Key Account Executive

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

A 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 Position
Maintain high standards of professionalism in all customer-facing activities.

• Build Excellent Customer Experiences and Business Results:
• Execute effective sales strategies and initiatives to achieve or exceed sales and profitability targets within assigned accounts and territories
• Build long-term value-based relationships through continuously uncovering customers' changing needs, improving customer experience, anticipating new opportunities for their business in the future and adding values through creative solutions / products.
• Build credibility with customers and other stakeholders at different levels through demonstrating business acumen and professional expertise, confidence and effective communication
• Stay updated on industry trend, market conditions, and competitor activities to proactively identify potential threats and opportunities
• Collaborate with cross-functional teams. Such as sales, marketing, customer support, to ensure delivery of products and services and exceptional customer experience
• Sales Planning, Forecasting & Reporting:
• Manage contract negotiations, renewals, and pricing discussion in collaboration with finance, marketing, and others
• Prepare and present reports on accounts performance, sales forecast, market insights to internal and external stakeholders
• Identify and develop business opportunities within the area of responsibility and collaborate across teams to ensure attainment
• Understanding and adoption of sales techniques and tools in daily work for self and team. e.g., SFDC, Conga and Weekly Progress Report
• Regular presentation of business reviews on the area and accounts progress and business plans to ensure achievement of set goals
• Excellence n Key Account Management:
• Be the single point of contact and principal trusted advisor for key customer decision makers, C-Suite engagement and maintain awareness of all activities within your customer sites while collaborating across teams to compliment your customer interactions
• Conduct periodic business and stakeholder review meetings with your customer with the outcomes made available for internal review
• Develop a solid and sustaining relationship with your customer by understanding their needs and requirements and preparing customized solutions
• Conduct education visits to continuously update the customer on Accu-Chek products and services and enhance the recognition and reputation of Roche Diabetes Care products
• Negotiating contracts with the customers and overseeing execution of the agreed deliverables of both parties
• Customer Experience & Service Excellence:
• Record, monitor, and track customer inquiries, complaints, and/or issues with a high level of urgency
• Partner with the customer and work closely with different functional groups to proactively address customer needs and provide continuous service improvements to achieve excellent customer satisfaction
• Actively supports external and internal feedback/measures of progress or performance and fosters continuous improvement
• Ensure timely implementation and execution of all business activities align with company policies and SOP and follow the highest compliance standard
• Ensure all business activities align with company policies, SOPs, and compliance standards
• Communication, Negotiation & Presentation Skills:
• Use a variety of presentation tactics (e.g. storytelling) to deliver effective and compelling presentations to diverse audience that includes all levels of internal and external customers / partners
• Oversee and ensure that statistical information such as census and pricing are provided to finance accordingly before the final proposal
• Present and sell products to key decision-makers and stakeholders by analyzing customer needs and propose solutions where applicable
• Listen attentively to figure out unstated needs, observe nonverbal behavior to picks up on both spoken and unspoken messages
• Apply effective negotiation strategies / tactics and influencing skills to gain understanding of the other party's point of view
• Drive promotional activities in the customer to establish good interactive mechanisms
• Take the lead in finding solutions to customer issues and complaints by collaborating across functional teams
• Innovation & Strategic Execution:
• Tap into different resources and explore new innovative approaches to win new deals and get ahead of competition.
• Plan the entire sales journey and adapt selling strategies / tactics to customers' stages and styles of adoption
• Follow through the plans through effective time and resource management to close the deals successfully
• Proactively generate new ideas, experiment, take risks and learn from the mistake to refine the ideas better
• Achieve or exceed sales and profitability targets by implementing an expansion strategy that aligns with customers' growth potential through close collaboration of key decision-makers

Who You Are

• Bachelor's Degree graduate of 4-year course with minimum 10-year experience in a selling and people management
• Experience with strategic implementation and optimization of complex sales processes, preferably in retail and hospital channel accounts
• Extensive market knowledge with at least 10 years' experience coupled with an entrepreneurial flair, resilience and a growth mindset
• Extensive experience in distributor management, key account management and commercial excellence
• Excellent oral and written communication skills including making impactful presentations, spreadsheets and proposals
• Demonstrated leadership experience with proven skills in sales team leadership, motivation and empathy as well as emonstrated strength in agile working principles and methodologies
• Ideally have experience of successfully working in a matrix environment & experience with strategic implementation and optimization of complex sales processes, preferably in retail and hospital channel accounts
• Willing to travel within Visayas, Mindanao and other accounts in the National Capital Region

Preferred
Language Skills:
Proficiency in both English and Filipino (written and spoken)

Work Conditions:

• Field work with some out-base travel
• Some after office hours and weekend work for meetings, conferences and follow up work

Other Skills and Competencies:

• Leadership: Commitment to Integrity, Commitment to Value Creation and Commitment to People and Performance
• Above average communication skills
• Selling and negotiation skills
• Demonstrated leadership ability
• Planning and organization skills
• Ability to analyze all aspects of the business
• Proficiency in Microsoft Office Applications (MS Word, PowerPoint and excel)

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.