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.
The Position
Takes accountability to promote and sell products to assigned key accounts in line with Roche internal guidelines and industry code.
As a trusted advisor for key account stakeholders, outstanding in developing, negotiating and implementing solutions tailored to specific needs and business strategies of the account.
Develops and implements comprehensive account plans based on a thorough understanding of customer operations, enhancing overall sales and profitability levels in alignment with customer objectives. Drives the establishment and maintenance of long-term customer relationships by providing outstanding customer service. Proactively leads the coordination of all internal departments (Sales, Marketing, Financial, Technical Service, IT Service and Supply Chain) as the primary point of contact for the key account.
The Opportunity:
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Builds long-term relationships with all stakeholders in the account, creating trust and confidence at all levels of the organization, including technical staff, laboratory managers, procurement officials and executives; identifies and actively engages with key decision makers to gain a clear vision of their extrinsic and intrinsic motivators.
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Understands in detail the account’s short-term tactics and long-term strategy. Develops a holistic understanding of the needs of all account stakeholders and maintains a clear record of these in given tools.
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Accountable to lead the definition and implementation of a comprehensive strategic account plan for each key account.
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Accountable to meet established sales quotas and profitability goals for the key account based on the underlying account strategy (grow share-of-wallet, customer retention) and a detailed understanding of the account’s profit and loss condition; generates and successfully negotiates new sales opportunities in the account.
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Accurately monitors, reports and follows up on account performance in terms of volume and sales forecasts, inventory levels and credit balance. Prepares and delivers excellent management presentations to regularly inform about the status of key account projects and performance.
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Actively leads the effective collaboration and alignment across the entire organization
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Achieves and maintains excellent knowledge levels, technical capabilities and selling skills; responsible to keep current on relevant matters including company policies and compliance procedures.
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Builds a profound understanding of environmental factors, including competitor, industry and healthcare trends, to gauge and consider their impact in key account plans.
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Efficiently maintains relevant internal systems (e.g. CRM) and other sales support tools.
Who you are:
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Bachelor´s degree, preferably in a health science or related field from an accredited university; higher education (e.g. MBA) is a plus.
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Minimum of 4-5 years of progressive sales, marketing, or operations experience (e.g. B2B account management experience), preferably within the Diagnostics Healthcare environment (Clinical laboratory); experience in management of large multinational accounts and complex projects are a plus.
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Track record of successfully planning, negotiating, closing and implementing sustainable deals based on strategic 360° analyses of customer needs; experience with Professional.
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Selling Skills approach.
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Conceptual and strategic mindset with excellent business acumen; solid analytical and financial skills, excellent communication and presentation skills (Spanish/English),
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Systems experience, including but not limited to: MS Office applications, SAP; Salesforce.com (or other financial and CRM systems)
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Proven ability to lead and coach a cross-functional team; excellent social skills to manage conflicts, to motivate and influence in a matrix organization and to develop strong customer relationships.
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Advanced English & Spanish
Key Competences:
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Shown ability to lead and coach a cross-functional team; excellent social skills to handle conflicts, to motivate and influence in a matrix organization and to develop strong customer relationships.
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Resilient and self-motivated, driven by challenge and continuous learning, proactive orientation towards results and decisions; consistent record of multi-tasking and ability to handle a high-pressure environment with significant timelines.
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Showed talent in project planning / management and process improvement skills; project management, six-sigma quality, and lean certifications are a plus.
Your Team:
This position will work as a team with the CAC region, reporting to the RD Cluster Business Manager.
Who we are
A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.
Let’s build a healthier future, together.
Roche is an Equal Opportunity Employer.
Top Skills
What We Do
Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare – a strategy that aims to fit the right treatment to each patient in the best way possible.
Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management.
Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims to improve patient access to medical innovations by working with all relevant stakeholders. Thirty medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology & Life Sciences Industry ten years in a row by the Dow Jones Sustainability Indices (DJSI).
