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

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

Key Account Manager - Custom Biotech - Northern California and Pacific Northwest

A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche.

The Opportunity:

Building on over 30 years of industry experience, Roche Custom Biotech uses the powerful multidisciplinary skills found in Roche facilities across the world. The team offers products and solutions for manufacturers in the diagnostics and pharma biotech industry, ranging from raw materials to system solutions for bioprocessing. Leveraging the unique know-how of Roche Diagnostics and Roche Pharmaceuticals, our Key Account Managers work to deliver high-quality raw materials, instrumentation, products, and services for the biopharmaceutical, cell therapy, or in vitro diagnostics business. 

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 

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. 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.