Strategic Account Executive - Pathology Lab

The Opportunity:

This role supports our Tissue Diagnostics franchise and will be responsible for meeting and exceeding sales objectives in targeted accounts across specified territories. 

Responsible for meeting and exceeding sales objectives (capital instruments & reagents) in targeted Anatomic Pathology labs within the Mid Atlantic Region. Geography is focused on the region’s largest customers, large strategic scenarios, massive consolidations and/or largest competitive opportunities.  Must maintain & grow existing accounts & develop new accounts in the assigned geography. Develop partnerships with all levels of Buying Influences to include: C-Suite, Lab Directors, Lab Managers, Histotechnologist, Safety Officers, Materials Management, etc. Additionally, position requires value quantification presentations to potential customers.

This is a field based role. The territory includes: Boston area and parts of CT. Relocation benefits are not provided for this role. Candidates must reside within 50 miles of territory border.

Job Facts:

• Must demonstrate in-depth knowledge of the full portfolio of products offered by Roche Diagnostics, Tissue Division.

• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail

• Meet with customers to discuss their evolving needs and to assess the quality of our company’s relationship with them

• Coordinates the involvement of company personnel, including support, service, and management resources (specialists), in order to meet account performance objectives and customers’ expectations.

• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

• Achieves assigned sales quota in designated strategic accounts.

• Closely coordinates company executive involvement and Customer Service Representatives to ensure customer satisfaction and problem resolution.

• Customer focused selling skills is a must to drive consistent results & partnerships.
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Who you are (minimum qualifications):

• You hold a Bachelor’s degree or equivalent experience 

• You hold 5+ years relevant sales or equivalent experience

Preferred Qualifications:

• Capital sales experience

• Pathology/Digital Pathology sales experience

• Strategic planning and organizational skills

• Experience working with multiple call points (lab managers, directors, clinicians, c-suite)

• Proven leadership abilities 

• Understanding of performance metrics

• Ability to work in a regulated environment

• Excellent oral and written communication skills including making impactful presentations

• Hands on experience with CRM software and MS Office (particularly MS Excel)

• Strong negotiation skills with a problem-solving attitude

The expected salary range for this position based on the primary location of MA is $110,400 - $205,000.  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.

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