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The PositionDigital Pathology Sales Specialist
The Opportunity:
The Digital Pathology Sales Specialist is responsible for driving the sales of digital pathology solutions, including hardware, software, AI, and services, to hospitals, reference labs, research institutions, pharmaceutical companies, and diagnostic labs.
This role involves identifying potential customers, understanding their needs, presenting tailored solutions, and closing deals that meet revenue targets
The ideal candidate will have a deep understanding of digital pathology products, healthcare IT, strong sales acumen, and the ability to build relationships within the healthcare and research sectors.
Leverages current business relationships to maintain and grow current customer base. Works in coordination with Account Managers and Strategic Account Managers, Discovery Business Managers, to call on perspective and current customers.
Present and demonstrate digital pathology solutions to potential clients, highlighting the value of transitioning to digital workflows.
Achieve and exceed sales quotas by building a robust pipeline of prospects and closing new business.:
Act as a trusted advisor to clients, understanding their pathology workflows and providing tailored solutions to meet their specific needs.
Collaborate with technical teams to provide product demonstrations, training, and post-sales support.
Address customer inquiries, resolve concerns, and ensure customer satisfaction throughout the sales process.
Stay informed about industry trends, competitive products, and emerging technologies in the digital pathology space.
Achieve high levels of customer satisfaction through delivery of sales and support assistance
Coordinate product demos, installs, and customer training when required
Develop and execute strategic sales plans to grow the company’s market share in digital pathology.
Partner with customer service, technical support, and Roche Healthcare Consulting to ensure smooth post-sales implementation and support
Maintain accurate records of sales activities, customer interactions, and sales opportunities in the SFDC system.
Provide regular sales forecasts and reports to the regional sales manager and participate in sales meetings.
This is a field based role: the territory includes Chicago area, IN, MI, parts of Kentucky, Toledo, OH & WI. Candidate must reside within 50 miles of territory border and near a major airport. Relocation benefits are not provided for this role.
Who you are:
You hold a Bachelor's Degree in a related field (life sciences, biomedical engineering, biotechnology or similar) or equivalent experience
You hold 5+ years relevant sales or equivalent experience required with the highest level of sales proficiency
Key Performance Indicators (KPI’s)
Achieve and exceed monthly, quarterly, and annual sales targets.
Increase market share for digital pathology products in assigned region
Establish and maintain a pipeline of prospects.
Customer satisfaction scores and retention rates.
Preferred:
Sales experience in digital pathology, medical devices, laboratory, healthcare IT software, or life sciences
Background in IT or technology sales
Leadership presence and business acumen with an understanding of digital pathology systems and their software applications in clinical and research settings.
Proven success in previous sales capacity, using consultative selling skills, along with demonstrated leadership and communication excellence.
Presence and communication with the ability to create and present impactful group presentations.
Negotiation, contracting and problem solving skills
The expected salary range for this position based on the primary location of Indiana is $100,400 - $186,400. 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
#LI-JW2
Where pay transparency applies, details are provided based on the primary posting location. For this role, the primary location is Indianapolis. If you are interested in additional locations where the role may be available, we will provide the relevant compensation details later in the hiring process.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.
Skills Required
- Bachelor's degree in life sciences, biomedical engineering, biotechnology, or similar, or equivalent experience
- 5+ years relevant sales or equivalent experience
- Reside within 50 miles of the territory border and be near a major airport
- Experience using Salesforce (SFDC) to maintain sales records and pipeline
- Sales experience in digital pathology, medical devices, laboratory, healthcare IT software, or life sciences
- Background in IT or technology sales
- Proven success using consultative selling skills and meeting sales quotas
- Negotiation, contracting, and problem solving skills
- Ability to create and deliver impactful group presentations and product demonstrations
Roche Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Roche and has not been reviewed or approved by Roche.
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Retirement Support — U.S. materials describe a 401(k) with both matching and an additional company contribution, supported by formal plan documents and true‑up features. This structure is positioned as a standout element of the total package, particularly at Genentech.
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Leave & Time Off Breadth — Time‑off provisions include substantial vacation, a year‑end shutdown, and a paid six‑week sabbatical after six years. These elements indicate a recharge‑oriented approach within the U.S. offering.
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Healthcare Strength — Company materials emphasize comprehensive medical, dental, vision, and mental‑health resources alongside well‑being programs. Benefits pages consistently highlight breadth across core health coverage elements.
Roche Insights
What We Do
Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare – a strategy that aims to fit the right treatment to each patient in the best way possible. Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management. Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims to improve patient access to medical innovations by working with all relevant stakeholders. Thirty medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology & Life Sciences Industry ten years in a row by the Dow Jones Sustainability Indices (DJSI).
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