National Sales Manager for Pathology Lab/Tissue Diagnostics

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

Roche Diagnostics Australia (RDA) has an exciting opportunity for a seasoned sales professional- reporting to the Head of Customer Success, we are looking for a National Sales Manager for the Pathology Lab/Tissue Diagnostics area. This leadership role provides strong sales leadership that drives the Pathology Lab diagnostics sales team to deliver exceptional results in the field. Data analytics, market assessment, proactive sales analysis and CRM solution utilisation will be key to developing a sound strategic vision to motivate and drive the Customer Success Account Managers.

This position is regarded as a key enabling function for all aspects of the sales process from identification through to close. Knowledge of Tissue Pathology market dynamics will be demonstrated through experience working in the Pathology Lab diagnostic portfolio and understanding the needs of the customers and their clinicians. Portfolio knowledge will enable the right solution to be proposed or provided to the right customer at the right time. All this knowledge will be distilled to the team of Account Managers who will build their individual knowledge over time.

Key responsibilities include:

• Exceeding all financial targets from both revenue and operating profit measures to enable the success of RDA. Although the role is accountable for the Pathology Lab portfolio, it is expected that collaborative work is carried out to support other portfolios to help achieve their targets.
• Being the key contact for all matters that impact the customer or RDA with respect to the Pathology Lab portfolio.
• Leading the Pathology Lab diagnostics sales team and other cross-community stakeholders in commercial decision making, negotiations, solution design and market performance analysis.
• Driving the team to leverage the market data to create new opportunities and execute with precision and timeliness.
• Having a clear overview of all opportunities that are in the pipeline, with a deep understanding of the key opportunities that are driving RDA's strategy. Support, through strong leadership, in all opportunity reviews and tender responses.
• Coaching the team in the field through a strong presence in meetings with customers, ensuring pre-call planning and best action outcomes are a focal point for all customer visits.
• Driving a proactive approach to sales with a clear skill to execute through our PEAK principles, ensuring the team are effective at pre-tender shaping through their messaging to customers.
• Taking ownership and leadership of the sales management of the Pathology Lab Account Management team, making use of performance metrics and sales data to drive continuous improvement, coaching and performance management where required.
• Enabling commercial success through the implementation of the Miller Heimann sales process.

Who You Are:

• Over 5 years' experience of successful complex sales execution in the Pathology Lab portfolio (or associated diagnostic industry portfolio) with a passion to lead a team of professional Account Managers.
• Intimate knowledge of the Pathology Lab field, including but not limited to the complete Pathology Lab work area, pre and post-analytics, as well as knowledge of market dynamics and the technical portfolio that forms part of this discipline.
• Established knowledge of the Pathology Lab portfolio with a curious mindset of how to continue to grow, expand and protect the portfolio in a highly competitive market.
• A mindset that can deliver change through confident adoption and demonstration of new ways of working with deep analysis of commercial data to understand the market.
• An ability to make complex subjects simple to understand and execute on through storytelling.
• Availability to travel nationally to proactively support your team in-field as required and be highly visible within RDA.
• Very strong analytical skills and the ability to read the market, proactively develop sales strategies, and apply your technical portfolio knowledge to exceed revenue budgets. Ability to set, track, and manage monthly performance with a focus on holding your team to account for achieving set targets and growth.
• Outstanding communication and leadership skills to motivate and drive a sales team to succeed and achieve targets.
• Experience handling financial data to understand the position of the Pathology Lab portfolio at any given time and to be able to communicate next steps to achieve the set goals.
• You will bring an entrepreneurial flair, curiosity, resilience and tenacity.

This role is only open to candidates that have full eligibility to live and work in Australia. We do not accept any unsolicited resumes or enquiries from recruitment agencies. Roche has a dedicated in-house Talent Acquisition team.

What We Offer

Roche offers rewarding growth opportunities and a collaborative culture where people are united in purpose and will stretch you to be brave, speak up and think differently. Feel empowered to deliver meaningful outcomes, supported by accessible and inspiring leaders.

Roche encourages a high-performance culture where you are empowered and trusted to make decisions. We strive for excellence and extraordinary results and take a genuine interest in our people and their well-being, and our patients. Our work gives people more time to be with the ones they love. Take pride in knowing you can make a difference to millions of patients worldwide in developing diagnostics and treatments for Infectious Disease, Cardiovascular Metabolic, Oncology, Neurology, Immunology and Ophthalmology.

We care about you - as a whole person. That's why we place your individual health, and professional growth at the very heart of what we do. Your well-being is one of our top priority, because when you're thriving, we all succeed. We offer access to mental health awareness and wellness initiatives that cater to your unique needs - because we understand that well-being is personal.

We are committed to providing an inclusive, safe, secure and healthy workplace, and to minimise any such impacts to our employees, customers and the community. We welcome applications from all people and encourage you to advise of any individual circumstances or workplace adjustment that may require consideration.

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.