Regional Account Specialist - Mass Spectrometry

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.

About the role

The Regional Account Specialist - Mass Spectrometry is specialized in launching, selling and promoting our breakthrough Mass Spectrometry solution to customers in the territory. Implements sales plans designed to achieve established revenue and financial goals. Accounts are key, highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development strategy for strategic accounts and ensures the strategy is executed.

This is a field-based role covering the South East region. You must live in the territory to be considered for this role.

Responsibilities

• Manages and leads the development and implementation of capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts
• Provides professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction
• Utilizes strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns
• 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
• Sells the company's products or services to new accounts and/or expands existing accounts
• Develops and presents comprehensive financial proposals and contracts which enhance profitability and protect margins
• Works in coordination with Account Managers to call on prospective and current customers
• Conducts demonstration sessions on product characteristics
• Involves technical personnel to resolve customer issues and problems as needed
• May participate in the establishment of sales targets and design of the territory's sales plan, manages sales expenses
• Navigates the financial landscape of complex health systems, helping them to maximize their capital budget cycles to achieve growth goals
• Overnight travel as needed, including short notice, to most effectively and efficiently cover territory while maximizing customer-facing time

Requirements

• Bachelor’s Degree or equivalent experience
• 7+ years relevant sales or equivalent experience required with the highest level of sales proficiency
• Excellent oral and written communication skills including making impactful presentations
• Proven leadership abilities
• Strategic planning, negotiation, contracting, and problem-solving skills
• Broad expertise or unique knowledge in the lab testing segment; specific LC/MS experience is preferred
• Complete knowledge of all Mass Spectrometry products and services
• Ability to work on significant and unique issues where analysis of situations or data requires an evaluation of intangibles
• Exercises independent judgment in methods, techniques, and evaluation criteria for obtaining results
• Creates formal networks involving coordination among groups

Preferred Qualifications

• Experience with Liquid Chromatography / Mass Spectrometry (LC/MS) customers and/or products

Pay

The expected salary range for this position based on the primary location of North Carolina is $119,100–221,000. 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 qualifies for the benefits detailed at Roche Benefits.

Relocation benefits are not offered for this position.