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:

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

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

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

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

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

• 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
• 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
• 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
• 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
• Project manage solutions for identified new sales opportunities within new possible clients or new products

• 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

• 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.