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The Position

Account Executive - Core Lab

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 Syracuse and Albany.  You must live within 50 miles of the territory with ability to travel throughout the territory for customer meetings.

• 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 skills, experiences and perspectives of the larger team in order to increase sales and maintain customer base.  

• Work on problems of varying 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

Relocation is not available for this position.

The expected salary range for this position based on the primary location of San Albany,NY is $88,300-164,100.  Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below.

https://roche.ehr.com/default.ashx?CLASSNAME=splash

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. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws.

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