Strategic Laboratory Sales Consultant

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The Position

Strategic Laboratory Sales Consultant

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:

As the Strategic Laboratory Sales Consultant we are seeking a strategic seasoned professional with wide-ranging commercial 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 and functions.  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 IT technical solutions.  This field-based position requires consultative sales experience along with lab workflow, IT infrastructure, data flow, and informatics expertise to effectively consult hospital, laboratory, and IT stakeholders around the Roche digital solutions capabilities customized to their facility or network.  This position proactively engages early in the sales cycle to understand customer needs, deliver customized demos, and design customized digital solutions in partnership with cross-functional stakeholders across Roche’s and customers’ teams.

Responsible for significant key partner relationship management and development and IT strategy execution and evolution as market dynamics change.  Works in coordination with Discovery Business Specialist, Account Executives (sales), and Corporate Accounts to call on prospective and current 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 covering the Discovery/Research, Large Reference Labs and Roche Affiliates which provide National support. This role will cover the entire United States geography/territory. You must reside within the United States. No relocation benefits are provided for this position. We prefer the candidate to reside near a major airport.

Job Facts:

• Generates new customer demand across the full portfolio of navify Pathology products (middleware, connectivity, informatics, apps, etc, digital pathology).

• Aligns and communicates with Pathology laboratory sales and workflow consulting teams to develop and execute territory-specific total solution selling strategies to consistently meet and exceed sales targets.

• Effective at penetrating complex  customer research accounts, large reference labs, and Roche Affiliates accounts to gain access to and secure key trusted relationships with key decision makers and engage in strategic IT discussions across all lab and IT buying influences, including CIO’s, LIS Managers, Data Security and Lab IT managers

• Strong clinical and financial acumen with a demonstrated ability to understand and translate customer needs to effectively position the value of Roche digital solutions.

• Effectively qualify leads and utilize outcomes from workflow analysis and impact studies to provide competitive differentiation and value to the overall customer solution. Provides in-depth technical expertise regarding assigned product lines.

• Utilize competitive, customer, and product knowledge to establish competitive barriers to market penetration by positioning Roche navify digital solutions.  Assist customers in achieving defined business/technical and personal goals. These responsibilities will include pre & post analysis review.

• Deliver software demos and tailored technical presentations to internal and