Key Account Manager- Near Patient Care

Responsibilities

• Business Development:
• Commercial process improvements including identification of limitations, problems and challenges. Create proposals to resolve and offer solutions, present to necessary audiences or change processes and co-lead implementation.
• Identify and prioritize new opportunities. Ensure holistic perspective, consider all portfolio segments
• Transparent decisions on the opportunities used for, e.g. Quote Wizard, REXIS, Funnel Scorecard, advanced methodologies like Miller Heiman
• Ensure REXIS data quality & opportunity quality
• Ensure Blue sheet usage across the Commercial Team
• Implement latest tools/solutions and leverage tools including Quote Wizard, T-rex, in the LT sales team
• Maintain existing and develop potential customer base
• Identifies market opportunities and threats regarding portfolio, customer, competition and regulatory. Suggests appropriate measures for the achievement of objectives in collaboration with the commercial teams
• Key Accounts, Distributors and Wholesaler Management:
• Responsible for the strategy implementation planning and execution for the assigned distributors, wholesalers and/or products, in order to deliver the Near Patient Care Network objectives
• Leading and facilitating strategic internal discussions on complex customer opportunities using existing methodologies (Miller Heiman)
• Actively screening healthcare market dynamics and monitoring market growth and market share data to ensure transparency on current trends and potential
• Business planning and budgeting responsibilities for the assigned scope in accordance with the Finance Department timelines during the business planning phase
• Actively monitor the sales & profitability evolution for the dedicated customer accounts and if needed create strategies how to counteract/accelerate certain patterns.
• Maintaining and upselling of current customers leveraging the Solution Selling approach, developing new customers/business areas in alignment with our holistic commercial strategy (HCD, Mktg/Service)
• Executing and (de)prioritizing based on the Customer Segmentation
• Monitoring and providing feedback concerning product quality and service quality, resulting in maintaining and enhancing customer satisfaction
• Leading negotiations and contract discussions with senior customer stakeholders (C-Suite)
• Ensuring Compliance with Roche Group Code of Conduct and all other local laws, company policies and regulations.
• Controlling and Reporting:
• Report activities, sales plan progress, and target achievements in Salesforce/REXIS to commercial management.
• Provide regular feedback on product quality, customer satisfaction, and profitability through benchmarking and analysis.
• Document all interactions with HCPs and HCOs in compliance with DIA Symphony, Roche Code of Conduct, internal policies, and local regulations.
• Dia Symphony adherence:
• Adhere to Roche Directives regarding the differentiation of Medical and Commercial functions (Standard 61) and maintain effective cross-functional collaboration.
• Any off-label promotion of Roche products is strictly prohibited, above mentioned products always refer to on-label products
• Ensure compliance with Roche Group Code of Conduct and all other local laws, company policies and regulations
• Pass mandatory trainings related to behavior in business, compliance, quality, regulatory.
• External and Internal collaboration:
• Foster a positive organizational culture and collaborate with stakeholders across all levels to share best practices and knowledge.
• Increase knowledge and best practice sharing through networking and connecting experts and talents
• Foc

Benefits

Additional Information

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. The Position The Key Account Manager - Near Patient Care for the Baltics co-creates account strategies and go-to-market tactics in line with the Sales Chapter Lead, the Network Lead and other necessary functions (Mktg/HCD/Service) in order to cultivate strategic long term customer relationships & successful opportunity outcomes along the solution value chain. He/She ensures that Commercial Excellence is our License to sell and actively incorporates all existing tools (REXIS), training matrix (Sales Learning Path & Stronger Solution Selling) and methodologies (Miller Heiman) in the daily operations. This contributes to positioning Roche Diagnostics as a strategic partner towards our customers and ensures the external mindset shift needed to move the customer dialogues away from price-only discussions towards a Return-of-Investment (ROI) approach. Important Note: Location shall be in K aunas

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Roche? Share your experience