Digital Pathology Sales Specialist; Northern & Southern CA

The Position

Digital Pathology Sales Specialist

We are seeking a driven Digital Pathology Sales Specialist to champion the sales of our comprehensive digital pathology solutions. This includes hardware, Image Management Software (IMS), and advanced algorithms, targeting a diverse client base: hospitals, reference labs, research institutions, pharmaceutical companies, and diagnostic labs.

The ideal candidate will possess a deep understanding of digital pathology products, healthcare IT, and strong sales acumen. You will be instrumental in building and nurturing relationships within the healthcare and research sectors, leveraging existing connections to expand our customer base. This is a specialist position supporting the Account Managers and Strategic Account Managers which is key to engaging both prospective and current customers.

This is a field based role: the territory includes all of California (main hubs: Los Angeles, San Francisco, San Diego). Candidate must reside within 50 miles of territory border and near a major airport. Relocation benefits are not provided for this role.

• Achieve and exceed sales quotas by developing a robust pipeline and closing new business.
• Develop and execute strategic sales plans to significantly grow the company’s market share in digital pathology.
• Present and demonstrate digital pathology solutions to potential clients, clearly articulating the value proposition of transitioning to digital workflows.
• Identify potential customers, understand their specific needs, and present tailored solutions.
• Maintain accurate records of all sales activities, customer interactions, and sales opportunities within the SFDC system.
• Provide regular sales forecasts and reports to the regional sales manager, actively participating in sales meetings.

• Cultivate deep technical expertise in our software to accurately map and align its applications with relevant disease areas.
• Act as a trusted advisor to clients, thoroughly understanding their pathology workflows and providing customized solutions.
• Address customer inquiries, resolve concerns, and ensure exceptional customer satisfaction throughout the entire sales process.
• Achieve high levels of customer satisfaction through effective sales and support assistance.

• Collaborate closely with technical teams to provide compelling product demonstrations, training, and ongoing post-sales support.
• Coordinate product demonstrations, installations, and customer training as required.
• Partner with customer service, technical support, and Roche Healthcare Consulting to guarantee seamless post-sales implementation and support.

• Stay continuously informed about industry trends, competitive products, and emerging technologies within the dynamic digital pathology space.

• Achieve and exceed monthly, quarterly, and annual sales targets.
• Increase market share for digital pathology products in assigned region
• Establish and maintain a pipeline of prospects.
• Customer satisfaction scores and retention rates.

• You hold a Bachelor s Degree in a related field (Life Sciences. Biomedical engineering, biotechnology or similar) or equivalent experience
• You hold 3+ years of experience in sales, preferably in digital pathology, medical devices, healthcare IT software, or life sciences
• Leadership presence and business acumen with an understanding of digital pathology systems and their software applications in clinical and research settings.
• You hold have 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.
• Negotiation, contracting, and problem solving skills

• Laboratory sales experience, healthcare IT
• Experience/background in IT or technology sales
• Digital Pathology

The expected salary range for this position based on the primary location of CA is $100,400 - $186,400. Actual pay will be determined…