Strategic Account Executive - Pathology Lab

Roche • Boston, MA

3d • Onsite

About The Position

This role supports Roche's Tissue Diagnostics franchise and is responsible for meeting and exceeding sales objectives in targeted accounts within the Mid Atlantic Region, specifically focusing on the region’s largest customers, large strategic scenarios, massive consolidations, and/or largest competitive opportunities. The position involves maintaining and growing existing accounts, developing new accounts, and building partnerships with various stakeholders within customer organizations, including C-Suite, Lab Directors, Lab Managers, Histotechnologists, Safety Officers, and Materials Management. The role also requires delivering value quantification presentations to potential customers. This is a field-based position with a territory covering the Boston area and parts of Connecticut. Candidates must reside within 50 miles of the territory border. Relocation benefits are not provided.

Requirements

• Bachelor’s degree or equivalent experience
• 5+ years relevant sales or equivalent experience
• Customer focused selling skills is a must to drive consistent results & partnerships.

Nice To Haves

• Capital sales experience
• Pathology/Digital Pathology sales experience
• Strategic planning and organizational skills
• Experience working with multiple call points (lab managers, directors, clinicians, c-suite)
• Proven leadership abilities
• Understanding of performance metrics
• Ability to work in a regulated environment
• Excellent oral and written communication skills including making impactful presentations
• Hands on experience with CRM software and MS Office (particularly MS Excel)
• Strong negotiation skills with a problem-solving attitude

Responsibilities

• Meet and exceed sales objectives (capital instruments & reagents) in targeted Anatomic Pathology labs within the Mid Atlantic Region.
• Maintain and grow existing accounts and develop new accounts in the assigned geography.
• Develop partnerships with all levels of Buying Influences to include: C-Suite, Lab Directors, Lab Managers, Histotechnologist, Safety Officers, Materials Management, etc.
• Deliver value quantification presentations to potential customers.
• Demonstrate in-depth knowledge of the full portfolio of products offered by Roche Diagnostics, Tissue Division.
• Juggle multiple account management projects at a time, while maintaining sharp attention to detail.
• Meet with customers to discuss their evolving needs and to assess the quality of the company’s relationship with them.
• Coordinate the involvement of company personnel, including support, service, and management resources (specialists), in order to meet account performance objectives and customers’ expectations.
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
• Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Achieve assigned sales quota in designated strategic accounts.
• Closely coordinate company executive involvement and Customer Service Representatives to ensure customer satisfaction and problem resolution.

Benefits

• Incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role.
• Benefits detailed at the link provided below.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree