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

This is a Capital Equipment Sales Role. Responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. Typically responsible for medium to large accounts or have a medium to large quota/territory. Must develop customer prospects and create and maintain relationships with decision makers. Contacts/visits existing and potential customers. Minimum of 10 to 15 in person sales calls per week required in assigned territory, both existing and prospects. Able to do overnights as needed. Works to build and maintain a network of colleagues, partners, and customers to share information and obtain prospects. Additionally, position requires value quantification presentations to potential customers. Must demonstrate in-depth knowledge of product line and have a more in-depth knowledge of other products or services. A seasoned, experienced professional with a full understanding of the area of the clinical laboratory. Resolves a wide range of issues in creative ways. This job is a fully qualified, career-oriented position. Has a complete knowledge of company products and services. Works 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 their own area of expertise. Responsible for selling the company's products or services, developing new accounts and/or expanding existing accounts. Normally receives little instruction on day-to-day work, general instructions on new assignments. Responsible for maintaining existing business and work in ways that will ensure sales goals, achievements and growth.

This is a field-based role covering the Greater Boston area. Candidates must reside within 50 miles of the territory.

Job Facts

• Contacts new and existing customers to meet and exceed sales objectives in targeted (hospital and reference laboratory) accounts, by developing new business, growing existing business, maintaining customer relationships and troubleshooting customer problems. This includes identifying and developing strategic account plans, developing and delivering the differentiating message and quantifiable economic value for products and services, selling the primary differentiation of Roche (chemistry, immunoassay and automation) products, overcoming and managing objections, and negotiating to obtain sales.
• Minimum of 10 to 15 in person sales calls per week
• Generates demand and maximizes product awareness by working with and providing education and information to (laboratory diagnostics) customers.
• Implements strategic initiatives and plans to facilitate (capital equipment) sales process and productivity.
• Works with others, as needed or required, to prepare (reagent and capital equipment) proposals for assigned accounts. Presents all contract proposals to customers to maximize overall business and profitability, which may require some negotiation.
• Conducts and organizes necessary territory planning and routing for efficiency.
• Communicates competitive (chemistry, immunoassay, middleware, and lab automation) market information internally.
• Networks and interfaces with internal colleagues to share information and best practices while remaining actively involved in industry/customer organizations that impact business.

Who you are

• Bachelor’s degree or equivalent experience
• 3+ years 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

Relocation benefits are not offered for this position.

The expected salary range for this position based on the primary location of Boston is $91,000 - $169,000. 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.