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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
The Opportunity
Roche Diagnostics is seeking a Key Account Manager with specialty in Core Labs, to join their sales team.
The main purpose of this role is the management of Key Accounts end to end. As a Key Account Manager you will also be ensuring effective stakeholder and customer engagement, ensure customer centric approach, by being clear on customer needs, promoting customer propositions at all levels.
Critical to the success of this role is effective project management and ability to spot and create sales opportunities, while being conscious of organizational compliance and health and safety requirements.
Key Challenges
Stakeholder Engagement and Management
Build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required
Create and maintain the customer account mapping by identifying stakeholders, preparing a profile on the formal and informal decision makers and create an organogram of the account as required
Identify sales data trends at portfolio level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons monthly
Provide appropriate product strategies per customer by understanding the customer needs and wants, refining the strategy in line with the customer requirements and adjusting as required
Maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
Maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required
Account Management/ Customer Relationship Management
Develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required
Identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers monthly and as required
Implement campaigns by engaging with Product Managers, engaging with customers and running campaign events as required
Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required
Report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required
Achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily
Administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily
Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required
Provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required
Customer Relationship Management (CRM) Data
Ensure accurate customer data is actively updated in the CRM tool
Ensure all customer related and internal activities are logged as per requirement
Analyse data/reports to understand performance trends
Customer Relationship Development / Prospecting
Develop a growth strategy focused both on financial gain and customer satisfaction.
Identifying and mapping business strengths and customer needs.
Conduct research to identify new markets and customer needs to expand client base and viable income streams.
Have an in-depth knowledge of business products and value
Addressor predict clients’ objectives.
Keep records of sales, revenue, invoices etc.
Provide trustworthy feedback and after-sales support
Build long-term relationships with new and existing customers
Report on successes and areas needing improvements.
Project Management
Project manage solutions for identified new sales opportunities within new possible clients or new products (product manager, business development, application specialists, commercial (finance) management for exports, technical services, etc.).
Sales Opportunities Creation
Ensure a continuous feed of the sales funnel pipeline as per opportunities identified
Track and monitor the opportunity pipeline to ensure success
Understand win/loss opportunities and potential reasons in order to provide needed improvements
Ensure collaboration across all departments by reviewing bluesheets regularly
SHE
Comply with SHE rules, standards, regulations set out by Group SHE as well as local affiliates.
Participate and complete all assigned SHE training.
Who You Are as an Ideal Candidate
Qualifications & Experience
At least an undergraduate NQF 7 qualification in Medical Science, Science Degree in Biomedical Sciences or similar
A Business Management qualification is an advantage.
5-7 years’ experience in a commercial role in the medical industry and 3 years account management experience
Chemistry, Immunology and Hematology Core Lab Experience would be advantageous
Recommended skills & abilities
Customer Relationship Management (Rexis)
Miller Heiman Selling Methodologies
Conceptual selling - MH Green sheet
Strategic selling - MH Blue sheet
Commercial Acumen
Negotiation skills
Presentation skills (solution selling)
Balances Stakeholders
Builds Networks
Business Insight
Communicates Effectively
Situational Adaptability
Strategic Mindset
Manages Complexity
Physical requirements
Ability to travel nationally and internationally
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 has played a pioneering role in healthcare as an innovator of products and services for the early detection, prevention, diagnosis and treatment of diseases. The company has operated in South Africa since 1947.The local office of Roche Diagnostics is based in Midrand, Johannesburg and it has offices throughout Southern Africa and Sub-Sahara Africa. We employ over 180 employees in our Diagnostics division.
Roche is an Equal Opportunity Employer.