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A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come.
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That’s what makes us Roche.

Roche Diagnostics in Johannesburg is seeking a Key Account Manager (New Business Development) to implement overall business plans to grow market share in relevant countries of responsibility (South Africa and SADC Regions). Support growth of new business development opportunities, while understanding and addressing customer or market needs, within assigned budgets in line with Global and local marketing strategies while adhering strictly to the Roche code of conduct.

Key Challenges

Strategic Planning

• Business Plan Development: Create a business plan aligning with affiliate strategic direction and budget targets, supporting account and business plans annually.
  
• Sales Management: Oversee key account sales by analyzing sales data, identifying issues or gaps, and supporting the sales team in implementing solutions.
  
• Client and KOL Relationships: Maintain strong relationships with clients and Key Opinion Leaders (KOLs) to influence business requirements, growth strategies, and gather market insights.
  
• Customer Experience Management: Lead and manage customer experience activities within accounts with relevant internal stakeholders.
  

Business Development

• Project Management: Manage projects for new sales opportunities with internal stakeholders across various functions.
  
• Growth Strategy: Develop strategies focused on financial gain and customer satisfaction.
  
• Market Research: Identify new markets and customer needs to expand the client base and income streams.
  
• Product Knowledge: Have deep knowledge of business products and value propositions.
  
• Client Objectives: Address or predict client objectives and provide after-sales support.
  
• Long-Term Relationships: Build and maintain long-term relationships with customers and report on successes and areas needing improvement.
  

Operations Planning and Management

• Key Account Management: Engage with key accounts, stakeholders, and executives, providing input and participating in meetings.
  
• Sales and Profitability: Track sales team activities, review metrics, and address issues to achieve sales and profitability targets.
  
• Performance Management: Identify performance trends, manage corrective actions, and mitigate negative impacts on sales.
  

Performance

• Budget Management: Manage budget and expenditure according to business policies and procedures.
  

Stakeholder and Project Management

• Customer Relationships: Build relationships by participating in events, engaging with decision-makers, and providing market trend feedback.
  
• Project Identification: Identify key projects and mobilize internal and external stakeholders.
  
• Project Leadership: Assemble and lead new business project teams, report on projects, and ensure successful completion and closure.
  

Safety, Health, and Environment (SHE)

• Compliance: Adhere to SHE rules, standards, and regulations.
  
• Incident Investigation: Conduct investigations to determine root causes of incidents and implement measures to prevent future occurrences.
  
• Training: Participate in and complete all assigned SHE training.
  

Who You Are as an Ideal Candidate

• You have a National Diploma in Medical Sciences or equivalent (NQF 6). Preferably a University degree or higher in one of above disciplines (NQF level 7+).
  
• A Business Management qualification would be advantageous
  
• You have at least 5 years commercial experience in medical/diagnostic industry
  
• You have 2-3 years account management experience
  
• Preferably you have 7 years sales experience in the medical industry with at least 3 years in an Account Management role
  

Ideal Knowledge, Skills & Abilities

• Proven sales track record at key account / outsourced partner level with medical diagnostic industry
  
• Proven record of Business development and Project management skills and expertise.
  
• Strong working knowledge of commercial aspects of exporting and / or working experience in the African markets
  
• Evidence of strong influencing and negotiation skills
  
• Evidence of strong business acumen
  
• Travel (within assigned Africa territory and some international travel)
  
• A valid driver’s license and passport is required
  

Note that a full job description is available upon request

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.