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The Position

Position - Hospital Key Account Manager - Hyderabad

Your Opportunity

Hospital key accounts are a set of large standalone or small groups of hospitals with regional character. These have professional organization structures, and are agile in their operations. To improve and deepen Roche’s partnership in these accounts requires coordination and multi-stakeholder communication across multiple departments including lab, procurement, administration, operations, clinical, IT and more. HKAM across India shape the regional healthcare environment, and act as the top tier centers for advanced treatment for patients. This position reports to Lead HKAM

Role Responsibilities:

Business Strategy and Planning:

• Plan the strategy for designated HKAM (large corporate and multi-specialty hospitals) for the current year as well as for long term (3-5 years) in conjunction with the sales, service and marketing team to persuade customers to switchover to Roche solutions & to substantially increase share of business in this segment.

• Drive profitable growth by engaging various levers such as new solutions across all business areas, and high medical value solutions.

• Plan marketing budget and engagements required for all account stakeholders.

• Responsible for complete customer mapping e.g.: identify stakeholder, span of business and business potential.

Execution of Strategy & Management:

• Hold deft discussions with multiple stakeholders in the hospitals in order to establish business partnerships across the business areas of RDIN in collaboration with the business areas including Core Lab, Molecular Lab, Tissue Dx, PoC and Blood Safety.

• Own discussions with common stakeholders including c-suite, operations, procurement, and collaborate with business area team members to manage discussions with the lab stakeholders.

• Hold management board level discussions between hospital accounts and Roche to co-create win-win strategic roadmap.

• Responsible for entire KOL management in the assigned hospital accounts overall – the management and administrative stakeholders, and rally various expert teams to engage the technical stakeholders in the lab as well as clinicians beyond the lab.

• Plan and implement comprehensive stakeholder management and engagements along with renewal of contracts

• Responsible for information management and reporting pertinent data with on quarterly and annual basis.

• Responsible to schedule new leads, number and location of client visits and statistics on sales calls and follow-up visits.

• Continuous relationship with assigned customers and cross-sell & upsell on new solutions

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.