Account Executive - Near Patient Care

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The Position

Account Executive - Near Patient Care (MB, SK, AB)

Position territory: Manitoba, Saskatchewan & Alberta

Summary of the position:

As an Account Executive, Near Patient Care, you will be responsible for promoting and driving the sales cycle of Point-of-care products and Diabetes Care products across all segments: Hospitals, Private labs, Primary care and Retail. You will work closely with the National Business Lead, Provincial Healthcare Leader, Customer Lead and Regional Lead, to execute on growth and retention plans across your assigned customer base. You are the technical product expert, and you use this knowledge to build trusting and credible relationships.

The Opportunity

• Identify opportunities to expand access to diagnostic testing for Point-of-Care in hospitals and private labs, primary care and long-term care environments.

• Identify opportunities to expand access to our solutions through the prescription and recommendation of our Accu-Chek Diabetes Care portfolio, leading to market share growth in target patient segments for our glucose monitoring business.

• Collaborate with the regional squad to execute on customer related goals (growth, retention, experience, etc.).

• Leverage your understanding of our healthcare system, the customer, your regional squad and our internal network to provide the right support to your account(s) at the right time.

• Conduct regular check-ins with senior laboratory stakeholders, clinicians and procurement to better understand their point of care priorities and challenges and how Roche can support them and provide value.

• Maintain a deep technical knowledge of your product portfolio and a profound interest and understanding of your customer’s working environment and personal and professional objectives. You will use this knowledge to bring true value and enable us to become the Partner of Choice.

• Maintain and grow a healthy sales opportunity funnel in CRM. You are responsible for customer and opportunity data integrity (accuracy and completeness).

• Use Miller Heiman for strategic planning of your sales opportunities and the Challenger selling model to help customers navigate alternatives.

• Travel 30-40% of the time annually & candidates must reside in Manitoba, Saskatchewan or Alberta, Canada.

Qualifications of the position

• Bachelor’s degree or relevant healthcare experience.

• +5 years of healthcare sales experience.

• Understanding of funding channels and processes to introduce/sell products into hospitals, private labs, pharmacy.

• Experience with RFP (Request for Proposal) Process within the assigned Province(s).

• Existing relationships with stakeholders within hospital setting would be an asset.

• Commercial experience in diagnostics instruments is an asset.

• Commercial experience in diabetes device or cardio-metabolic/diabetes prescription medicines, including clinical sales is an asset.

• Experience operating in a Key Account Environment managing multiple diverse stakeholder relationships simultaneously (ex: MDs, nurses, institution management, institution systems/IT, payers…) is an asset.

• Passionate and empathetic about our customer and patients and their environment.

• Mastery of two-way communication; communicates, actively listening, using silence to elicit more information and clearly conveying ideas once the customer understands their problem.

• Exhibits true expertise in the products and services you sell, comfortably exceeding the knowledge that any expert buying influencer might have.

• Ability to assimilate and master scientific and clinical information.

• Demonstrated financial and business acumen.

Relocation benefits are not available for this posting.

Who we are

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.