Strategic Account Executive

Roche•Indianapolis, IN

1d•Onsite

About The Position

This role supports our Tissue Diagnostics franchise and will be responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. Responsible for meeting and exceeding sales objectives (capital instruments & reagents) in targeted Anatomic Pathology labs within the assigned geography. This role is focused on the region’s largest customers, large strategic scenarios, reference labs and competitive opportunities. Must maintain & grow existing accounts & 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. Additionally, position requires value quantification presentations to potential customers. This is a field based role: the territory includes Philadelphia, Central & Eastern Pennsylvania. Candidates must reside within 50 miles of the territory border. Relocation benefits are not provided for this role.

Requirements

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

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

Must demonstrate in-depth knowledge of the full portfolio of products offered by Roche Diagnostics, Tissue Division.
Actively promote and sell Roche products and software solutions to customers through daily engagement with Pathologists, Medical Directors, Lab Administration and Lab technicians.
Proven ability to manage and prioritize 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 our 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 assesses, clarifies, and validates customer needs on an ongoing basis.
Achieves assigned sales quota in designated strategic accounts.
Closely coordinates company executive involvement and Customer Service Representatives to ensure customer satisfaction and problem resolution.
Customer focused selling skills are a must to drive consistent results & partnerships.