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
The Key Account Manager - Near Patient Care for the Baltics co-creates account strategies and go-to-market tactics in line with the Sales Chapter Lead, the Network Lead and other necessary functions (Mktg/HCD/Service) in order to cultivate strategic long term customer relationships & successful opportunity outcomes along the solution value chain. He/She ensures that Commercial Excellence is our License to sell and actively incorporates all existing tools (REXIS), training matrix (Sales Learning Path & Stronger Solution Selling) and methodologies (Miller Heiman) in the daily operations. This contributes to positioning Roche Diagnostics as a strategic partner towards our customers and ensures the external mindset shift needed to move the customer dialogues away from price-only discussions towards a Return-of-Investment (ROI) approach.
Important Note: Location shall be in Kaunas
Your Impact
Business Development:
- Commercial process improvements including identification of limitations, problems and challenges. Create proposals to resolve and offer solutions, present to necessary audiences or change processes and co-lead implementation.
- Identify and prioritize new opportunities. Ensure holistic perspective, consider all portfolio segments
- Transparent decisions on the opportunities used for, e.g. Quote Wizard, REXIS, Funnel Scorecard, advanced methodologies like Miller Heiman
- Ensure REXIS data quality & opportunity quality
- Ensure Blue sheet usage across the Commercial Team
- Implement latest tools/solutions and leverage tools including Quote Wizard, T-rex, in the LT sales team
- Maintain existing and develop potential customer base
- Identifies market opportunities and threats regarding portfolio, customer, competition and regulatory. Suggests appropriate measures for the achievement of objectives in collaboration with the commercial teams
Key Accounts, Distributors and Wholesaler Management:
- Responsible for the strategy implementation planning and execution for the assigned distributors, wholesalers and/or products, in order to deliver the Near Patient Care Network objectives
- Leading and facilitating strategic internal discussions on complex customer opportunities using existing methodologies (Miller Heiman)
- Actively screening healthcare market dynamics and monitoring market growth and market share data to ensure transparency on current trends and potential
- Business planning and budgeting responsibilities for the assigned scope in accordance with the Finance Department timelines during the business planning phase
- Actively monitor the sales & profitability evolution for the dedicated customer accounts and if needed create strategies how to counteract/accelerate certain patterns.
- Maintaining and upselling of current customers leveraging the Solution Selling approach, developing new customers/business areas in alignment with our holistic commercial strategy (HCD, Mktg/Service)
- Executing and (de)prioritizing based on the Customer Segmentation
- Monitoring and providing feedback concerning product quality and service quality, resulting in maintaining and enhancing customer satisfaction
- Leading negotiations and contract discussions with senior customer stakeholders (C-Suite)
- Ensuring Compliance with Roche Group Code of Conduct and all other local laws, company policies and regulations.
Controlling and Reporting:
- Report activities, sales plan progress, and target achievements in Salesforce/REXIS to commercial management.
- Provide regular feedback on product quality, customer satisfaction, and profitability through benchmarking and analysis.
- Document all interactions with HCPs and HCOs in compliance with DIA Symphony, Roche Code of Conduct, internal policies, and local regulations.
Dia Symphony adherence:
- Adhere to Roche Directives regarding the differentiation of Medical and Commercial functions (Standard 61) and maintain effective cross-functional collaboration.
- Any off-label promotion of Roche products is strictly prohibited, above mentioned products always refer to on-label products
- Ensure compliance with Roche Group Code of Conduct and all other local laws, company policies and regulations
- Pass mandatory trainings related to behavior in business, compliance, quality, regulatory.
External and Internal collaboration:
- Foster a positive organizational culture and collaborate with stakeholders across all levels to share best practices and knowledge.
- Increase knowledge and best practice sharing through networking and connecting experts and talents
- Focus on efficiency, performance
- Ensure effective information flow and cooperate with other departments to optimize procedures and enhance customer satisfaction.
- Personal Development and growth:
- Engage in continuous professional upskilling to deepen understanding of Roche products and operating standards.
- Commit to a personal development plan focused on enhancing soft skills and competencies to maintain high performance.
Core Competencies
- Mindset and behaviors consistent with the role of leaders in agile organizations, characterized as Visionary, Architect, Coach, Catalyst and the Roche Leadership Commitments;
- Ability to navigate different cultures and building a strong cohesive teams beyond one country;
- An outstanding business acumen and strategic agility;
- Strong entrepreneurial, influencing and negotiation skills, with a proven ability to get things done without authority and highly adept at identifying solutions that will meet the needs of all involved parties;
- Proven ability to effectively lead and enable change;
- Proven track record of building strong and sustainable relationships with internal and external partners and stakeholders;
- Demonstrate the Roche Values of Passion, Integrity and Courage.
Qualifications & Experience
- University master's degree in Natural/Life Sciences, Engineering, Business & Economics Project Management. Preferably relation of studies with the healthcare ecosystem.
- At least 5 years of proven experience in business development roles, preferably B2C or B2B life sciences sector
- Broad experience in the Diagnostics and Healthcare market and commercial awareness.
- Deep knowledge of needed sales capabilities and commercial tactics (now and in the future)
- Project management and event management experience
Core Competencies and skills:
- Understand the organizational and business structure of medical laboratories and Primary Care Centers (PCC’s)
- Regulatory and policies related to procurement and selling policies in local IVD market and in the public sector
- Excellent communication and presentation skills
- Excellent and advanced negotiation skills
- Business acumen
- Ability to position the value of our Solutions to senior customer stakeholders
- Consulting skills to uncover customer needs during early sales stage
- Strong networker & collaborator
- Ability to turn the integrated business plan and sales strategy into executable actions
- Technological driver especially in AI tools, google tools and sales force applications
- Open minded and curious to learn
- Strong system thinker
Other:
- Proficient level of Business English
- Lithuanian fluent is a must
- Driving License is a must
Salary ranges from 48000 - 58000 EUR gross/annual. Final salary depends on the level of experience, skills and qualifications.
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.
