Sales Account Manager- Near Patient Care (IVD)

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

Will be responsible for drive the achievement of local sales targets and profit objectives within the assigned territory, identify and pursue new business opportunities to expand market presence and increase access to solutions.

Build and maintain strong relationships with customers, relevant stakeholders and business partners to ensure business sustainability

The Opportunity:

Strategic planning

• Work closely with the Business Manager and cross-functional teams to develop and implement local strategic business plans
• Develops and implements comprehensive account plans based on a thorough understanding of customer needs, cocreating short and long term strategies and customer oriented solutions, and executing value-driven, market-specific initiatives aligned with local business strategy
• Collect business intelligence and provide feedback on market trends and competitive behavior/activities
• Efficiently maintains relevant internal systems (e.g. REXIS) and other sales support tools. Lead efforts in Customer Relationship Management to maintain and grow the current customer base
  
  

Financial Objectives

• Drive the achievement of national sales targets and profit objectives within the assigned territory, contributing to Central America & The Caribbean ambition
• Lead the monthly forecasting process and contribute to the annual business planning cycle by ensuring accurate demand planning and effective stock management to prevent supply disruptions, while also supporting local business planning through tender analysis, customer data, and market insights
• Manage Free of Charge( FOC) items effectively according to local business strategy
  
  

Distributor management

• Accountable for the local Distributor performance, strategic alignment , and execution ensuring business sustainable growth. Work in collaboration with the Distributors for strategic alignment and execution
• Drive tender management process with Distributors from pretender shaping to final submission, ensuring alignment with internal policies. In the case of Direct markets , accountable for driving the tender process E2E effectively
• Monitor customer performance in line with contractual agreements, sales targets, and profitability goals
• Support local product registration and ensure compliance with all relevant regulatory requirements
• Achieve and maintain excellent knowledge levels, portfolio & technical capabilities and selling skills; responsible to keep current on relevant matters including company policies and compliance procedures
• Builds a profound understanding of environmental factors, including competitor, industry and healthcare trends, to gauge and consider their impact in key account plans
  
  

Crossfunctional collaboration

• Actively participate in the squads, networks, meetings or interactions promoted or assigned within the affiliate or LATAM to collaborate to achieve regional and local objectives and ambitions
  
  

Who you are:

• Bachelor´s degree, preferably in a science or related field from an accredited university; higher education
• Minimum of 4-5 years of progressive sales, marketing, or operations experience (e.g. B2C, B2B , account management experience), preferably within the healthcare environment (diagnostics, medical equipment or similar); experience in management of large multinational accounts and complex projects are a plus
• Proficient English level
• Skilled in building lasting customer relationships and engaging with decision-makers at all levels
• Experienced in leading business negotiations and selling value-added solutions
• Conceptual and strategic mindset with excellent business acumen; solid analytical and financial skills, excellent communication and presentation skills (Spanish/English), as well as systems experience, including but not limited to: MS Office applications, SAP; Salesforce.com (or other financial and CRM systems)
• Availability to travel regularly
  
  

Key Competences:

• Patient/ Customer centricity mindset and driven by value creation
• Collaborative team player with cross-functional teams
• Organized, Resilient and self-motivated, driven by challenge and continuous learning, proactive orientation towards results and decisions; proven record of multi-tasking and ability to handle dynamic high-pressure environments with significant timelines
• Proven ability to lead and coach a cross-functional team; excellent social skills to manage conflicts, to motivate and influence in a matrix organization and to develop strong customer relationships
  
  

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.