Strategic Account Executive - Pathology Lab

3M HEALTHCARE; Boston; On-site; PHP 6,798,029 - 12,623,151; Full time

Job summary

Roche Diagnostics is seeking a Strategic Account Executive to drive sales in the Boston area and parts of Connecticut, focusing on tissue diagnostics capital instruments and reagents. You will manage top accounts, coordinate cross-functional resources, and develop strategic plans with customers to meet objectives.

The role emphasizes field-based collaboration, value-based presentations, and a strong emphasis on customer relationships, with relocation not offered and a preference for local

Qualifications

• Bachelor’s degree or equivalent experience.
• 5+ years relevant sales or equivalent experience.

Responsibilities

• Meet and exceed sales quotas in designated strategic accounts.
• Coordinate involvement of support, service, and management resources to meet account objectives.
• Lead joint strategic account planning with mutual performance targets for 1-2 years.
• Communicate monthly/quarterly progress to stakeholders.
• Assess, clarify, and validate customer needs on an ongoing basis.

Skills

Sales experience

Account management

CRM software

MS Office

Communication skills

Education

Bachelor’s degree or equivalent experience

Tools

CRM software

MS Office

Job description

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

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. It involves capital instruments & reagents in Anatomic Pathology labs within the Mid‑Atlantic Region. The geography focuses on the region’s largest customers, large strategic scenarios, massive consolidations, and/or largest competitive opportunities. It requires maintaining and growing existing accounts and developing new accounts in the assigned geography. The role requires partnership development with all levels of buying influences, including C‑Suite, Lab Directors, Lab Managers, Histotechnologists, Safety Officers, Materials Management, etc. In addition, the position requires value‑quantification presentations to potential customers. This is a field‑based role covering the Boston area and parts of Connecticut. Relocation benefits are not provided; candidates must reside within 50 miles of the 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.
• Coordinate the involvement of company personnel, including support, service, and management resources (specialists), to meet account performance objectives and customers’ expectations.
• Proactively lead 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 assess, clarify, and validate customer needs on an ongoing basis.
• Achieve assigned sales quota in designated strategic accounts.
• Closely coordinate company executive involvement and Customer Service Representatives to ensure customer satisfaction and problem resolution.
• Customer‑focused selling skills are a must to drive consistent results & partnerships.

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.

Salary and Incentive Compensation

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.

Benefits

This position also qualifies for the benefits detailed at the link provided below. #LI-JW2

Who We Are

A healthier future drives us to innovate. Together, more than 100,000 employees across the globe are dedicated to advancing science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high so we can deliver life‑changing healthcare solutions that make a global impact. Let’s build a healthier future, together.

Equal Opportunity Employer

Roche is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company’s policy prohibits unlawful discrimination, including but not limited to discrimination on the basis of protected veteran status, individuals with disability status, and consistent with all federal, state, or local laws. If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants.