Account Executive

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Account Executive - Core Lab - SF East Bay & Hawaii

A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche.

The Opportunity:

The Roche Core Lab Account Executive (AE) is responsible for meeting and exceeding sales objectives for Roche Core Lab (Chemistry and Immunoassay) in targeted accounts across the specified territory. The AE must develop customer prospects, create, and maintain relationships with decision-makers across the laboratory and key laboratory stakeholders. The AE visits existing and potential customers and works to build and maintain a network of colleagues, partners, and customers to share information and obtain prospects to grow Roche core lab business across the assigned territory.

The AE works closely with an extended team to develop relationships and navigate IHNs, create successful sales strategies, provide technical and produce support for existing customers, grow reagent revenue, expand market share and create a positive customer experience. The AE often receives little instruction on day-to-day work, is provided general instructions on new assignments, and is expected to actively seek additional instruction when needed.

The AE is responsible for the sales strategy development and achievement of the desired revenue, customer satisfaction, retention, and acquisition goals for Clinical Chemistry and Immunoassay instruments, Automation, and Middleware Solutions within assigned territory.

Success requires a strategic, goal-oriented professional who thrives in a team environment and values lifelong learning.

This is a field based role - the territory is - SF Bay area - East Bay and Hawaii.

• Contact new and existing customers to meet and exceed sales objectives in targeted accounts, by developing new business, growing existing business, maintaining customer relationships, and troubleshooting customer problems. This includes:

  • Conducting and organizing necessary territory planning and routing for efficiency. Conducts business analysis and planning.

  • Actively using Miller Heiman and other sales tools to ensure team alignment and customer-centric focus

  • Selling the primary differentiation of Roche products, overcoming and managing objections, and employing product knowledge to establish competitive barriers to market penetration by positioning Roche Professional Diagnostic's solutions.

  • Generating demand and maximizing product awareness by working with and providing education and information to customers.

• Assist customers in achieving defined business/technical and personal goals, providing strategic business reviews coordinating services reviews and enhancing the customer experience.

• Work cross-functionally with internal colleagues and peers to leverage the diverse skills, experiences and perspectives of the larger team in order to increase sales and maintain customer base.

• Work on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with senior internal and external personnel in own area of expertise.

Who you are:

• You have a Bachelor’s degree or equivalent experience
• You have 3 years of relevant sales or equivalent experience
• Participation in an approved accelerated development, fellowship or rotational program may be considered in lieu of experience

Preferred Qualifications:

• Minimum of 3 years experience in the Diagnostics industry; 5 years preferred.

• Minimum of 3 years experience selling capital equipment and laboratory equipment into Hospitals and Reference Laboratories; 5 years preferred

• Have experience working in complex sales environments with demonstrated success over time

• Have successful negotiation, strategic planning and organizational skills

• Have an entrepreneurial spirit, strong business acumen, a desire to conquer complex sales processes, an appreciation for diversity, and a passion for team sales

• Motivated to make your mark and improve lives

The expected salary range for this position based on the primary location of South San Francisco is $101,200 - $187,900. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for the benefits detailed at the link provided below.

Benefits

Relocation Assistance is not provided for this role.

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.

As a global leader in healthcare, Roche Diagnostics offers a broad portfolio of products, tools and services that help in the prevention, diagnosis and management of diseases like HPV, HIV, hepatitis and diabetes as well as other medical conditions, such as fertility and blood coagulation. These products and services are used by researchers, physicians, patients, hospitals and laboratories worldwide to help improve people's lives.

Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants.