Jobs at Roche Kenya

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:

Stakeholder Engagement and Management

• Serve as the lead point of contact for all customer engagement matters.
• Build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required.
• Create and maintain the customer account mapping by identifying stakeholders, preparing a profile on the formal and informal decision makers and create an organogram of the account.
• 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 providing reasons.
• 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.
• Take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans.
• 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.
• Maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments.

Account Management

• 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.
• Identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers.
• Implement campaigns by engaging with Product Managers, engaging with customers and running campaign events.
• Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients.
• 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.
• 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.
• 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.
• Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team.
• 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.

Business Development / Sales

• Project manage solutions for identified new sales opportunities within new possible clients or new products (product manager, business development, application specialists, commercial (finance) management for exports, technical services, etc.).
• 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.
• Have an in-depth knowledge of business products and value proposition.
• Addressor predict clients’ objectives.
• Keep records of sales, revenue, invoices etc.
• Provide trustworthy feedback and after-sales support
• Build long-term relationships with new and existing customers
• Report on successes and areas needing improvements.

You, as an ideal candidate, will have the following skills, experience and education:

• Qualification: Diploma in Medical Sciences or similar. A university degree is preferred and a a Business Management qualification is an advantage.
• Experience: At least 5-8 years commercial experience in the medical industry with at least 3 years account management experience.
   

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The Position

Roche Diagnostics in Johannesburg, Nairobi or Lagos is seeking a Marketing Lead for their Core Lab and POC portfolios. The role will include developing, communicating and implementing the ideal marketing strategy for the allocated product portfolio taking into account market intelligence and trends in order to ensure optimum positioning, profitability and growth.  The role will involve working with internal and external partners and stakeholders to form strategic alliances for maximum market penetration as well as the planning and driving the  implementation of the integrated commercial or marketing plans. 

Key Responsibilities

Marketing Strategy and Plan

• To understand assigned markets by analysing market research, evaluating findings from assessments with local customers and Roche Diagnostic SA and identifying opportunities and risks as required. 
• To decide whether to introduce products into the local market by conducting relevant pre-launch and launch excellence plans, developing commercial /business plan, defining the revenue and pricing model, engaging with internal stakeholders and presenting recommendation and decision by deadline.
• To define and/or revise portfolio / product strategy by gathering required information, collating, defining strategic approach and priorities and defining marketing plan by deadline or as required.
• To define commercial/ marketing plans by identifying tactics and campaign opportunities, selecting, defining budget and finalising into a promotional grid within deadline.
• To build and lead product promotion and brand awareness activities and interventions (commercial advisory boards, product launches, workshops, conferences, user-days, etc.) by evaluating and analyzing market research data (of customer needs, market trends, competitor activities etc.), evaluating product strategies (positioning, pricing, product life cycle strategies etc.) and integrating into the product promotion and brand awareness concept as required.
• To define the strategic potential revenue per portfolio by developing forecasts and applying market insight and understanding to develop the budget annually. 
• To determine and obtain approval for a financial budget that enables delivery and execution of the strategy and plans for the allocated product portfolio/s by drafting budget, aligning with strategy and plans and presenting for annual approval.

Marketing Implementation and Execution

• To monitor tactical implementation and success by tracking delivery against milestones and plan, gathering information on successes and failures, addressing with team members and implementing relevant corrective actions as required and on an ongoing basis.
• To resolve implementation and execution issues by identifying, evaluating, implementing corrective action and managing that the desired outcome is achieved at all times.
• To manage that Roche Brand integrity is maintained by monitoring all marketing and promotional materials, checking against Roche Brand Guidelines and addressing and resolving noncompliance as required.
• To report by gathering relevant information, collating and drafting in required format for submission by deadline.
• To lead continuous improvement within the product portfolio by identifying opportunities, implementing solutions and measuring impact on profitability, efficiency and market impact as required.
• To manage that all marketing SOPs, Marketing Code of Conduct and internal processes are adhered to by training and communicating policies and processes, tracking compliance and addressing noncompliance as required.
• To support and enable Product managers to deliver on the product life cycle execution by monitoring progress, identifying needs for support and providing support and guidance as required.

Stakeholder Engagement

• To develop and maintain internal, Key Account, KOL and government related bodies’ relationships by conducting regular meetings, collaborating with relevant internal stakeholders and agreeing on mutually beneficial business outcomes at all times and as required.
• To drive product portfolio strategies in line with the relevant marketing strategy by actively engaging with key decision makers, sharing strategies and insights and influencing as and when required.
• To maintain role as thought leader and key contact on the marketing strategy, portfolio of products and local strategic and operational situation by maintaining relationships, presenting feedback, gathering insights and learnings and sharing these as required.

Staff Leadership and Management

• To define the staff requirements, resourcing the team by retaining, recruiting, selecting and appointing staff as required, inducting new staff members, monitoring and managing performance and managing staff development.
• A full job description will be made available to candidates invited to the interview process.

You, as an ideal candidate, will have the following skills, experience and education:

• Required Qualification: NQF 7/8 in a relevant field (Marketing, Business Management, Medical Sciences or similar).
• Required Experience: A least 7 years pharmaceutical or medical diagnostic marketing or product management experience, ideally in the medical diagnostic space, with at least 5 years management experience.