Regional Account Specialist - Mass Spectrometry
About The Position
The Regional Account Specialist - Mass Spectrometry launches, sells, and promotes Roche’s mass spectrometry solution to customers in the South East territory. This field-based role develops and implements sales strategies for highly strategic accounts, achieving assigned revenue and financial goals while building customer relationships, expanding existing business, and creating new opportunities. The specialist works with Account Managers and other Roche functions to deliver customer support and programs, presents financial proposals and contracts, conducts product demonstrations, and involves technical personnel to resolve customer issues. The role requires broad expertise in laboratory testing and mass spectrometry products, independent judgment, strategic account development, and the ability to navigate complex health-system capital budgets. The employee must live in the territory and travel overnight as needed, sometimes on short notice.
Requirements
- Bachelor’s degree or equivalent experience.
- At least 7 years of relevant sales or equivalent experience, with the highest level of sales proficiency.
- Excellent oral and written communication skills, including the ability to deliver impactful presentations.
- Proven leadership abilities.
- Strategic planning, negotiation, contracting, and problem-solving skills.
- Must live in the South East territory.
- Broad expertise or unique knowledge in the laboratory testing segment.
- Complete knowledge of mass spectrometry products and services.
- Ability to exercise independent judgment in methods, techniques, and evaluation criteria.
Nice To Haves
- Experience with Liquid Chromatography / Mass Spectrometry (LC/MS) customers and/or products.
- Specific LC/MS experience is preferred.
Responsibilities
- Develop and implement capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts.
- Plan, organize, and control balanced sales growth, account penetration, and customer satisfaction.
- Sell company products and services to new accounts and expand existing accounts; develop new business opportunities and emerging areas.
- Manage strategic partner relationships and ensure account development strategies are executed.
- Use product, market, and sales expertise to manage complex sales and resolve customer questions and concerns.
- Identify opportunities and create and implement solutions to retain, extend, and acquire customers.
- Build client relationships that support growth, profitability, and predictability.
- Communicate with relevant Roche functions to coordinate sales support and delivery of programs and products.
- Work with Account Managers to call on prospective and current customers.
- Develop and present financial proposals and contracts that enhance profitability and protect margins.
- Conduct product demonstrations and engage technical personnel to address customer issues as needed.
- Help customers navigate health-system capital budgets and maximize capital budget cycles.
- Manage sales expenses and may participate in setting sales targets and designing the territory sales plan.
- Travel overnight as needed, including on short notice, to cover the territory and maximize customer-facing time.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
