Key Account Manager NGS - São Paulo

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

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.

As Key Account Manager (NGS)you will be responsible to drive the commercial expansion of our NGS portfolio within your territory by identifying new business opportunities and maximizing solution adoption in existing accounts. You will position Roche as the partner of choice in clinical and research genomics through a blend of technical expertise, strategic account management, and consultative selling. By orchestrating seamless cross-functional collaboration across Marketing, Sales, and Service, you will deliver an exceptional customer experience while achieving ambitious commercial targets and strengthening Roche’s footprint in the evolving NGS landscape.

About the opportunity:

• Achieve quarterly and annual sales targets for the NGS portfolio-including instruments, consumables, and services-by executing strategic account plans and maintaining a disciplined opportunity pipeline in Salesforce.

• Maximize market share by identifying and converting new business opportunities across clinical, research, and government institutions, while collaborating with Key Account Managers on territory business plans.

• Lead the full purchase cycle-from concept to closing-utilizing consultative selling, effective negotiation, and strategic contract proposals to optimize overall business profitability.

• Establish scientific credibility by delivering high-level technical presentations, demos, and workflow recommendations (library prep, automation, bioinformatics) tailored to specific customer operational needs.

• Partner with Field Applications Scientists (FAS) to drive technical evaluations, proof-of-concept projects, and seamless customer onboarding, ensuring successful implementation of solutions.

• Collaborate cross-functionally with Marketing, Sales Leadership, and Technical Support/Service teams to execute commercial campaigns, product launches, and workshops while ensuring superior customer satisfaction.

• Provide accurate revenue and demand forecasts, aligning local stock requirements with planners and analyzing territory performance data to proactively identify gaps and implement corrective actions.

• Manage external relationships and distributors effectively, ensuring frequent communication, alignment on pricing and commercial strategies, and timely resolution of operational issues.

Who you are:

• Bachelor’s or Master’s degree in Life Sciences (Biology, Biotechnology, Genetics, or related field).

• 5+ years of successful sales experience in genomics, molecular biology, or life science instrumentation, with a proven track record of achieving sales quotas and selling sequencing technologies or molecular diagnostic platforms.

• Strong technical understanding of NGS workflows and applications, including library preparation and instrumentation.

• In-depth experience within Oncology, Rare Disease, Microbiology, and/or Agrogenomics markets, with established relationships in hospital labs, reference labs, academic institutions, and biotech companies.

• Advanced negotiation and presentation skills, with a proven ability to manage the full sales cycle, influence decision-makers, and communicate complex scientific value propositions.

• Practical experience utilizing CRM tools (e.g., Salesforce) to manage pipelines, track account activities, and maintain accurate forecasting.

• Strong sense of urgency, accountability (ownership), and customer-centricity, combined with the agility to thrive in a fast-paced, innovative environment and a strategic mindset that aligns network resources to deliver better outcomes.

• Exemplify Roche Leadership Commitments and VACC leadership (Visionary, Arquiteto, Catalisador, Coach), demonstrating a system-thinking approach, growth mindset, entrepreneurial spirit, and an enabler mindset that leverages internal/external networks to maximize value.

• This is a field-based role that requires frequent travel across the designated territory (up to 50%).

Relocation benefits are not available for this job posting.

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.