Regional Instrument Specialist West USA

United States of America, Washington, Seattle
United States of America, Nevada, Las Vegas
United States of America, Arizona, Phoenix
United States of America, Oregon, Portland
United States of America, California, San Diego
United States of America, California, San Francisco

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The Opportunity

The Regional Instrument Specialist II is specialized in selling and promoting complex medical diagnostics capital equipment for our product line to prospective customers in the region. Implements sales plans designed to achieve established revenue and financial goals. Accounts are key, highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development. Responsible for the mast strategy for strategic accounts and ensures the strategy is executed. May work in coordination with Physician Laboratory Sales Consultants to call on prospective and current customers and conduct demonstration sessions on product characteristics. Develops and presents comprehensive financial proposals and contracts. Involves technical personnel to resolve customers' issues and problems as needed. May participate in the establishment of sales targets and design of the territory's sales plan; controls sales expenses.

This is a field based role: The territory includes the Western part of the US. We would prefer the candidate to live in Portland, OR, Seattle, WA, Phoenix, AZ, Las Vegas, NV, San Francisco, CA and San Diego, CA

The Regional Instrument Specialist II is a seasoned, experienced professional with a full understanding of area of specialization. Resolves a wide range of issues in creative ways. This job is a fully qualified, career-oriented position. Has a complete knowledge of company products and services. Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with senior internal and external personnel in own area of expertise. Responsible for selling the company's products or services, developing new accounts and/or expanding existing accounts. Normally receives little instruction on day-to-day work, general instructions on new assignments. 

Responsible for maintaining and continuously improving the quality system and achieving quality objectives through daily actions.

  •  Manages and leads the development and implementation of capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts.
  •  Provides professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.
  •  Utilizes strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.
  •  Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares with other Roche colleagues.
  •  Retains, extends, and acquires customers through effective identification of opportunities and the creation and implementation of solutions.
  •  Establishes and builds strong client relationships that allow for growth, profitability and predictability. Communicates with other relevant Roche functions to ensure needed sales support and delivery of programs/products.


  •  Bachelor’s degree or equivalent experience
  •  3+ years relevant sales or equivalent experience, 5 years’ experience preferred
  •  Good oral and written communication skills including making impactful presentations
  •  Proven leadership abilities
  • Negotiation, contracting and problem solving skills
  •  Ability to work in a regulated environment
  • Strategic planning and organizational skills
  • Travel  up to 50% plus.


  •  More than 7 years relevant sales or equivalent experience preferred with the highest level of sales proficiency
  •  Knowledge of technical and market issues/factors