Strategic Account Manager - Pathology Lab

Roche•Indianapolis, IN

5d•Onsite

About The Position

This role supports Roche's Tissue Diagnostics franchise and is responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. The focus is on the region’s largest customers, large strategic scenarios, reference labs, and competitive opportunities. The role requires maintaining and growing existing accounts, developing new accounts, and building partnerships with various levels of buying influences within customer organizations, including C-Suite, Lab Directors, Lab Managers, Histotechnologists, Safety Officers, and Materials Management. The position also involves delivering value quantification presentations to potential customers. This is a field-based role with a territory covering California, and 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

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 assigned geography.
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.
Actively promote and sell Roche products and software solutions to customers through daily engagement with Pathologists, Medical Directors, Lab Administration and Lab technicians.
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 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.