Strategic Key Account Manager

Roche fosters diversity, equity and inclusion, representing the communities we serve. When dealing with healthcare on a global scale, diversity is an essential ingredient to success. We believe that inclusion is key to understanding people’s varied healthcare needs. Together, we embrace individuality and share a passion for exceptional care. Join Roche, where every voice matters.

The Position

A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche. Join us in making this happen by:

• Key strategic sales role 

• Wellington based (preferred) field role

• Customer relationships and account management focus

The Strategic Key Account Manager role plays a key part in building a high performing affiliate network with long-term sustainability, who are externally focused and being an agile organisation, while being accountable for delivering annual financial targets (total sales, working capital and operating profit), think and act both short and long term; achieving a win/win for customers and Roche Diagnostics New Zealand (RDNZ).

What you will be working on:

In this key strategic role within the RDNZ team, you will be the principal trusted advisor for C-Suite engagement within your territory and maintain awareness of all activities within your customers while including the RDNZ network to complement your interactions. Other responsibilities include;

• Maintain and develop customer relationships to build trust and retain current business

• Map, and keep refreshed, detail on the customer’s internal organization

• Manages and is accountable for tenders and contracts for the assigned accounts

• Leads, prepares for and coordinates customer business review meetings

• Leads problem-solving for issues/problems related to the customers commercial experience with Roche

• Visits customers within the accounts ensuring up to date detailed knowledge of the customer situation and learning what the customer challenges and opportunities 

• Identify, qualify and action “simple sales” opportunities for assigned accounts 

• As part of the “complex opportunity” team, bring insights and detailed customer/laboratory knowledge to the strategy development process

• Achieve or exceed sales and profitability targets with specific ownership of sales execution processes for the customer segment you are responsible for by co-creating and executing on Commercial OKR, ensuring the best outcome for our customers and RDNZ

• Maintain all records and documentation as required and associated with professional account management and to Roche quality standards and expectations

• Partner with Finance Business Partners, Marketing, Customer Success, Access & Innovation and Business support functions to ensure you leverage skills and maintain transparency across RDNZ

• Facilitate the generation of insights, through external partnerships and relationships to drive customer centric product and service offering

Who you are:

You are a driven sales professional who wants to influence your own development, is passionate about making a difference and comfortable with a constant changing environment. You are looking for a company where you have the opportunity to pursue your interests across the functions and geographies, and where a job title is not considered the final destination of who you are, but the starting point.

You have:

• A tertiary qualifications in Science or Business, or equivalent 

• a minimum 5 years’ experience in the healthcare industry with experience in Sales or equivalent roles. 

• thorough understanding of either healthcare or Diagnostic & Research Laboratories

• energy to mobilize and execute in complex environments 

• You have a growth mindset and strong people skills in team leadership, development and management

• Excellent relationship building and outstanding communication & networking skills 

• A valid driver’s license is essential.

This is a field role based in Wellington (preferred) and is only open to candidates that are already in New Zeland and have full eligibility to live and work in New Zealand. 

We do not accept any unsolicited resumes or enquiries from recruitment agencies. Roche has a dedicated in-house Talent Acquisition team.   

What do we offer

Roche offers rewarding growth opportunities, a competitive remuneration package and a collaborative culture where people are united in purpose and will stretch you to be brave, speak up and think differently. Feel empowered to deliver meaningful outcomes, supported by accessible and inspiring leaders. 

Roche encourages a high-performance culture where you are empowered and trusted to make decisions. We strive for excellence and extraordinary results and take a genuine interest in our people and their well-being, and our patients.

Take pride in knowing you can make a difference to millions of patients worldwide in developing diagnostics and treatments for oncology, neuroscience, inflammation, immunology, ophthalmology, rare diseases, respiratory disease and diabetes.

We are committed to providing an inclusive, safe, secure and healthy workplace, and to minimise any such impacts to our employees, customers and the community. We welcome applications from all people and encourage you to advise of any individual circumstances that may require consideration.

Who we are

At 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.