Key Account Manager- In vitro Diag

Roche fosters diversity, equity and inclusion, representing the communities we serve. When dealing with healthcare on a global scale, diversity is an essential ingredient to success. We believe that inclusion is key to understanding people’s varied healthcare needs. Together, we embrace individuality and share a passion for exceptional care. 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, excels 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.

The Opportunity:

• Builds long-term relationships with all stakeholders in the accounts assigned, 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.

• 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 (Gold Sheet / Blue Sheet).

• Identify and implement tactics aligned with the potential of the markets and available budget.

• Accountable to lead the definition and implementation of a comprehensive strategic account plan for each key account, leveraging information provided by all internal departments (especially Marketing, Service and Medical Value).

• 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.

• Accurately monitors, reports and follows up on account performance in terms of volume and sales forecasts, inventory levels and credit balance. 

• Actively leads the effective collaboration and alignment across the entire organization (“One Roche”) to meet key account objectives and service requirements; maintains permanent communication and facilitates information exchange with all internal areas as well as external partners (Customer Support, Marketing, IT, Supply Chain, Finance, Medical, Distributors, Roche Pharma, etc.).

• Achieves and maintains excellent knowledge levels, technical capabilities and selling skills; responsible to keep current on relevant matters including company policies and compliance procedures.

• Builds a profound understanding of environmental factors, including competitor, industry and healthcare trends, to gauge and consider their impact in key account plans.

• Efficiently maintains relevant internal systems (e.g. REXIS) and other sales support tools.

• Collect business intelligence and provide feedback on market trends and competitive behavior/activities

• Manage approved local expense budgets and provide feedback on financial performance.

• Monitor customer performance in compliance with contractual agreements.

• Accountable of the local Distributor performance follow up promoting increased efficiencies and business sustainability.

• Proactively collaborate in the collection process, if required, with local distributors and customers; provide proactive feedback on critical accounts and initiate corrective actions in close cooperation with his/her Line Manager, Distributor, Controlling and Finance

•  Monitor performance and compliance of local distributors in line with valid distribution agreements and targets

•  Monitor local inventory levels and manage product forecasting / order process to ensure appropriate inventory levels with Distributor performance follow up and to avoid stock-out.

• Participate and present Business Status and other topics during regional meetings as: Commercial Meetings, Business Review Meetings and others were invited.

• Teamwork with the credit team to identify obstacles and opportunities for improvement in the collection process.

• Local follow-up with the purchasing departments of the Roche client institutions to identify actions that allow delivery of adequate documentation at the time of dispatch, thus avoiding delays in collections.

• Proactive and open interaction with the different areas to provide the required information for the business continuity and/or development of affiliate projects.

Who you are:

• Bachelor´s degree, preferably in a science or related field from an accredited university; higher education (e.g. MBA) is a plus.

• Minimum of 4-5 years of progressive sales, marketing, or operations experience (e.g. B2B account management experience), preferably within the healthcare environment (diagnostics, medical equipment or similar); experience in management of large multinational accounts and complex projects are a plus.

• Management of strategic accounts such as that of the distributor (is a plus)

• Track record of successfully planning, negotiating, closing and implementing sustainable deals based on strategic 360° analyses of customer needs; experience with Professional Selling Skills approach is a plus

• Conceptual and strategic mindset with excellent business acumen; solid analytical and financial skills, excellent communication and presentation skills (Spanish/English), as well as systems experience, including but not limited to: MS Office applications, SAP; Salesforce.com (or other financial and CRM systems)

• 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.

• Resilient and self-motivated, driven by challenge and continuous learning, proactive orientation towards results and decisions; proven record of multi-tasking and ability to handle a high-pressure environment with significant timelines.

• Demonstrated proficiency in project planning / management and process improvement skills; project management, six-sigma quality, and lean certifications are a plus

• Advanced english

​

Key Competences:

● Customer focus and business drive; oriented towards value creation

● Organized, proactive, dynamic, with individual initiative

● Team worker, high performance under pressure and minimum supervision

● Open communication with different levels of the organization and external customers

● Experience in conflict management

● Ability to diagnose and solve customer problems

● Ability to build and maintain sustainable customer relationships, and to talk to all level decision-markers

● Ability to lead new business negotiations and to sell added value concepts

● Ability to anticipate customer needs and bring up “innovate” customer solutions

● High ethical values, reliable and very committed

● Strong focus on compliance related matters and following procedures and guideline

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an Equal Opportunity Employer.