Key Account Manager - Custom Biotech - N. California and Pacific Northwest

Key Account Manager – Custom Biotech – Northern California and Pacific Northwest Roche Custom Biotech leverages over 30 years of industry experience and multidisciplinary expertise across Roche Diagnostics and Roche Pharmaceuticals. The role focuses on delivering high‑quality raw materials, instrumentation, products, and services to biopharmaceutical, cell therapy, and in‑vitro diagnostics manufacturers. As a Key Account Manager, you will: Drive sales of Roche products and solutions by developing new business and expanding relationships within existing accounts. Own and execute a strategic territory plan to achieve and exceed growth targets, including travel across assigned Pharma, Biotech, and IVD manufacturer accounts. Proactively engage new and existing customers to build strong partnerships, identify opportunities, and deliver solutions that meet or exceed sales objectives. Develop and execute strategic account plans that clearly articulate Roche’s differentiated value, including measurable economic impact, while effectively addressing objections and navigating complex negotiations. Generate demand and increase product awareness by delivering impactful customer education, insights, and tailored solution positioning. Collaborate cross‑functionally to develop and present compelling proposals, ensuring alignment with customer needs and maximizing overall business value and profitability. Plan and manage territory activities efficiently, optimizing routing and prioritization to maximize customer engagement and results. Gather and translate market intelligence and competitive insights to inform strategy and strengthen Roche’s position in the market. Lead negotiations for new and existing long‑term agreements, ensuring mutually beneficial outcomes for customers and Roche. This is a field‑based position that includes up to 25% overnight travel. The territory includes Northern California, the Pacific Northwest, and surrounding areas. A company vehicle will be provided. Who You Are Bachelor’s Degree or equivalent experience 7+ years relevant sales or equivalent experience Preferred Requirements 7+ years of B2B sales experience preferred Excellent oral and written communication skills, including making impactful presentations Proven leadership abilities Negotiation, contracting, and problem‑solving skills Ability to work in a regulated environment Strategic planning and organizational skills Relocation benefits are not available for this job posting. The expected salary range for this position based on the primary location of California is $135,700–$251,900. Actual pay will be determined based on experience, qualifications, geographic location, and other job‑related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below. Benefits Roche offers a comprehensive benefits package, which can be viewed by visiting the internal benefits portal. Roche is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws. If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants (https://docs.google.com/forms/d/e/1FAIpQLSdZWlsbfQOvFVIQgHE_iDzWUTlhZvj6FytIzjS7xq6IGh1H5g/viewform). #J-18808-Ljbffr