Regional Account Specialist - Mass Spectrometry

About the role

As the Regional Account Specialist - Mass Spectrometry, you will specialize in launching, selling, and promoting our breakthrough Mass Spectrometry solution to customers in the Midwest US territory. You will implement sales plans designed to achieve established revenue and financial goals, focusing on key, highly strategic accounts with complex requirements. This role involves significant key partner relationship management and development strategy for strategic accounts, ensuring execution of the strategy.

You will sell the company's products or services to new accounts and expand existing ones, developing new business opportunities or emerging areas. Your focus will be on critical, large, complex, highly visible, strategic, or tactically important accounts. You will develop and present comprehensive financial proposals and contracts that enhance profitability and protect margins, working in coordination with Account Managers to engage prospective and current customers.

This field-based role requires conducting demonstration sessions on product characteristics and involving technical personnel to resolve customer issues and problems as needed. You may participate in establishing sales targets and designing the territory's sales plan, managing sales expenses. With broad expertise or unique knowledge in the lab testing segment and specific LC/MS experience preferred, you will contribute to the development of company objectives and principles in creative and effective ways.

Responsibilities

• Manage and lead the development and implementation of capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts.
• Provide professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.
• Utilize strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.
• Retain, extend, and acquire customers through effective identification of opportunities and the creation and implementation of solutions.
• Establish and build strong client relationships that allow for growth, profitability, and predictability.
• Communicate with other relevant Roche functions to ensure needed sales support and delivery of programs/products.
• Engage in overnight travel as needed, including short notice, to most effectively and efficiently cover the territory while maximizing customer-facing time.
• Navigate the financial landscape of complex health systems, helping them maximize their capital budget cycles to achieve growth goals.

Requirements

• Bachelor’s Degree or equivalent experience.
• 7+ years of relevant sales or equivalent experience 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.

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 Indiana, IN 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 also eligible for incentive compensation calculated and paid in accordance with the applicable plan.

Benefits

This position qualifies for the benefits detailed at Roche Benefits.

Relocation benefits are not offered for this position.