Digital Sales Specialist - Central Lab

Roche; Indianapolis (IN); On-site; USD 112,000 - 208,000; Full time

Job summary

Roche is seeking a Digital Sales Specialist for the Central Lab to drive the Navify digital portfolio across IHN, hospital, and reference labs. This role requires consultative selling, lab workflow understanding, and expertise in LIS, middleware, and digital applications.

You will engage customers early, deliver demos, and design tailored digital solutions with cross-functional Roche teams. The candidate should have 5+ years in healthcare digital solutions sales, strong presentation skills, and

Qualifications

• Bachelor’s Degree or equivalent experience in a related field.
• 5+ years of relevant or equivalent experience in healthcare digital solutions sales or laboratory diagnostics sales.
• Autonomous and organized with strong communication, negotiation, and problem-solving skills.
• Familiarity with digital solutions, laboratory middleware, and hospital LIS systems.
• Experience presenting technical information to large external and internal audiences.

Responsibilities

• Generates new customer demand across the navify Core Lab and Molecular portfolio.
• Engages in strategic digital discussions with technical end users and executive buyers.
• Collaborates with sales and implementation teams to define and pursue total solution sales strategies.
• Conducts laboratory process analysis and delivers solution proposals and recommendations.
• Delivers software demos and tailored technical presentations to diverse audiences.
• Translates customer needs into actionable internal tasks while balancing priorities.
• Shows strong clinical and financial acumen to position Roche digital solutions.
• Qualifies leads and uses workflow analysis to differentiate the value proposition.
• Provides in-depth technical expertise on assigned product lines.
• Works cross-functionally to share information and best practices.

Skills

Autonomy

Communication

Negotiation

Problem solving

Presentation skills

Education

Bachelor's degree in Information Technology, Medical Technology or Life Sciences

Tools

Laboratory LIS systems

Middleware / BI tools

Job description

Digital Sales Specialist - Central Lab

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. A healthier future is 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: Come join the Roche Digital Solutions sales organization as a Digital Central Lab Consultant where you will be responsible for selling the Roche navify digital portfolio to IHN, hospital, and reference laboratory customers. This field-based position requires consultative sales experience and expertise in lab workflow, IT infrastructure, data flow, informatics, laboratory medicine, laboratory operations, digital applications (i.e. middleware, business intelligence tools, etc.), and Laboratory Information Systems (LIS) to effectively consult with clinical laboratory stakeholders on customized Roche digital solutions and provide strategic recommendations on digital processes. This position 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.

Responsibilities:

• Generates new customer demand across the full portfolio of Core Lab and Molecular navify products (middleware, connectivity, informatics, apps, etc).
• Engage in strategic digital discussions with key customer buying influences, from technical end users to executive level decision makers.
• Collaborate with internal stakeholders across sales and implementation teams to define and align on total solution sales strategies to consistently meet and exceed sales targets.
• Conduct laboratory process analysis, develop solution proposal presentations, and deliver recommendations to customers in close alignment with internal stakeholders.
• Deliver software demos and tailored technical presentations to internal and external audiences.
• Adept at translating customer needs into internal action to meet those needs while balancing key business priorities and goals.
• 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.
• Work cross functionally with internal stakeholders to share information and best practices while remaining actively informed on industry/customer trends that impact business.
• Follow a standardized end-to-end approach that creates evidence-based, differentiated value for the solution portfolio, both inside and outside the walls of the laboratory.

Who You Are:

• Bachelor’s Degree in a related field (i.e. Information Technology, Medical Technology, Life Sciences) or equivalent experience.
• 5+ years relevant or equivalent experience (i.e. healthcare digital solutions sales, laboratory diagnostics sales).
• Must be autonomous and organized with effective communication, negotiation, and problem solving skills.
• Familiarity with digital solutions, laboratory middleware solutions and hospital LIS systems.
• Experience with presenting technical information to large external and internal audiences.

Preferred Qualifications:

• Preferred experience in the chemistry/immunoassay/molecular laboratory space.
• 3+ years of experience within the clinical central laboratory as a Medical Laboratory Scientist/Medical Technologist.
• 2+ years of experience working in or in close partnership with a clinical laboratory LIS department.
• Current or previous experience working for a clinical IVD vendor.
• Highly proficient in communicating and presenting clear verbal and written technical information to both external and internal audiences with the ability to influence without authority.

Additional Information:

• This is a field based role - The territory is Indiana, Kentucky, Missouri. You must live within 50 miles of the territory to be considered for this role.
• Travel in this role estimated 75%+.
• The expected salary range for this position based on the primary location of Indianapolis, IN is 111,700-207,500. 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. https://roche.ehr.com/default.ashx?CLASSNAME=splash Relocations benefits are not available for this position.

Who we are:

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance 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. 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. 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. We believe it’s urgent to deliver medical solutions right now – even as we develop innovations for the future. We are passionate about transforming patients’ lives. We are courageous in both decision and action. And we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics, and access to medical innovations for all. We do this today to build a better tomorrow. We are proud of who we are, what we do, and how we do it. We are many, working as one across functions, across companies, and across the world. We are Roche.