Your Responsibilities : Relationship Building
Acting as first line contact for assigned strategic relevant and important key accounts on decision maker level.
Building and maintaining strong professional relationships in assigned accounts to establish loyalty and trust with key contacts to develop a long lasting relationship / partnership. Acts as an advocate.
Researching general account context and develop an understanding of each accounts’ operating model, economics, competitive pressures, visions, strategies and internal stakeholders.
Developing and implementing a comprehensive strategic account plan and tactics for each assigned account based on measurable objectives to achieve sales targets, gain market share, meet the strategic and operational KPIs.
Displaying and leveraging strong knowledge of accounts purchasing process / buying cycle, decision making process and protocols.
Monitoring market and Hospital / Lab chain customer movements in order to react effectively and proactively to any changes.
Identifying channel filling opportunities across the product portfolio.
Promoting the Roche product portfolio to the assigned customers in line with the commercial strategy and drives sustainable business growth.
Achieving / exceeding all key sales measures and targets.
Appling strategic solution selling principles, commercial teaching and consultancy selling approach with customers. Utilize Miller Heiman Sales Methodology for all business opportunities and ensures the formal sales process is followed by the sales team to achieve sales effectiveness KPIs;
Negotiating, within guidelines, prices and terms to ensure the best deals are secured, in compliance with pricing strategy and positioning.
Guarantee right approval for new offers and contract clauses
Coaching and guides s within the Key Account Management organization, and helps them to safeguard critical sales projects or customer relationships.
Reporting & Analysis
Ensuring complete and accurate customer and competitor data is captured in the sales force automation system (REXIS) by the assigned account team per customer.
Provides requested data per the timelines provided by business area and quality.
Guarantee the activity planning, visit reporting, opportunity mapping, and Miller Heiman sheet maintenance for qualified opportunities is done within the sales force automation system (REXIS) by the Sales team according the account plan.
Provides monthly reports of sales effectiveness.
Analyzing sales, monthly sales target achievement and monitors the progress of activities. Provides accurate monthly forecast, both sales and instrument placements, for all assigned customers and product lines to develop an annual business plan.
Completing business analytics on a monthly base in a timely, accurate fashion. Conduct quarterly business reviews to exhibit achievement of sales goals in all assigned accounts.
Solve for Customer
Coordinating customer-specific cross-functional account teams (e.g. Sales Managers / Specialists, Product Specialists, Application Specialists, Service Engineers, IT Product Specialists, Workflow Specialist and Regional Project Management).
Designing tailored solutions together with account teams to fulfill customer needs and expectations.
You are expected to adhere through your conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche.
Who you are :
You have bachelor’s degree in life sciences, laboratory, biochemical or MBA in Management discipline is a plus with least 7 years of experience in different roles in Sales in the healthcare market, with a proven success record.
Having Strong computer skills and proficiency with MS Office, especially Excel.
Availability to travel whenever needed.
Fluent in English and local language, both spoken and written.
Managing relationship with key stakeholders.
Understanding customer needs and strategy.
Seeking and developing new business opportunities.
Roche is an equal opportunity employer.
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At Roche, 94,000 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.