Regional Account Specialist - Mass Spectrometry

About the role

As the Regional Account Specialist - Mass Spectrometry, you will launch, sell, and promote our breakthrough Mass Spectrometry solution to customers in the Midwest US territory. This field-based role focuses on key, highly strategic accounts with complex requirements, driving sales plans to achieve established revenue and financial goals. You will manage and develop significant partner relationships, sell to new and existing accounts, and identify new business opportunities in emerging areas.

You will work on critical, large, and complex accounts, developing and presenting financial proposals to enhance profitability and protect margins. Collaboration with Account Managers and technical personnel will ensure customer issues are resolved, and you may participate in setting sales targets and designing territory sales plans. This role requires broad expertise in the lab testing segment, with specific LC/MS experience preferred.

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, 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 implementation of solutions.
• Establish and build strong client relationships to drive growth, profitability, and predictability.
• Communicate with other Roche functions to ensure needed sales support and delivery of programs/products.
• Conduct overnight travel as needed, including short notice, to maximize customer-facing time and territory coverage.
• Navigate the financial landscape of complex health systems, helping them maximize capital budget cycles to achieve growth goals.
• Conduct demonstration sessions on product characteristics.
• Manage sales expenses and contribute to the development of company objectives and principles.

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.