Título del trabajo

Key Account Manager- In Vitro Diag


Compañía: Roche

Descripción de funciones

Descripción de funciones: 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 PositionTakes 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, improving 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. Leverages knowledge and experience to assist management and senior leadership in defining market strategies and identifying continuous process improvementsThe Opportunity: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.Understands in detail the account’s short-term tactics and long-term strategy. Develops a comprehensive understanding of the needs of all account stakeholders and maintains a clear record of these in given tools.Accountable to lead the definition and implementation of a comprehensive strategic account plan for each key account.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. Prepares and delivers excellent management presentations to regularly inform about the status of key account projects and performance.Actively leads the effective collaboration and alignment across the entire organizationAchieves 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. CRM) and other sales support tools.Who you are:Bachelor´s degree, preferably in a health science or related field from an accredited university; higher education (e.g. MBA) is a plus.Minimum of 4-5 years of dynamic 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.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.Conceptual and strategic mentality with excellent business acumen; solid analytical and financial skills, excellent communication and presentation skills (Spanish/English),Systems experience, including but not limited to: MS Office applications, SAP; Salesforce.com (or other financial and CRM systems)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.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.Showed talent in project planning / management and process improvement skills; project management, six-sigma quality, and lean certifications are a plus.Who we areAt 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.


Ubicación: Santo Domingo

Fecha del trabajo

Fecha del trabajo: Wed, 26 Jun 2024 22:06:46 GMT