Pathology Solutions Specialist

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Pathology Solutions Specialist

The Opportunity:

The Pathology Solutions Specialist in Tissue Diagnostics is responsible for protecting and growing the High Medical Value IHC portfolio and research market share. Implements sales plans designed to achieve established revenue and financial goals. Knows and understands the Advanced Staining competitive landscape including product, sales tools, and pricing for Roche Pathology Lab and all competitors. Leverages current business relationships to maintain and grow current customer base.

Works in coordination with Account Managers and Strategic Account Managers to call on perspective and current customers. Works closely with Account Managers to sell capital equipment to most prominent health systems, hospitals and reference laboratories, either via capital expenditures or bundling with reagents. Has a complete knowledge of company products and services, and is viewed as an expert by the company and customers.

May be tasked with sales of new or strategic products. Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with internal and external personnel in their own area of expertise. Focuses on critical, large, complex, high-visibility, strategic or tactically important accounts. Acts independently to determine methods and procedures on new or special assignments.

Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.

This is a field based role - the territory includes: OH, PA & WV. Candidate must reside within 50 miles of the territory border. Relocation benefits are not provided for this role.

• Assumes an active leadership role during the development and implementation of capital equipment sales strategies to attain assigned sales objectives. Intimacy with company and competitive market dynamics.
• Provides professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.
• Utilizes strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.
• Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares with other Roche colleagues.
• Responsible for the effective management of sales funnel by identification of opportunities and the creation and implementation of solutions.
• Establishes and works with Account Managers and Strategic Account Managers to build strong client relationships that allow for growth, profitability and predictability. Communicates with other relevant Roche functions to ensure needed sales support and delivery of programs/products.
• Effectively utilizes internal sales and operations support teams to advance the sale.

• You hold a Bachelor’s Degree or equivalent experience.
• You hold 5+ years relevant sales or equivalent experience required with the highest level of sales proficiency.

• PhD or Master’s Degree.
• Expertise in competitive business and instrumentation, reimbursement landscape, and all other product lines.
• Leadership presence and business acumen with an understanding of the IHC and Anatomic Pathology laboratory landscape and the ability to create/drive solutions with others.
• Proven success in previous sales capacity, using consultative selling skills, along with demonstrated leadership and communication excellence.
• Presence and communication ability required with the ability to create and present impactful group presentations.
• Negotiatio…