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That’s what makes us Roche

The Opportunity

Roche Diagnostics is seeking a Key Account Manager with specialty in Core Labs, to join their sales team.

The main purpose of this role is the management of Key Accounts end to end. As a Key Account Manager you will also be ensuring effective stakeholder and customer engagement, ensure customer centric approach, by being clear on customer needs, promoting customer propositions at all levels.

Critical to the success of this role is effective project management and ability to spot and create sales opportunities, while being conscious of organizational compliance and health and safety requirements.

Key Challenges

Stakeholder Engagement and Management

• Build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required
  
• Create and maintain the customer account mapping by identifying stakeholders, preparing a profile on the formal and informal decision makers and create an organogram of the account as required
  
• Identify sales data trends at portfolio level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons monthly
  
• Provide appropriate product strategies per customer by understanding the customer needs and wants, refining the strategy in line with the customer requirements and adjusting as required
  
• Maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
  
• Maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required
  

Account Management/ Customer Relationship Management

• Develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required
  
• Identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers monthly and as required
  
• Implement campaigns by engaging with Product Managers, engaging with customers and running campaign events as required
  
• Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required
  
• Report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required
  
• Achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily
  
• Administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily
  
• Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required
  
• Provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required
  

Customer Relationship Management (CRM) Data

• Ensure accurate customer data is actively updated in the CRM tool
  
• Ensure all customer related and internal activities are logged as per requirement
  
• Analyse data/reports to understand performance trends
  

Customer Relationship Development / Prospecting

• Develop a growth strategy focused both on financial gain and customer satisfaction.
  
• Identifying and mapping business strengths and customer needs.
  
• Conduct research to identify new markets and customer needs to expand client base and viable income streams.
  
• Have an in-depth knowledge of business products and value
  
• Addressor predict clients’ objectives.
  
• Keep records of sales, revenue, invoices etc.
  
• Provide trustworthy feedback and after-sales support
  
• Build long-term relationships with new and existing customers
  
• Report on successes and areas needing improvements.
  

Project Management

• Project manage solutions for identified new sales opportunities within new possible clients or new products (product manager, business development, application specialists, commercial (finance) management for exports, technical services, etc.).
  

Sales Opportunities Creation

• Ensure a continuous feed of the sales funnel pipeline as per opportunities identified
  
• Track and monitor the opportunity pipeline to ensure success
  
• Understand win/loss opportunities and potential reasons in order to provide needed improvements
  
• Ensure collaboration across all departments by reviewing bluesheets regularly
  

SHE

• Comply with SHE rules, standards, regulations set out by Group SHE as well as local affiliates.
  
• Participate and complete all assigned SHE training.
  

Who You Are as an Ideal Candidate
Qualifications & Experience

• At least an undergraduate NQF 7 qualification in Medical Science, Science Degree in Biomedical Sciences or similar
  
• A Business Management qualification is an advantage.
  
• 5-7 years’ experience in a commercial role in the medical industry and 3 years account management experience
  
• Chemistry, Immunology and Hematology Core Lab Experience would be advantageous
  

Recommended skills & abilities

• Customer Relationship Management (Rexis)
  
• Miller Heiman Selling Methodologies
  
• Conceptual selling - MH Green sheet
  
• Strategic selling - MH Blue sheet
  
• Commercial Acumen
  
• Negotiation skills
  
• Presentation skills (solution selling)
  
• Balances Stakeholders
  
• Builds Networks
  
• Business Insight
  
• Communicates Effectively
  
• Situational Adaptability
  
• Strategic Mindset
  
• Manages Complexity
  

Physical requirements

• Ability to travel nationally and internationally
  

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche has played a pioneering role in healthcare as an innovator of products and services for the early detection, prevention, diagnosis and treatment of diseases. The company has operated in South Africa since 1947.The local office of Roche Diagnostics is based in Midrand, Johannesburg and it has offices throughout Southern Africa and Sub-Sahara Africa. We employ over 180 employees in our Diagnostics division.