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Key Account Manager - Roche Sequencing
The Opportunity:
As a Key Account Manager for Roche Sequencing, you will be responsible for maintaining and growing strategic accounts by fostering exceptional relationships with key stakeholders and aligning customer needs with Roche Sequencing's comprehensive portfolio of solutions. In this role, you will leverage your expertise to achieve sales targets, drive long-term partnerships, and deliver value-added solutions that support customers’ research and clinical objectives.
Key Responsibilities:
Account Management & Customer Relationships:
Serve as the primary point of contact for strategic accounts, managing and nurturing long-term relationships.
Meet regularly with customers to assess evolving needs and ensure satisfaction with Roche Sequencing’s products and support.
Proactively assess, clarify, and validate customer needs on an ongoing basis to deliver tailored solutions.
Strategic Planning & Execution:
Lead joint account planning processes with key customers, establishing mutual performance objectives, financial targets, and critical milestones for both one- and three-year timeframes.
Develop and execute strategies to achieve assigned sales quotas and revenue targets within designated strategic accounts.
Coordinate cross-functional resources — including support, service, and management specialists — to meet account performance goals and exceed customer expectations.
Customer-Centric Solutions:
Apply a customer-focused selling approach to drive results, build partnerships, and ensure long-term satisfaction.
Stay informed about key market trends and competitive dynamics to identify and capitalize on new opportunities.
Act as a trusted advisor to customers, effectively communicating the value of Roche Sequencing’s portfolio and assisting them in achieving their research and clinical outcomes.
Communication & Collaboration:
Clearly communicate progress on initiatives to internal teams and external stakeholders through regular updates and presentations.
Collaborate closely with internal teams (e.g., Customer Service, Technical Support, Marketing) to address customer concerns, resolve issues, and ensure high levels of satisfaction.
Coordinate with company executives and Customer Service Representatives to address challenges, maintain responsive communication, and resolve problems efficiently.
Sales Leadership & Business Growth:
Proactively identify opportunities to expand Roche’s footprint within strategic accounts.
Demonstrate in-depth knowledge of Roche Sequencing’s portfolio to provide comprehensive support across sequencing platforms, software, and informatics capabilities.
Represent Roche at customer engagements, conferences, and key industry events to promote the brand and strengthen relationships.
This is a National field-based role. Candidate can be based anywhere in the U.S. Relocation assistance is not provided for this role. Majority of accounts based in CA, AZ and East Coast.
Travel Requirements:
Estimated travel, greater than 50%.
Who You Are:
You bring a passion for managing relationships and driving value for strategic customers. You thrive in roles where you serve as a trusted partner, offering deeply personalized solutions that meet complex customer needs while achieving company objectives.
Minimum Qualifications:
You hold a Bachelor’s degree or equivalent experience.
You hold a minimum of 7+ years of proven success in complex sales or account management roles.
Excellent oral and written communication skills, with the ability to deliver impactful presentations.
Strong organizational and strategic planning skills to manage multiple accounts and initiatives simultaneously.
Proven leadership abilities
Ability to work in a regulated environment
Preferred Qualifications:
Capital sales experience, particularly in sequencing, diagnostics, or life sciences.
Deep knowledge of next-generation sequencing (NGS) technologies, platforms, methodologies, and applications.
Previous experience working with large reference labs, clinical sequencing provider labs and other strategic key opinion leaders.
Familiarity with working across multiple customer call points (e.g., core lab managers, directors, clinicians, purchasing, research and development leads, C-suite executives).
Hands-on experience with CRM tools and strong proficiency with Google Suite of products
Exceptional negotiation skills paired with a solutions-oriented, problem-solving mindset.
Key Attributes for Success:
Customer-focused with a strong ability to assess and address client needs effectively and efficiently.
Self-motivated and results-driven with a track record of achieving sales quotas and building long-term partnerships.
Ability to navigate complex organizational structures, coordinate cross-functional teams, and drive alignment toward shared objectives.
The expected salary range for this position based on the primary location of CA is $129,200 - $240,000. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below.
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A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.
Let’s build a healthier future, together.
Roche is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws.
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