Digital Pathology Sales Specialist (Northern & Southern CA)

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Digital Pathology Sales Specialist

The Opportunity:

We are seeking a driven Digital Pathology Sales Specialist to champion the sales of our comprehensive digital pathology solutions. This includes hardware, Image Management Software (IMS), and advanced algorithms, targeting a diverse client base: hospitals, reference labs, research institutions, pharmaceutical companies, and diagnostic labs.

The ideal candidate will possess a deep understanding of digital pathology products, healthcare IT, and strong sales acumen. You will be instrumental in building and nurturing relationships within the healthcare and research sectors, leveraging existing connections to expand our customer base. This is a specialist position supporting the Account Managers and Strategic Account Managers which is key to engaging both prospective and current customers.

This is a field based role: the territory includes all of California (main hubs: Los Angeles, San Francisco, San Diego).  Candidate must reside within 50 miles of territory border and near a major airport. Relocation benefits are not provided for this role. 

Key Responsibilities:

Sales and Business Development:

• Achieve and exceed sales quotas by developing a robust pipeline and closing new business.

• Develop and execute strategic sales plans to significantly grow the company’s market share in digital pathology.

• Present and demonstrate digital pathology solutions to potential clients, clearly articulating the value proposition of transitioning to digital workflows.

• Identify potential customers, understand their specific needs, and present tailored solutions.

• Maintain accurate records of all sales activities, customer interactions, and sales opportunities within the SFDC system.

• Provide regular sales forecasts and reports to the regional sales manager, actively participating in sales meetings.

Technical Expertise & Customer Advisory:

• Cultivate deep technical expertise in our software to accurately map and align its applications with relevant disease areas.

• Act as a trusted advisor to clients, thoroughly understanding their pathology workflows and providing customized solutions.

• Address customer inquiries, resolve concerns, and ensure exceptional customer satisfaction throughout the entire sales process.

• Achieve high levels of customer satisfaction through effective sales and support assistance.

Collaboration & Support:

• Collaborate closely with technical teams to provide compelling product demonstrations, training, and ongoing post-sales support.

• Coordinate product demonstrations, installations, and customer training as required.

• Partner with customer service, technical support, and Roche Healthcare Consulting to guarantee seamless post-sales implementation and support.

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Industry Knowledge:

• Stay continuously informed about industry trends, competitive products, and emerging technologies within the dynamic digital pathology space.

Key Performance Indicators (KPI’s)

• Achieve and exceed monthly, quarterly, and annual sales targets.

• Increase market share for digital pathology products in assigned region

• Establish and maintain a pipeline of prospects.

• Customer satisfaction scores and retention rates.

Who you are:

• You hold a Bachelor's Degree in a related field  (Life Sciences. Biomedical engineering, biotechnology or similar) or equivalent experience

• You hold 3+ years of experience in sales, preferably in digital pathology, medical devices, healthcare IT software, or life sciences or equivalent experience.

• Leadership presence and business acumen with an understanding of digital pathology systems and their software applications in clinical and research settings.

• You hold have proven success in previous sales capacity, using   consultative selling skills, along with demonstrated leadership and communication excellence.

• Presence and communication ability required with the ability to create and present impactful group presentations.

• Negotiation, contracting, and problem solving skills

Preferred:

• Laboratory sales experience, healthcare IT

• Experience/background in IT or technology sales

• Digital Pathology

The expected salary range for this position based on the primary location of CA is $100,400 - $186,400.  Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.  This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below.

Benefits

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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. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws.

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