Customer Lead, BC/AB

Canada, British Columbia, British Columbia

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Customer Lead, Strategic Accounts (BC/AB)

As a Customer Lead, Strategic Accounts, you will build and strengthen Roche’s presence and reputation in the Healthcare Space within Roche’s most valuable accounts. In this senior leadership role, you will be instrumental in identifying and managing the relationships within strategic Enterprise Accounts within your designated territory. You will be an influential leader that will identify, unearth and build strategic partnerships at the C-Suite level and position yourself as the go-to commercial business partner and trusted advisor.  Guided by your passion for positive patient experiences you will seek to uncover areas to expand the availability of Roche’s innovative solutions and offerings and solidify our market-leading position. The role requires a deep understanding of the Canadian Commercial Healthcare sector and customers within it, the regulatory landscape that may influence customer strategies and a high level of business acumen to solidify partnerships across the region.

What you’ll do

  • Develop an understanding of the Institution’s priorities and KPIs and determine how our products and solutions will improve their delivery of care and meet their specific objectives (tailoring the message for each stakeholder)

  • Understand how institutions fit in the provincial healthcare system and identify relationships and influence to other institutions

  • Create an integrated account plan that spans all Roche interactions within an institution, ensuring alignment of internal resource to meet customer objectives

  • Deliver overall Sales Growth in assigned and prospective accounts

  • Ensure a positive customer experience at the account/network leadership level across all diagnostic disciplines

  • Build strategic partnerships with target institutions on a regional basis, facilitate and drive co-creation initiatives

  • Proactively gather and share critical insights, ensuring a customer centric mindset in all aspects of their role.

  • Engage with Roche Pharmaceuticals to understand where potential for collaboration exists between the two entities


What you’ll need to be successful

  • High proficiency in value-selling; teaches hospital stakeholders new insights on how our products and solutions will improve their delivery of care and meet their specific objectives (tailoring the message for each stakeholder)

  • Demonstrated comfort building and maintaining relationships with senior level buying influencers

  • Strong strategic, conceptual, and analytical thinking, problem-solving and decision-making skills

  • Bachelor or Masters degree in Business, Marketing or Healthcare related science

  • 10+ years sales experience (sales management considered an asset)

  • Understanding of the Canadian Healthcare system ( laboratory environment considered an asset) and passionate and empathetic about our customer and patients

  • Model mindset/behaviours, agility and instill, reinforce and implement new ways of working

  • Ability to travel up to 30% annually (could vary depending on where the candidate is based)

Job Level:

Individual contributor