About the role
At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.
The Position
Roche in Kenya is seeking a Key Account Manager for Diagnostics to develop account and portfolio strategies, identify and secure sales opportunities, build relationships with key executive decision makers in customers to grow Roche market share in Ethiopia.
Key Responsibilities:
1). Account Management
To develop 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
To identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers monthly and as required
To implement campaigns by engaging with Product Managers, engaging with customers and running campaign events as required
To respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required
To report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required
To 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
To 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
To provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required
2). Stakeholder Management/ Engagement
To 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 identifying opportunities
To 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
To maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
To maintain relevant product, industry and sector knowledge by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
To maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required
Report on successes and areas needing improvements
3). Sales Opportunity Creation
To ensure a continuous feed of the sales funnel pipeline as per opportunities identified
To track and monitor the opportunity pipeline to ensure success
To understand win/loss opportunities and potential reasons in order to provide needed improvements
To ensure collaboration across all departments by reviewing bluesheets regularly
4). Customer Relationship Development
Develop a growth strategy focused both on financial gain and customer satisfaction.
Identifying and mapping business strengths and customer needs.
Conduct research to identify new markets and customer needs to expand client base and viable income streams.
Keep records of sales, revenue, invoices etc. and to analyse data/reports to understand performance trends
Report on successes and areas needing improvements
Provide trustworthy feedback and after-sales support and build long-term relationships with new and existing customers
Have an in-depth knowledge of business products and value proposition
To ensure accurate customer data is actively updated in the CRM tool
To ensure all customer related and internal activities are logged as per requirement
5). Project Management
Project manage solutions for identified new sales opportunities within new possible clients or new products
You, as an ideal candidate, will have the following skills, experience and education:
Qualifications & experience
Bachelor's Degree in Life Sciences, Biomedical Science, Medical Technology, Molecular Biology, Biochemistry or a closely related field.
Preferably min 5-7 years’ experience in sales or business development in the diagnostic, pharmaceutical, or related industry and 3 years account management experience
A Business Management qualification is an advantage.
Key Skills
Customer Relationship Management (Rexis)
Ability to build relationships and work in project team, trust and influence with internal members
and other key stakeholders
Miller Heiman Selling Methodologies
Commercial Acumen
Negotiation skills
Presentation skills (solution selling)
Balances Stakeholders
Builds Networks
Communicates Effectively
Situational Adaptability
Strategic Mindset
Manages Complexity
Physical requirements: Have a driving license and be willing to travel
Who we are
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.
Aplyr's read
Roche is a leader in pharmaceuticals and diagnostics, known for its innovative approach to improving healthcare. It attracts professionals passionate about scientific advancement.
What's promising
- •Roche invests heavily in R&D, driving innovation in pharmaceuticals and diagnostics.
- •The company offers diverse career opportunities across various scientific and business disciplines.
- •Roche's global presence provides employees with international career growth and collaboration opportunities.
What to watch
- •The highly regulated industry may lead to slower decision-making processes.
- •Roche faces intense competition from other pharmaceutical and diagnostics companies.
- •Job roles may require specialized expertise, limiting broader career entry points.
Why Roche
- •Roche integrates pharmaceuticals and diagnostics, offering a comprehensive healthcare approach.
- •The company has a strong focus on personalized medicine and targeted therapies.
- •Roche's commitment to sustainability and innovation sets it apart in the healthcare industry.
Aplyr’s read is generated by AI from public sources. Was it useful?
About Roche
Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people's lives. The company is known for its innovative medicines and diagnostic tools.
