National Business Manager - Corporate Accounts

United States of America, Indiana, Indianapolis
United States of America, Alabama, Alabama
United States of America, Arkansas, Arkansas
United States of America, Florida, Florida
Georgia, Georgia
United States of America, Illinois, Illinois
United States of America, Indiana, Indiana
United States of America, Iowa, Iowa
United States of America, Kentucky, Kentucky
United States of America, Louisiana, Louisiana
United States of America, Michigan, Michigan
United States of America, North Carolina, North Carolina
United States of America, Ohio, Ohio
United States of America, Pennsylvania, Pennsylvania
United States of America, South Dakota, South Dakota
United States of America, Tennessee, Tennessee
United States of America, Texas, Texas
United States of America, Wisconsin, Wisconsin

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The Opportunity:

National Business Manager shall take a long term strategic approach with a customer-centric focus.  National Business Manager is responsible for providing superior customer experiences through value based selling - positioning comprehensive solutions to grow current business & contract for new business by communicating the value of Roche offerings both strategically and financially for customers.  They will also be responsible for managing and coordinating activities of other employees, providing direction, accountability, and communication on a single, strategic account.

National Business Manager shall become the expert for high level customer needs and shall match solutions to meet their objectives with a strong knowledge and deep understanding of Roche products.  This person should seek opportunities beyond the laboratories and shape healthcare for the benefit of patients. Maintains an exceptional understanding of the strategic accounts’ strategy, positioning, and the priorities of high-level key buying influences (ie. C-Suite, Service Line VP’s, CMO, and Supply Chain). Additionally, Winning and contracting for new business focusing on (1) Delivering medical value on integrated testing solutions, (2) Enabling confident healthcare decisions, and (3) Improving care along patient journeys. Has complete knowledge and command of all company products and services across all Franchises/Divisions/Affiliates. The position requires significant levels of sales proficiency as well as specific industry experience. The ultimate accountable role for large, complex strategic accounts. Owns the sales strategy, orchestrates sales execution, and identifies and deploys resources specifically designed to deliver value to patients and healthcare.

Responsible for hiring, terminating and implementing disciplinary decisions affecting employees. Interacts with sales leadership to communicate sales performance in territory, and cooperates with Marketing to implement promotional strategies and to monitor competitor's activities.

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

Job Facts:

  • Assumes an active leadership role during the collaborative development, composition, and implementation of sales strategies to attain assigned sales objectives. Focused on Customer Centricity (patient focus), Innovation (improved outcomes, digitalization, reduced costs of care, and cost conscious approach to strategic initiatives), Access (health economic value & clinical evidence), and Partnering.
  • Ability to understand and collaborate with the customer, co-creation of a strategic vision based on the customer's near and long-term goals utilizing strong product knowledge, industry knowledge, regional market dynamics, sales experience and communications skills.
  • Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares actionable information with other Roche colleagues.
  • Assumes an active leadership role during the collaborative development, composition, and implementation of sales strategies to attain assigned sales objectives. Focused on Customer Centricity (patient focus), Innovation (improved outcomes, digitalization, reduced costs of care, and cost conscious approach to strategic initiatives), Access (health economic value & clinical evidence), and Partnering.
  • Ability to understand and collaborate with the customer, co-creation of a strategic vision based on the customer's near and long-term goals utilizing strong product knowledge, industry knowledge, regional market dynamics, sales experience and communications skills.
  • Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares actionable information with other Roche colleagues.
  • Establishes and builds strong customer relationships across the entire enterprise at executive level within the US and outside the US (as applicable) that enables growth, profitability and predictability.
  • Directs, manages, and holds accountable a CAM team on how to win with strategic accounts utilizing organizational agility (trusting & empowering individuals/teams, co-creating value with the customer, prioritizing solutions for positive impact, and quickly delivering to solve a specific problem and/or need for the patient & customer). 
  • Coaches and develops a CAM team for career development and skills strengthening to maximize Roche sales tools utilization.
  • Coordinates multidisciplinary teams with “end-to-end” accountabilities who are responsible for producing complete deliverables for internal or external stakeholders. Contribute and drive support team development of programs and solutions that uniquely build Roche’s ability to succeed with strategic accounts.
  • Broad understanding of regional/national market dynamics affecting trends that position Roche solutions for positive customer partnerships & experiences
  • Identifying potential risks in advance, analyzing them and taking precautionary steps to reduce/curb the risk when positioning Roche.
  • Building competitive immunity by growing a recognized and valued brand within your assigned strategic account.

Who you are:

  • Bachelor’s Degree or equivalent experience
  • 5+ years relevant sales or equivalent experience
  • Excellent oral and written communication skills including making impactful presentations
  • Proven leadership & coaching abilities
  • Negotiation, contracting and problem solving skills
  • Strategic planning and organizational skills

Preferred Qailification:

  • 3+ years relevant sales management or equivalent experience
  • Master’s degree in Business Administration
  • Hospital leadership experience including pharmacy, IT, imaging, supply chain, and laboratory.
  • Service line Director or above leadership experience
  • 3+ years National Accounts stakeholder sales management experience

This is a remote role

Ideal candidate will reside in:

IN,TN,KY, GA,NC,WV,OH,IL,MI,AR,LA,TX,FL,MS,IA,SD,VA,PA,or WI

Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you have a disability and need an accommodation in connection with the on-line application process, please email us at US.Accommodation@roche.com.