Key Account Manager- Conquer

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 role is based in Costa Rica, working with the Central America& The Caribbean region, driving healthcare accessibility by matching customer needs with value-added diagnostics solutions. We operate in a highly collaborative matrix environment, offering a dynamic workplace where you can directly impact local market growth and build long-term relationships with key industry stakeholders. The extensive variety of diagnostic lines and strategic commercial initiatives in this division offers you exceptional learning and professional growth opportunities.

This roledrives market share expansion across all product lines within the Roche Diagnostics portfolio by matching customer needs with value-added medical and commercial solutions.

The Opportunity:

• Market Expansion& Acquisition: Drive intense market share growth in the Costa Rican healthcare sector by identifying, prospecting, and converting net-new and competitive accounts.
• Strategic Account Management: Map and penetrate current strategic accounts to uncover and execute high-value cross-selling and up-selling opportunities across all diagnostic product lines.
• Competitive Intelligence: Maintain robust business intelligence on competitor positioning, market disruptions, and tendering timelines to exploit vulnerabilities and secure long-term contracts.
• Stakeholder Engagement (C-Suite): Build long-term, trusted relationships with key stakeholders across public and private sectors, from technical laboratory staff to C-Suite executives.
• Strategic Negotiations: Design and execute creative, data-driven negotiation strategies for complex public and private tenders, leveraging cross-departmental insights to maximize win rates.
• Distributor Alignment: Partner with and lead local distributors to align target positioning, pricing strategies, localized logistics, and customer retention/acquisition initiatives.
• Financial Accountabilities: Deliver on established sales quotas and profitability goals through a deep understanding of each opportunity’s P, volume forecasting, and inventory levels.
• Project Management& Implementation: Act as Project Manager for the end-to-end implementation process of Roche Diagnostics’ solutions, ensuring seamless onboarding.
• Strategic Methodology (CRM): Utilize Miller Heiman methodologies (Blue/Gold Sheets) within CRM tools to analyze stakeholder motivators, map account strategies, and maintain pipeline health.
• Cross-Functional Leadership ("One Roche"): Lead alignment and collaboration across internal areas (Marketing, Finance, Supply Chain, Medical, Pharma) to drive unified business continuity.
• Executive Reporting: Prepare and present strategic account performance, pipeline health, and milestone wins during regional Commercial and Business Review meetings.

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Who you are:

• You hold a Bachelor's degree from an accredited university, preferably in healthcare sciences, business management, or related fields.
• You possess a minimum of 4–5 years of progressive experience in sales, business development, or marketing, preferably within a B2B healthcare or diagnostics environment.
• You are characterized by a structured, proactive, and strategic mindset with excellent business acumen, financial understanding, and analytical skills.
• You are a resilient matrix leader with a proven ability to influence and collaborate with cross-functional teams, managing strict timelines in high-pressure environments.
• You have exceptional interpersonal, negotiation, and communication skills, with professional English proficiency (at least B2 level) and Spanish.

Preferred:

• Higher education or post-graduate degrees are a plus.
• Proven track record with the Professional Selling Skills (PSS) approach and experience in business development and negotiation tactics.
• Demonstrated proficiency in project planning, agile methodologies, or certifications like PMP, Six Sigma, or Lean methodologies.
• Proficiency in software applications and productivity tools, including MS Office, SAP, and modern CRM systems.

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.