Strategic Account Executive - Pathology Lab

Roche•Indianapolis, IN

2d•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 large strategic customers, consolidations, and competitive opportunities. The position involves maintaining and growing existing accounts, developing new ones, and building partnerships with various stakeholders within customer organizations, from C-suite to lab personnel. The role requires delivering value quantification presentations and is a field-based position covering the Boston area and parts of Connecticut. Candidates must reside within 50 miles of the territory border, and relocation benefits are not provided.

Requirements

Bachelor’s degree or equivalent experience.
5+ years relevant sales or equivalent experience.
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.

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.

Responsibilities

Meet and exceed sales objectives (capital instruments & reagents) in targeted Anatomic Pathology labs within the Mid Atlantic Region.
Focus on the region’s largest customers, large strategic scenarios, massive consolidations and/or largest competitive opportunities.
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.
Utilize customer-focused selling skills to drive consistent results & partnerships.