Regional Account Specialist- Core Lab Franchise

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 Regional Account Specialist in Centralized Diagnostics is specialized in selling and promoting complex medical diagnostics capital equipment for a particular product line to customers in the territory. Implements sales plans designed to achieve established revenue and financial goals. Accounts are key, highly strategic, and have complex requirements.

Responsible for significant key partner relationship management and development strategy for strategic accounts and ensures the strategy is executed. Sells the company's products or services to new accounts and/or expands existing accounts. Responsible for the development of new business opportunities or emerging areas. Focuses on critical, large, complex, highly visible, strategic or tactically important accounts. Develops and presents comprehensive financial proposals and contracts which enhance profitability and protect margins. Works in coordination with Account Managers to call on prospective and current customers. Conducts demonstration sessions on product characteristics. Involves technical personnel to resolve customer issues and problems as needed. May participate in the establishment of sales targets and design of the territory's sales plan, manages sales expenses.

Has broad expertise or unique knowledge in the lab testing segment. Uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways. Viewed as an expert by the company and in the field. Has complete knowledge of all company products and services and may be tasked with sales/development of new or strategic products. Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles. Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results. Creates formal networks involving coordination among groups.

This is an indirect leadership role. Leads an account community in a sales cycle pulling in appropriate resources and personnel while driving a systematic sale process. Acts independently to determine methods and procedures on new or special assignments. May supervise the activities of others. Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.

Significant travel (air travel) required. Last minute air travel may also be required.

This is a field based role - The territory consists of Chicago, Northern IL, WI.  You must live within 50 miles of the territory with the ability to travel throughout the territory regularly for in-person customer meetings.

Job Facts:

• Manages and leads the development and implementation of capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts

• Provides professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.

• Utilizes strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.

• Retains, extends, and acquires customers through effective identification of opportunities and the creation and implementation of solutions.

• Establishes and builds strong client relationships that allow for growth, profitability and predictability. Communicates with other relevant Roche functions to ensure needed sales support and delivery of programs/products.

• Overnight travel as needed, including short notice, to most effectively and efficiently cover territory while maximizing customer facing time.

• Navigates the financial landscape of complex health systems, helping them to maximize their capital budget cycles to achieve growth goals

Who you are:

• Bachelor’s Degree or equivalent experience

• 7+ years relevant sales or equivalent experience required with the highest level of sales proficiency

• Excellent oral and written communication skills including making impactful presentations

• Proven leadership abilities

• Strategic planning, negotiation, contracting and problem solving skills

The expected salary range for this position based on the primary location of Chicago, IL is $119,100-221,000.  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.

Relocation benefits are not available for this job posting