Strategic Partnership Manager / Account Executive - Core Laboratory

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The Position

Strategic Partnership Manager (SPM) / Account Executive (AE) - Core Laboratory

A healthier future drives us to innovate, continuously advance science, and ensure everyone has access to the healthcare they need today and for generations to come. We want to build a world where we all have more time with the people we love. That’s what makes us Roche.

In this hybrid role, you will report directly to the Provincial Healthcare Leader - Ontario for all functional aspects of people management duties as well as for the Strategic Partnership Manager component of your role. You will also report directly to the National Business Manager, Core Laboratory for the Account Executive duties of your role. 

In this role you will build and strengthen Roche’s presence and reputation in your assigned accounts in Roche’s Blue / Invest segments as a Strategic Partnership Manager. Guided by your passion for positive patient experiences you will seek to uncover areas to  expand the availability of Roche’s innovative solutions and solidify our market-leading position.  You have healthcare systems awareness, understand total cost of ownership principles and can articulate  and tailor value-based discussions to your audience. 

As a squad team member you will provide leadership, insights and guidance to your internal team members without direct reporting responsibilities to enable them to support you in the delivery of a stellar customer experience and profitable sales growth. You will also be responsible for promoting and driving the sales cycle of Core Laboratory products for accounts assigned to you as an Account Executive. You will work closely with the Provincial Healthcare Leader and Strategic Partnership Manager(s) to execute on growth and retention plans across your assigned customer base. You are the technical product expert at the laboratory level and you use this knowledge to build trusting and credible relationships within the hospital lab network.
 

The opportunity

• Developing an understanding of the Institution’s priorities and KPIs and determine how our products and solutions will improve their delivery of care and meet their specific objectives (tailoring the message for each stakeholder)

• Understanding how institutions fit in the provincial healthcare system and identify relationships and influence to other institutions

• Leading the creation and execution of an integrated account plan that spans all Roche interactions within an institution, ensuring alignment of internal resource to meet customer objectives

• Ensuring  a positive customer experience at the account/network leadership level across all diagnostic disciplines

• Building strategic partnerships with target institutions on a regional basis, facilitating  and driving  co-creation initiatives

• Maintaining a deep technical knowledge of your product portfolio and a profound interest and understanding of your customer’s working environment and personal and professional objectives. You will use this knowledge to bring true value and enable us to become the Partner of Choice

• Maintaining and growing a healthy sales opportunity funnel in Rexis. You are accountable for customer and opportunity data integrity (accuracy and completeness).

• Protecting/growing your base business and increasing the Core Lab market share by capturing new competitive business by collaborating with your team members.

Who you are

• You hold a bachelor degree and/or + 5 years sales experience (sales management considered an asset)

• You demonstrate a high proficiency in value-selling; commercial guiding of hospital stakeholders new insights on how our products and solutions will improve their delivery of care and meet their specific objectives (tailoring the message for each stakeholder)

• You demonstrated comfort building and maintaining relationships with senior level buying influencers

• You have strong strategic, conceptual, and analytical thinking, problem-solving and decision-making skills

• You possess a deep understanding of the Canadian healthcare system (experi