Digital Sales Specialist - Pathology

Roche; Charlotte (NC); On-site; USD 100,000 - 186,000; Full time

Job summary

Roche is seeking a Digital Sales Specialist - Pathology to drive the sale of complex medical diagnostics capital equipment across a regional territory. The role requires collaboration with internal/external stakeholders, delivering technical demonstrations, and presenting comprehensive financial proposals.

You will work within a field-based team, engaging CIOs, Lab IT managers, and other key buyers, with a focus on developing lasting customer relationships and achieving revenue goals.

Qualifications

• 5+ years relevant sales experience required
• Strong communication and presentation skills in healthcare context
• Ability to develop compelling financial proposals and contracts

Responsibilities

• Provides expert technical advice to support pre- and post-sale activities for complex sales
• Delivers product demonstrations and assessments to meet customer needs
• Collaborates with Account Executives to call on prospective and current customers
• Develops pricing and contracting solutions and ensures IT systems are accurate for installs
• Engages in IT strategy discussions with CIOs, LIS Managers, and Lab IT leaders
• Maintains and improves quality systems and meets regulatory requirements

Skills

Sales experience

Healthcare industry knowledge

IT/Cybersecurity awareness

Education

Bachelor’s degree or equivalent experience

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.

The Position

Digital Sales Specialist - Pathology

A seasoned professional with wide-ranging experience. Deals with diverse and often times 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. 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 medical diagnostics capital equipment for a particular product line to customers in the territory. Implements sales plans designed to achieve established revenue and financial goals. Responsible for significant key partner relationship management and development. Responsible for IT strategy execution and evolution as market dynamics change. Works in coordination with Account Executives to call on prospective and current company 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 - the territory is Charlotte, NC, Atlanta, GA, Montgomery, AL, Birmingham, AL and Charleston, SC. Candidate must reside within 50 miles of territory border. No relocation benefits provided.

Job Facts:

• Provides expert technical advice to support a variety of pre and/or post sales activities to manage complex sales and resolve customer questions and concerns
• Provides technical expertise through sales presentations, product demonstrations, Assists the sales and/or field staff in assessing potential application of company products to meet customer needs and preparing detailed product specifications for the development and implementation of customer applications and/or solutions
• Provides consultation to prospective users and/or product capability assessment and validation
• Provide follow-up support to sales staff and customer personnel by disseminating technical information on specific applications. Ensures that the product application/solution is functioning according to specifications
• Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions
• Assumes an active leadership role during the collaborative development and implementation of sales strategies to attain assigned sales objectives
• Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and share with other Roche colleagues
• Retains, extends, and acquires customers through effective identification of opportunities and the creation and implementation of solutions
• Establishes and builds strong client relationships that allow for growth, profitability and predictability. Communicates with other relevant Roche functions to ensure needed sales support and delivery of programs/products
• Proactively engage the customer early in the decision making process
• Align with regional sales priorities (must win accounts)
• Secure key trusted relationships with CIO’s, LIS Managers, Data Security and Lab IT managers
• Engage in Strategic IT discussions with key buying influences early in the sales process
• Consultative - Understand customer’s needs/challenges
• Ability to assess, analyze and present clearly the customer IT Workflow Mapping
• Develop pricing/contracting solutions
• Own the transition of the pre- implementation process over to the ITSE (level 2)
• Ensure the accuracy and thoroughness of all IT systems and components for install
• Ongoing communication and alignment with the regional sales team
• Responsible for administrative requirements including expense, project reports, status reports and adherence to regulatory requirements

Who You Are:

• You hold a Bachelor’s degree or equivalent experience
• You hold 5 + years relevant sales or equivalent experience required with the highest level of sales proficiency

Preferred:

• Enterprise software sales, consulting and services experience; ideally in a pre-sales or support position; experience in healthcare industry a plus
• Must be autonomous and organized with effective communication skills, listening, verbal and written. Experience with presenting technical information to both external and internal audiences
• Strong problem solving skills. Knowledge of technical and market issues / factors Strategic planning and organizational skills
• Proven leadership abilities for a sales region. Strategic planning and organizational skills
• Negotiation, contracting and problem solving skills
• Ability to work in a regulated environment
• Knowledge of technical and market issues/factors preferred
• Ability to travel 4 weekdays per week preferred
• IT Network and/or IT Security knowledge, cybersecurity
• Knowledge of technical and market issues/factors preferred
• Ability to travel 4 weekdays per week preferred

The expected salary range for this position based on the primary location of Georgia 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 Atlanta. 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.

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.

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.