Overview 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 At Roche, we are passionate about transforming patients' lives and we are fearless in both decision and action - we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics, and access to medical innovations for all. We do this today to build a better tomorrow.Roche Diagnostics Spain has begun a strategic reflection exercise that will lead us to design our roadmap for the next 3-5 years based on the principles of collective leadership, ambition and impact that characterize us as a company with the aim to continue creating sustainable growth, always keeping our customers at the heart of what we do and leveraging the framework defined by our global strategy.Establish and maintain strong relationships with assigned clients, understanding their needs and effectively communicating how our solutions can address their challenges.The Key Account Manager (KAM) is responsible for achieving and exceeding annual goals, contributing to the maintenance and expansion of the product portfolio within their area of responsibility with assigned clients, both current and prospective, leading and managing a team of sales representatives in their designated area .Drive business success based on product innovation and the promotion of process and workflow efficiency.Achieve and surpass objectives in the assigned geographical area or market segment, ensuring the implementation and execution of the company\'s strategy and priorities.Drive growth, as well as the maintenance and expansion of market share within their area, managing and leading a highly effective sales team responsible for all company business lines.Lead the design, planning, and execution of the strategic plan for the assigned area/segment and the Account Plans for strategic accounts, as well as managing relationships and understanding the needs and challenges of key clients and decision-makers throughout the customer lifecycle, to drive commercial success through execution.Your Key Responsibilities:Strategic Account Leadership: Lead the selection, planning, and monitoring of strategic accounts and opportunities within the assigned area, aligning with commercial priorities. Design and implement comprehensive account plans and activities to achieve annual sales/profitability targets, strategic KPIs, and high customer satisfaction throughout the lifecycleCustomer-Centric Planning: Identify client needs and challenges to develop and continuously update Account Plans (objectives, actions, etc.), incorporating annual integrated plans. Integrate input from all Squad members, efficiently defining and assigning priorities and responsibilities to retain, grow, and acquire new customersMarket Intelligence and Growth: Continuously monitor market trends, customer changes, and competitor activity to react proactively and effectively. Focus on increasing Market Share, driving short, medium, and long-term sales and profitability growth, and acquiring new clientsCross-Functional Collaboration: Deeply understand key stakeholders (decision-makers/influencers) at the client level and within the Roche organization to facilitate plan execution. Support the definition of roles and responsibilities within the Squad, fostering ownership, and identifying team members\' skills and potential to enhance customer satisfaction and team development. Align with the broader organization, sharing and adapting best practices from other squadsCommercial Execution: Negotiate pricing and terms within established guidelines, considering pricing policy, profit strategy, and positioning to secure the best agreements. Utilize corporate tools (e.g., Rexis CRM) for activity tracking, ensuring timely planning, reporting, and updated opportunity mappingTender and Project Management: Actively participate in preparing documentation for public tenders and commercial offers. Manage high-value healthcare projects, coordinating internally and acting as the client liaison to ensure the perfect functioning of contracted equipment and reagents post-contract signingCompliance and Internal Processes: Ensure compliance with all relevant Roche guidelines and policies. Maintain a strong knowledge of internal company processes (GDC, Concur, etc.) to ensure timely and accurate completion of administrative tasksMindset:Strategic Acumen and Business Expertise: Demonstrated strategic capability, technical proficiency, and strong business understanding for effective decision-makingAgile Leadership and Operational Excellence: Significant experience in agile project management, process optimization, and applying design methodologies to business processes, driving operational improvementsInspirational Leadership and Influence: Ability to inspire, influence, and mobilize cross-functional teams, fostering a collaborative environment towards shared goals. Strong facilitation, moderation, and conflict mitigation skills are highly valuedEffective Communication and Change Management: Proven ability in communication, training, and successfully managing organizational changeResults-Oriented and Adaptable: Flexible, self-managed, and efficient in prioritizing work to achieve desired resultsEmpathetic and Honest Communication: Active listening skills, honest communication, and the ability to explain the "why" with empathyEmpowerment and Trust: Capacity to empower and trust individuals to make autonomous decisionsFostering Growth and Learning: Ability to encourage continuous learning and develop peopleShared Ambition and Accountability: Capacity to define ambitious common priorities, simplify processes, execute as a team, and take responsibilityCultivating Trust and Feedback Culture: Skill in creating environments of trust and participation with shared responsibility, integrating honest and respectful feedbackCollective and Committed Leadership: Demonstrated ability to lead collectively with commitmentYour Profile:Experience: Proven success with a minimum of 2-3 years in consultative sales within the commercial field of the Health Sector or equivalent, preferably in medical devices and IVD, with a track record as a Key Account Manager for large accountsProven experience leading and developing high-performing sales teamsEducation: University degree essential, preferably in Health Sciences, Business Management, or a related fieldLanguage Skills: Full professional fluency in both English and Spanish is mandatorySector Knowledge: Strong understanding of Health Administration, public tenders/bids, and the ability to negotiate with diverse healthcare sector stakeholdersTechnical Skills: Proficient in office automation tools and CRM solutions for commercial managementCompetencies: Highly organized, proactive, and analytical, with excellent communication skills and the ability to adapt to a constantly evolving sector. Must be results-oriented and comfortable working with objectives and projectsLocation & Travel: Based in Galicia or Asturias (Galicia preferred), with availability and willingness to travel, both domestically and internationallyIn close collaboration with the different stakeholders of the organization, the KAM will ensure the overall consistency of the organizational strategy and advice on decision making as well as the continuous improvement of agile ways of working in Roche Diagnostics Spain.What do we offer? This is an exciting opportunity to develop cross-functional expertise, explore your passions, and deliver significant, long-term value to Roche. You will work in a dynamic global environment, collaborating with various teams to address complex challenges, seize market opportunities, and implement new solutions. We offer a supportive and inclusive culture that promotes continuous learning and growth. Successful candidates will have the chance to be part of Roche\'s ambitious plan and make a meaningful impact in the healthcare industry.We offer competitive compensation and excellent social benefits like flexible work schedule and home office policies, medical insurance, pension plan, allowances for marriage and birth, training related to your career development, meal allowance, flexible remuneration scheme with its fiscal advantages and other benefits.Where pay transparency applies, details are provided based on the primary posting location. For this role, the primary location is Spain. If you are interested in additional locations where the role may be available, we will provide the relevant compensation details later in the hiring process.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.
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