Key Account Manager- Sustain

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

This unique opportunity joins our dynamic commercial team in Costa Rica, driving strategic partnerships across the Central America and Caribbean region. As the Key Account Manager – Sustain, you will champion a collaborative culture that unites cross-functional internal departments and local distributors to shape the future of healthcare. You will play a vital role in transforming institutional customer relationships into high-value strategic partnerships that expand our business footprint.

Drives the establishment and maintenance of long-term customer relationships by providing outstanding customer service. Proactively leads the coordination of all internal departments as the primary point of contact for key accounts.

The Opportunity:

• Strategic Partnerships: Transform operational customer relationships into high-value, long-term strategic alliances with key institutional stakeholders.

• Commercial Growth: Drive sales growth, market share, and profitability across all product portfolios using creative channel and segment-filling strategies.

• Workflow Optimization: Partner with accounts to analyze workflows and implement integrated Roche solutions that maximize efficiency.

• Contract & Financial Oversight: Monitor contract compliance and manage financial aspects, including sales forecasting, P&L analysis, inventory, and collections.

• "One Roche" Collaboration: Lead cross-departmental alignment across internal teams (Marketing, Finance, Supply Chain, Pharma, etc.) to ensure seamless service delivery and account retention.

• Distributor Alignment: Coordinate with local distributors to optimize logistics, protect contract retention, and support joint commercial goals.

• Project Management: Act as senior project manager for the end-to-end implementation of complex diagnostics solutions.

• Executive Reporting: Design and present business status updates, account health indicators, and strategic milestones during regional and executive reviews.

• Stakeholder Engagement: Build trust and long-term relationships with stakeholders at all levels, from technical staff to C-suite executives.

• Account Intelligence & CRM: Maintain deep knowledge of accounts' short- and long-term strategies, utilizing CRM tools (Gold/Blue Sheets and REXIS).

• Market & Trend Analysis: Gather business intelligence on competitor activities, industry trends, and healthcare shifts to protect and grow accounts.

• Continuous Compliance: Achieve top-tier sales proficiency while strictly adhering to company policies, compliance procedures, and high customer care standards.

Who you are:

• You hold a Bachelor's degree from an accredited university, preferably in healthcare sciences or a related field.

• You possess a minimum of 6–8 years of progressive experience in sales, key account management, or business development (B2B environment) within healthcare diagnostics, medical devices, or pharmaceutical industries.

• You have a proven track record of transforming enterprise-level customer accounts, establishing value-based strategic alliances, and successfully managing large-scale negotiations.

• You demonstrate business acumen with advanced financial skills in analyzing account profitability, profit and loss conditions, and commercial efficiency models.

• You are an elite communicator and resilient matrix leader, capable of establishing trust, authority, and confidence with stakeholders at all levels, while coaching cross-functional teams without direct authority.

• Professional English proficiency level of at least B2.

Preferred:

• Higher education or post-graduate degrees, such as an MBA, are an asset.

• Advanced proficiency in strategic sales methodologies, consultative selling, complex account planning, and project management (certifications like PMP, Agile, Lean, or Six Sigma) is a plus.

• Experience utilizing software applications, customer relationship management systems, and modern data productivity tools.
   

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.