Key Account Manager

Roche fosters diversity, equity and inclusion, representing the communities we serve. When dealing with healthcare on a global scale, diversity is an essential ingredient to success. We believe that inclusion is key to understanding people's varied healthcare needs. Together, we embrace individuality and share a passion for exceptional care. Join Roche, where every voice matters. The PositionA 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. Creating a world where we all have more time with the people we love. 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 ensure effective stakeholder and customer engagement, ensuring a customer-centric approach by being clear on customer needs and promoting customer propositions at all levels. Critical to the success of this role is effective project management and the ability to spot and create sales opportunities, while being conscious of organizational compliance and health and safety requirements. Key Challenges Stakeholder Engagement and ManagementBuild customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends, and providing 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 creating 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 mobilization 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 market players including, but not limited to, competitors and customers, analyzing information and activities, identifying issues and trends, and providing feedback to the relevant individuals or departments as required. Account Management/ Customer Relationship ManagementDevelop 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, analyzing 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, analyzing 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 the development of solutions, and monitoring client relationship health quarterly and implementing corrective action as required. Customer Relationship Management (CRM) DataEnsure accurate customer data is actively updated in the CRM tool. Ensure all customer-related and internal activities are logged as per requirement. Analyze data/reports to understand performance trends. Customer Relationship Development / ProspectingDevelop a growth strategy focused both on financial gain and customer satisfaction. Identify and map business strengths and customer needs. Conduct research to identify new markets and customer needs to expand the client base and viable income streams. Have an in-depth knowledge of business products and value. Address or 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 ManagementProject 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 CreationEnsure 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. SHEComply with SHE rules, standards, and 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 & ExperienceAt 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 & AbilitiesCustomer 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 RequirementsAbility to travel nationally and internationally. Who We AreAt 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. Roche is an Equal Opportunity Employer.


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