Sales and Application Specialist

Job Description

The PositionSales and Application SpecialistPurpose of Role

• Achieve the sales goals which include but are not limited to the KPIs of Roche product portfolio and RDME objectives with assigned key and strategically important Hospital/Lab chain customers.
• Assure that strong and effective customer relationships with key decision makers are built, maintained and expanded in order to grow and develop business.
• Lead the customer account planning cycle by formulating and executing account plans and ensures assigned customers? needs and expectations are met. -Drive sustainable business growth and maintains a high customer satisfaction rate.
• Enlist and align cross-functional support activities of company resources to meet account plan objectives and customers? expectations.
• Keep track of progress of activities, monitor sales effectiveness and operational efficiency.
• Provide business analytics and KPI reports on a regular base.

Areas of Responsibility

• Act as first line contact for assigned strategic relevant and important key accounts on decision maker level;
• Build and maintain strong professional relationships in assigned accounts to establish loyalty and trust with key contacts to develop a long lasting relationship/partnership. Act as an advocate;
• Research general account context and develop an understanding of each accounts? operating model, economics, competitive pressures, visions, strategies and internal stakeholders;
• Develop and implement a comprehensive strategic account plan and tactics for each assigned account based on measurable objectives to achieve sales targets, gain market share, meet the strategic and operational KPIs;
• Display and leverage strong knowledge of accounts purchasing process/buying cycle, decision making process and protocols;
• Monitor market and Hospital/Lab chain customer movements in order to react effectively and proactively to any changes:
• Identify channel filling opportunities across the product portfolio;
• Promote the Roche product portfolio to the assigned customers in line with the commercial strategy and drives sustainable business growth;
• Achieve/exceed all key sales measures and targets.
• Apply strategic solution selling principles, commercial teaching and consultancy selling approach with customers. Utilize Miller Heiman Sales Methodology for all business opportunities and ensures the formal sales process is followed by the sales team to achieve sales effectiveness KPIs;
• Negotiate, within guidelines, prices and terms to ensure the best deals are secured, in compliance with pricing strategy and positioning. Guarantee right approval for new offers and contract clauses;
• Adhere through his/her conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche.
• Give user training for the Roche Diagnostics devices in accordance with the planned task assignments made by all regional heads, giving priority to the region s/he is responsible for
• Give device and reagent usage trainings for customers, laboratory employees, dealer employees in the field and Roche personnel,
• Direct application questions and requests coming from the customers or distributors that are not covered by reagent package inserts or instrument operator manuals to the Medical Department,
• Investigate and solve problems about application by providing telephone support, remote access or visiting customers
• Follow up the performance of the systems by making customer visits
• Report performed activity details (telephone support, training, problem solving, costumer visit, etc.) to the CRM (Rexis etc.), prepare Service Report on the service activities
• Provide technical consultancy about products,
• Guarantee the activity planning, visit reporting, opportunity mapping, and Miller Heiman sheet maintenance for qualified opportunities is done within the sales force automation system (REXIS) by the Sales team according the account plan. Provide monthly reports of sales effectiveness;
• Analyzemonthly sales target achievement and monitors the progress of activities. Provide accurate monthly forecast, both sales and instrument placements, for all assigned customers and product lines to develop an annual business plan;
• Complete business analytics on a monthly base in a timely, accurate manner.
• Conduct quarterly business reviews to exhibit achievement of sales goals in all assigned accounts.

Who you are:

• MSc (Biotechnology / Microbiology / Biochemistry) or B Tech in Biotechnology
• Minimum of 3 years of relevant experience as Application Specialist in the Medical Device field, preferably in the Core lab domain
• Thorough background in Biology /Chemistry
• Ability to analyze and resolve situations while maintaining a high-level of customer service
• Possess and apply excellent troubleshooting skills
• Technical and Business Expertise
• Comprehensive understanding of the diagnostics Industry
• Strong presentation and communication skills
• Able to work with minimal supervision

Who we areAt Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we?ve become one of the world?s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.Roche is an Equal Opportunity Employer.

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