Key Account Manager CustomBiotech

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The Position
Roche’s CustomBiotech (CB) unit is an international sales and marketing organization in the EMEA-LATAM region. We market raw materials, analytical equipment and reagents for pharmaceuticals and diagnostics manufacturing to industrial customers in the pharmaceutical and diagnostics industries. The headquarter and main parts of the organization is based in Mannheim/Germany.

As a field-based Key Account Manager CB in Denmark you will be responsible for acquiring and maintaining long term key customers in the Pharma and Biotech industry by comprehending their requirements, identifying new business opportunities and implementing strategies and tactics to sell our product portfolio successfully. The goal is to contribute in sustaining and growing our business to achieve long-term success in alignment with the overall Roche Diagnostics Strategy on an international level.

Career Opportunities and Challenges:

• Distribution of products and services from the CB portfolio within the framework of CB Key Account Management in countries of the region of EMEA-LATAM with a strong focus on Scandinavian countries. Definition, creation, implementation and coordination of the vital sales & marketing measures; customer-related implementation of the strategies and tactics developed for the regional area of responsibility.
• Planning, leading and monitoring sales and profitability; providing commercial support and expert advice to selected customers in EMEA-LATAM. Initiation of the processing of product and logistics complaints; price maintenance, price negotiation and management of all customer-related contract negotiations.
• Analysis of the competitive situation, development of specific market strategies and, if necessary, initiation of corrective measures.
• Identification and development of new customer segments and business areas (e.g. Cell and Gene Therapy) as part of the strategic alignment of the CB business. Collaboration in projects for the further development of business area strategies and sales-relevant processes.
• Leadership in customer projects and coordination of the activities of departments involved with them.
• Creation of target group and customer focused specifications for the development of new products in terms of product design, specifications, manufacturing costs and competitive analysis in close coordination with the superior function and the marketing segments involved. Market input in the maintenance of existing product ranges, e.g. adaptation to new needs and product deletions.
• Ensuring effective communication with all relevant interfaces in the CB EMEA-LATAM environment, such as the direct line manager, the CB teams of the other regions, the Roche affiliates and the regional key account managers in EMEA-LATAM and the international CB product managers.
• Further development of digitization and efficiency gains of processes in collaboration with internal interfaces as well as with external business partners. Use of agile methods in the processing of projects and questions.

Who you are:

• University Degree in Sciences - Biochemistry, Biotechnology, or, Molecular Biology is strongly preferred
• You have previous experience working within a sales & marketing role. You achieve above-average results and have a willingness to complete even difficult projects with a positive outcome.
• Experience in management of large multinational accounts and complex projects is desired.
• You have a sound knowledge of the pharma- and diagnostics-markets as well as of organizational, scientific and regulatory processes in biopharmaceutical and diagnostics development and production process.
• You successfully manage interfaces to relevant functions within the EMEA region, with other regions and the business area.
• You have an agile mindset, and ideally you have worked in complex organizational networks in a new work setting.
• You are a system thinker, you solve several problems with one solution and you inspire people with your ideas.
• You solve difficult situations through your creativity and your ability to look at things critically - even unconventionally.
• Your communication and team skills are highly developed.
• Your command of speaking and writing in English and Danish is flawless. Ideally, you also speak an additional language, preferably Swedish.

Who we are
At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche Diagnostics A/S is the Danish affiliate of the Roche Group and employs approx. 90 highly qualified people. In recent years, Roche Diagnostics A/S has been developing rapidly, and the future looks promising.

Roche is an Equal Opportunity Employer.

Location: Copenhagen