Account Executive

Quick Facts

Account Executive - Core Lab (field-based). Territory: Southern Connecticut and Northern Westchester County, New York. Must live within 50 miles of the territory and travel throughout the territory for customer meetings. Expected salary range (Connecticut): $86,700 - $160,900; eligible for incentive compensation and benefits.

Description

A field-based sales professional responsible for meeting and exceeding sales objectives in targeted accounts across the assigned territory. The role includes developing customer prospects, maintaining relationships with decision makers, and delivering value quantification presentations with differentiating message and quantifiable economic value. The role also requires maintaining and continuously improving the quality system and achieving quality objectives through daily actions.

Responsibilities

• Contact new and existing customers to meet and exceed sales objectives by developing new business, growing existing business, maintaining customer relationships, and troubleshooting customer problems.
• Identify and develop strategic account plans; develop and deliver the differentiating message and quantifiable economic value for products and services.
• Sell the primary differentiation of Roche products; overcome and manage objections; negotiate to obtain sales.
• Generate demand and maximize product awareness by working with and providing education and information to customers.
• Implement strategic initiatives and plans to facilitate the sales process and productivity.
• Prepare proposals for assigned accounts and present all contract proposals to maximize overall business and profitability (may require negotiation).
• Conduct and organize territory planning and routing for efficiency; conduct business analysis and planning.
• Communicate competitive market information internally.
• Network and interface with internal colleagues to share information and best practices; remain actively involved in industry/customer organizations that impact business.

Requirements

• Bachelor’s degree or equivalent experience.
• 3 years of relevant sales or equivalent experience.
• Participation in an approved accelerated development, fellowship, or rotational program may be considered in lieu of experience.
• Minimum 3 years experience in the Diagnostics industry (5 years preferred).
• Minimum 3 years experience selling capital equipment and laboratory equipment into Hospitals and Reference Laboratories (5 years preferred).
• Experience working in complex sales environments with demonstrated success over time.
• Successful negotiation, strategic planning, and organizational skills.
• Live within 50 miles of the territory and be able to travel throughout the territory for customer meetings.

Benefits

• Incentive compensation eligibility under the applicable Incentive Compensation Plan.
• Benefits detailed at the provided benefits link.