Laboratory Systems Consultant

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The Position

Laboratory Systems Consultant

The Opportunity:

A seasoned professional with wide-ranging experience.  Deals with diverse and oftentimes complex issues, where analysis may require in-depth evaluation of many factors. Exercises judgment in evaluating methods and determines criteria for obtaining solutions. Collaborates with a broad group of internal and external stakeholders, often coordinating the activities of other employees. Networks with senior internal and external personnel in the area of expertise as well as some key contacts outside the area of expertise.

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. Responsible for significant key partner relationship management and development. Responsible for IT strategy execution and evolution as market dynamics change.  Works in coordination with Account Executives to call on prospective and current company customers and conduct product demonstrations.

Develops and presents comprehensive financial proposals and contracts. Involves technical personnel to resolve customers' issues and problems as needed. May participate in the establishment of sales targets and design of the territory's sales plan; controls sales expenses.

Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.

This is a field based role - the territory includes: Ohio, West Virginia, Western PA, Lexington, KY, Virginia & Washington DC. Candidate must reside within 50 miles of territory boundaries. Relocation benefits are not provided for this role. 

Job Facts:

• Provides expert technical advice to support a variety of pre and/or post sales activities  to manage complex sales and resolve customer questions and concerns.

• Provides technical expertise through sales presentations, product demonstrations, Assists the sales and/or field staff in assessing potential application of company products to meet customer needs and preparing detailed product specifications for the development and implementation of customer applications and/or solutions

• Provides consultation to prospective users and/or product capability assessment and validation

• Provide follow-up support to sales staff and customer personnel by disseminating technical information on specific applications. Ensures that the product application/solution is functioning according to specifications

• Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions

• Assumes an active leadership role during the collaborative development and implementation of sales strategies to attain assigned sales objectives.

• Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares with other Roche colleagues.

• 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.

• Proactively engage the customer early in the decision making process.

•  Align with regional sales priorities (must win accounts)

•  Secure key trusted relationships with CIO’s, LIS Managers, Data Security and Lab IT managers

• Engage in Strategic IT discussions with key buying influences early in the sales process

• Consultative - Understand customer’s needs/challenges

• Ability to assess, analyze and present clearly the customer IT Workflow Mapping

• Develop pricing/contracting solutions

• Own the transition of the pre- implementation process over to the I