Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare - a strategy that aims to fit the right treatment to each patient in the best way possible. Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management. Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims for improving patient access to medical innovations by working with all relevant stakeholders. Twenty-nine medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology; Life Sciences Industry eight years in a row by the Dow Jones Sustainability Indices (DJSI). The Roche Group, headquartered in Basel, Switzerland, is active in over 100 countries and in 2016 employed more than 94,000 people worldwide. In 2016, Roche invested CHF 9.9 billion in R&D and posted sales of CHF 50.6 billion. Genentech, in the United States, is a wholly owned member of the Roche Group. Roche is the majority shareholder in Chugai Pharmaceutical, Japan.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