Key Account Manager- Sustain

Bei Roche kannst du ganz du selbst sein und wirst für deine einzigartigen Qualitäten geschätzt. Unsere Kultur fördert persönlichen Ausdruck, offenen Dialog und echte Verbindungen. Hier wirst du für das, was du bist, wertgeschätzt, akzeptiert und respektiert. Dies schafft ein Umfeld, in dem du sowohl persönlich als auch beruflich wachsen kannst. Gemeinsam wollen wir Krankheiten vorbeugen, stoppen und heilen und sicherstellen, dass jeder Zugang zur Gesundheitsversorgung hat – heute und in Zukunft. Werde Teil von Roche, wo jede Stimme zählt.

Die Position

This unique opportunity joins our dynamic commercial team in Costa Rica, driving strategic partnerships across the Central America and Caribbean region. As theKey Account Manager – Sustain, you will champion a collaborative culture that unites cross-functional internal departments and local distributors to shape the future of healthcare. You will play a vital role in transforming institutional customer relationships into high-value strategic partnerships that expand our business footprint.
Drives the establishment and maintenance of long-term customer relationships by providing outstanding customer service. Proactively leads the coordination of all internal departments as the primary point of contact for key accounts.

The Opportunity:

• Strategic Partnerships: Transform operational customer relationships into high-value, long-term strategic alliances with key institutional stakeholders.
• Commercial Growth: Drive sales growth, market share, and profitability across all product portfolios using creative channel and segment-filling strategies.
• Workflow Optimization: Partner with accounts to analyze workflows and implement integrated Roche solutions that maximize efficiency.
• Contract& Financial Oversight: Monitor contract compliance and manage financial aspects, including sales forecasting, P analysis, inventory, and collections.
• "One Roche" Collaboration: Lead cross-departmental alignment across internal teams (Marketing, Finance, Supply Chain, Pharma, etc.) to ensure seamless service delivery and account retention.
• Distributor Alignment: Coordinate with local distributors to optimize logistics, protect contract retention, and support joint commercial goals.
• Project Management: Act as senior project manager for the end-to-end implementation of complex diagnostics solutions.
• Executive Reporting: Design and present business status updates, account health indicators, and strategic milestones during regional and executive reviews.
• Stakeholder Engagement: Build trust and long-term relationships with stakeholders at all levels, from technical staff to C-suite executives.
• Account Intelligence& CRM: Maintain deep knowledge of accounts' short- and long-term strategies, utilizing CRM tools (Gold/Blue Sheets andREXIS).
• Market& Trend Analysis: Gather business intelligence on competitor activities, industry trends, and healthcare shifts to protect and grow accounts.
• Continuous Compliance: Achieve top-tier sales proficiency while strictly adhering to company policies, compliance procedures, and high customer care standards.

Who you are:

• You hold a Bachelor's degree from an accredited university, preferably in healthcare sciences or a related field.
• You possess a minimum of 6–8 years of progressive experience in sales, key account management, or business development (B2B environment) within healthcare diagnostics, medical devices, or pharmaceutical industries.
• You have a proven track record of transforming enterprise-level customer accounts, establishing value-based strategic alliances, and successfully managing large-scale negotiations.
• You demonstrate business acumen with advanced financial skills in analyzing account profitability, profit and loss conditions, and commercial efficiency models.
• You are an elite communicator and resilient matrix leader, capable of establishing trust, authority, and confidence with stakeholders at all levels, while coaching cross-functional teams without direct authority.
• Professional English proficiency level of at least B2.

Preferred:

• Higher education or post-graduate degrees, such as an MBA, are an asset.
• Advanced proficiency in strategic sales methodologies, consultative selling, complex account planning, and project management (certifications like PMP, Agile, Lean, or Six Sigma) is a plus.
• Experience utilizing software applications, customer relationship management systems, and modern data productivity tools.

Wer wir sind

Eine gesündere Zukunft treibt uns zur Innovation an. Mehr als 100.000 Mitarbeiter weltweit arbeiten gemeinsam daran, wissenschaftliche Fortschritte zu erzielen und sicherzustellen, dass jeder Zugang zur Gesundheitsversorgung hat – heute und für zukünftige Generationen. Durch unser Engagement werden über 26 Millionen Menschen mit unseren Medikamenten behandelt und mehr als 30 Milliarden Tests mit unseren Diagnostik-Produkten durchgeführt. Wir ermutigen uns gegenseitig, neue Möglichkeiten zu erkunden, Kreativität zu fördern und hohe Ziele zu setzen, um lebensverändernde Gesundheitslösungen zu liefern.

Gemeinsam können wir eine gesündere Zukunft gestalten.

Roche ist ein Arbeitgeber, der die Chancengleichheit fördert.