Strategic Account Executive

Roche•Indianapolis, IN

1d•Onsite

About The Position

At Roche, you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. This role supports our Tissue Diagnostics franchise and will be responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. This role is focused on the region’s largest customers, large strategic scenarios, reference labs and competitive opportunities. The position requires developing partnerships with all levels of Buying Influences, including C-Suite, Lab Directors, Lab Managers, Histotechnologist, Safety Officers, and Materials Management. Additionally, value quantification presentations to potential customers are required. This is a field-based role, with the territory including Philadelphia, Central & Eastern Pennsylvania. Candidates must reside within 50 miles of the territory border.

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

Meeting and exceeding sales objectives (capital instruments & reagents) in targeted Anatomic Pathology labs within the assigned geography.
Maintaining & growing existing accounts & developing new accounts in the assigned geography.
Developing partnerships with all levels of Buying Influences to include: C-Suite, Lab Directors, Lab Managers, Histotechnologist, Safety Officers, Materials Management, etc.
Positioning requires value quantification presentations to potential customers.
Demonstrating in-depth knowledge of the full portfolio of products offered by Roche Diagnostics, Tissue Division.
Actively promoting and selling Roche products and software solutions to customers through daily engagement with Pathologists, Medical Directors, Lab Administration and Lab technicians.
Managing and prioritizing multiple account management projects at a time, while maintaining sharp attention to detail.
Meeting with customers to discuss their evolving needs and to assess the quality of our company’s relationship with them.
Coordinating the involvement of company personnel, including support, service, and management resources (specialists), in order to meet account performance objectives and customers’ expectations.
Proactively leading 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 communicating the progress of monthly/quarterly initiatives to internal and external stakeholders.
Proactively assessing, clarifying, and validating customer needs on an ongoing basis.
Achieving assigned sales quota in designated strategic accounts.
Closely coordinating company executive involvement and Customer Service Representatives to ensure customer satisfaction and problem resolution.
Driving consistent results & partnerships through customer focused selling skills.