Digital Pathology Sales Specialist

Roche; Indianapolis (IN); On-site; USD 100,400 - 186,400; Full time

Job summary

Roche is seeking a Digital Pathology Sales Specialist to drive sales of digital pathology solutions to hospitals, reference labs, research institutions, and related entities. You will identify customers, tailor demonstrations, and close deals to meet revenue targets.

Experience in healthcare IT and digital pathology is highly valued. The role requires building relationships with healthcare and research customers, coordinating with account teams, and delivering post-sales support and training as

Qualifications

• Bachelor's degree in life sciences or related field.
• 5+ years sales experience in healthcare or life sciences.
• Strong knowledge of digital pathology is preferred.

Responsibilities

• Drive sales of digital pathology solutions to hospitals, labs, and research institutions.
• Identify potential customers, understand needs, present tailored solutions, and close deals.
• Collaborate with account teams to grow current customer base and expand pipeline.
• Present and demonstrate digital pathology solutions, highlighting value of digital workflows.
• Meet or exceed sales quotas by building a robust prospect pipeline and closing new business.

Skills

Healthcare IT sales

Digital pathology knowledge

Consultative selling

Relationship building

Presentations

Education

Bachelor's degree in life sciences or related field

Tools

Salesforce

Job description

Position

Digital Pathology Sales Specialist

Overview

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.

Responsibilities

• The Digital Pathology Sales Specialist is responsible for driving the sales of digital pathology solutions, including hardware, software, AI, and services, to hospitals, reference labs, research institutions, pharmaceutical companies, and diagnostic labs.
• This role involves identifying potential customers, understanding their needs, presenting tailored solutions, and closing deals that meet revenue targets.
• The ideal candidate will have a deep understanding of digital pathology products, healthcare IT, strong sales acumen, and the ability to build relationships within the healthcare and research sectors.
• Leverages current business relationships to maintain and grow current customer base. Works in coordination with Account Managers and Strategic Account Managers and Discovery Business Managers to call on prospective and current customers.
• Present and demonstrate digital pathology solutions to potential clients, highlighting the value of transitioning to digital workflows.
• Achieve and exceed sales quotas by building a robust pipeline of prospects and closing new business.
• Act as a trusted advisor to clients, understanding their pathology workflows and providing tailored solutions to meet their specific needs.
• Collaborate with technical teams to provide product demonstrations, training, and post‑sales support.
• Address customer inquiries, resolve concerns, and ensure customer satisfaction throughout the sales process.
• Stay informed about industry trends, competitive products, and emerging technologies in the digital pathology space.
• Achieve high levels of customer satisfaction through delivery of sales and support assistance.
• Coordinate product demos, installs, and customer training when required.
• Develop and execute strategic sales plans to grow the company’s market share in digital pathology.
• Partner with customer service, technical support, and Roche Healthcare Consulting to ensure smooth post‑sales implementation and support.
• Maintain accurate records of sales activities, customer interactions, and sales opportunities in the SFDC system.
• Provide regular sales forecasts and reports to the regional sales manager and participate in sales meetings.

Field‑Based Role

The territory includes Chicago area, IN, MI, parts of Kentucky, Toledo, OH & WI. Candidate must reside within 50 miles of the territory border and near a major airport. Relocation benefits are not provided for this role.

Candidate Requirements

• You hold a Bachelor's Degree in a related field (life sciences, biomedical engineering, biotechnology or similar) or equivalent experience.
• You hold 5+ years relevant sales or equivalent experience with the highest level of sales proficiency.

Key Performance Indicators (KPIs)

• Achieve and exceed monthly, quarterly, and annual sales targets.
• Increase market share for digital pathology products in assigned region.
• Establish and maintain a pipeline of prospects.
• Customer satisfaction scores and retention rates.

Preferred Qualifications

• Sales experience in digital pathology, medical devices, laboratory, healthcare IT software, or life sciences.
• Background in IT or technology sales.
• Leadership presence and business acumen with an understanding of digital pathology systems and their software applications in clinical and research settings.
• Proven success in previous sales capacity, using consultative selling skills, along with demonstrated leadership and communication excellence.
• Presence and communication with the ability to create and present impactful group presentations.
• Negotiation, contracting and problem solving skills.

Salary and Compensation

The expected salary range for this position based on the primary location of Indiana is $100,400 - $186,400. 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.

Benefits

Where pay transparency applies, details are provided based on the primary posting location. For this role, the primary location is Indianapolis. If you are interested in additional locations where the role may be available, we will provide the relevant compensation details later in the hiring process.

Equal Opportunity Employment

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 disabilities status, and consistent with all federal, state, or local laws. Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law. 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.