakeholder sales experience.
• Excellent oral and written communication skills including making impactful presentations.
• Proven leadership & coaching abilities.
• Negotiation, contracting and problem solving skills.
• Strategic planning and organizational skills.

Benefits

• Eligible for incentive compensation calculated and paid in accordance with the applicable Incentive Compensation Plan.