Key Account Manager

Key Account Manager – Diagnostics, Ethiopia

Roche Diagnostics in Kenya is seeking a strategic Key Account Manager to drive growth in Ethiopia. In this role, you will develop and execute account and portfolio strategies, build strong relationships with executive decision-makers, and secure new sales opportunities to expand Roche’s market presence.

Key Responsibilities

Account Management

• Develop and implement account and portfolio strategies by understanding customer requirements, collaborating with marketing on product strategies, and securing new clients or expanding existing accounts.
• Identify sales opportunities through customer engagement, analyse opportunities, develop proposals, and present to customers monthly or as required.
• Implement campaigns by working with Product Managers, engaging customers, and running campaign events.
• Respond to sales queries by understanding issues, sourcing feedback, and providing timely responses.
• Report on sales performance by analysing KPIs and sales data daily, identifying trends, monitoring profitability, and drafting monthly reports.
• Achieve sales targets by managing opportunities in the CRM system, preparing proposals, securing deals, monitoring customer satisfaction, and implementing corrective actions.
• Administer the sales process by updating CRM with accurate information, tracking pipeline progress, and identifying risks and opportunities daily.
• Support regions by visiting key account decision-makers, assisting Account Managers, identifying client needs, and monitoring relationship health quarterly with corrective actions.

Stakeholder Management & Engagement

• Analyse sales data trends at portfolio level by extracting data, identifying variances, and uncovering opportunities.
• Develop appropriate product strategies per customer by understanding needs and refining strategies accordingly.
• Maintain effective internal relationships by engaging with relevant departments, influencing alignment towards key account strategies, and addressing queries.
• Maintain product and industry knowledge by engaging with market players, analysing competitor activities, identifying trends, and providing feedback.
• Report successes and areas for improvement to relevant stakeholders.

Sales Opportunity Creation

• Ensure a continuous sales funnel pipeline based on identified opportunities.
• Track and monitor the opportunity pipeline to ensure success.
• Analyse win/loss reasons to drive improvements.
• Ensure cross-departmental collaboration by regularly reviewing blue sheets.

Customer Relationship Development

• Develop a growth strategy focused on financial gain and customer satisfaction.
• Map business strengths and customer needs to identify new markets and income streams.
• Keep records of sales, revenue, and invoices and analyse data to understand performance trends.
• Provide trustworthy feedback and after-sales support to build long-term relationships.
• Maintain in-depth knowledge of business products and value proposition.
• Ensure accurate customer data is actively updated in the CRM tool.
• Log all customer-related and internal activities as required.

Project Management

• Project manage solutions for identified new sales opportunities within new or existing clients.

Qualifications & Experience

• Bachelor’s Degree in Life Sciences, Biomedical Science, Medical Technology, Molecular Biology, Biochemistry or a closely related field.
• Preferably 5–7 years’ experience in sales or business development within the diagnostic, pharmaceutical, or related industry, with 3 years of account management experience.
• A Business Management qualification is an advantage.

Key Skills

• Customer Relationship Management (Rexis)
• Ability to build relationships and work in project teams, with trust and influence across internal members and stakeholders
• Miller Heiman Selling Methodologies
• Commercial Acumen
• Negotiation skills
• Presentation skills (solution selling)
• Balances Stakeholders
• Builds Networks
• Communicates Effectively
• Situational Adaptability
• Strategic Mindset
• Manages Complexity

Additional Requirements

• Valid driving license and willingness to travel extensively within Ethiopia.