Digital Sales Specialist - Pathology

About the role

A seasoned professional with wide-ranging experience. Deals with diverse and often 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.

Responsibilities

• 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.
• 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 and 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.
• Provides 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.
• 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 shares 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 engages the customer early in the decision-making process.
• Aligns with regional sales priorities (must-win accounts).
• Secures key trusted relationships with CIOs, LIS Managers, Data Security and Lab IT managers.
• Engages in strategic IT discussions with key buying influences early in the sales process.
• Consults to understand customer’s needs/challenges.
• Assesses, analyzes and presents clearly the customer IT workflow mapping.
• Develops pricing/contracting solutions.
• Owns the transition of the pre-implementation process over to the ITSE (level 2).
• Ensures the accuracy and thoroughness of all IT systems and components for install.
• Provides ongoing communication and alignment with the regional sales team.
• Responsible for administrative requirements including expense, project reports, status reports and adherence to regulatory requirements.

Requirements

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

Qualifications

• Enterprise software sales, consulting and services experience; ideally in a pre-sales or support position.
• Experience in healthcare industry a plus.
• Autonomous and organized with effective communication skills, listening, verbal and written.
• Experience 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.
• Negotiation, contracting and problem-solving skills.
• Ability to work in a regulated environment.
• IT Network and/or IT Security knowledge, including cybersecurity.

Schedule

This is a field-based role covering Charlotte, NC; Atlanta, GA; Montgomery, AL; Birmingham, AL; and Charleston, SC. Candidate must reside within 50 miles of the territory border. Travel expected four weekdays per week.

Pay

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 calculated and paid in accordance with the applicable Incentive Compensation Plan for the role.