Account Value Partner- Business Accelerator, Northeastern Area

The Position

Account Value Partner- Business Accelerator (New Account Acquisition)

Purpose of the Job

As a Business Accelerator, you are at the forefront of our mission to aggressively expand Roche's market presence in Thailand, specifically by targeting and converting new accounts currently served by competitors. This dynamic, field-based role demands a proactive hunter mentality to identify, engage, and secure high-value new partnerships with healthcare professionals and organizations, introducing them to Roche's innovative diagnostic solutions. You will be instrumental in displacing competitor solutions, building foundational new relationships, and significantly contributing to our market share growth and a healthier future.

Role-Specific Accountabilities

• Proactively identify, prospect, and convert new competitor accounts within the assigned territory, focusing on market share growth.
• Develop and execute aggressive strategies to displace competitor products and secure new business for Roche.
• Achieve ambitious new account acquisition and sales targets while managing costs efficiently.
• Conduct in-depth competitive analysis to develop compelling differentiation strategies and position Roche's solutions effectively.
• Initiate and nurture new high-level relationships with decision-makers in targeted competitor accounts.
• Lead tailored diagnostic solution presentations and value propositions to prospective new customers.
• Define and own medical education and KOL engagement strategies to attract and convert new accounts.
• Develop and implement strategic territory and new account acquisition plans focused on market penetration and competitor displacement.
• Demonstrate effective time management and prioritization in a competitive sales environment.

QUALIFICATIONS

Experience and Competencies:

• Proven success in new business development and competitive account conversion within the IVD or medical device industry.
• Exceptional prospecting and cold-calling skills with a relentless hunter mentality and drive to secure new logos.
• Adept at competitive selling, objection handling, and articulating differentiated value propositions.
• Strong negotiation skills to close complex deals with new clients.
• Deep understanding of business drivers, products, the local market, and competition.
• Ability to influence at all levels, position/sell ideas, and build trustful relationships.
• Capable of finding creative solutions to complex problems, driving results, and achieving outcomes.

Industry Experience:

• Bachelor's degree in Medical Technology (required).
• 3+ years of work experience in a related sales or clinical field.
• Flexibility to be based in Northeastern Area or in a hybrid model, depending on the assigned territory.
• Proficient language skills in Thai and a good command of spoken and written English.
• A valid driver's license and willingness to travel frequently are required.