Key Account Manager – Diagnostics (Costa Rica)

About the role

The Key Account Manager will be based in Costa Rica and will support the Central America & Caribbean region, driving the adoption of Roche Diagnostics solutions. Working in a collaborative matrix environment, you will influence market growth and build lasting relationships with public and private healthcare stakeholders.

Key responsibilities

• Identify, prospect and convert new and competitive accounts to increase market share across all diagnostic product lines.
• Map and penetrate strategic accounts, uncovering cross‑selling and up‑selling opportunities.
• Gather and analyse competitive intelligence, tender timelines and market disruptions.
• Establish trusted relationships with stakeholders from laboratory staff to C‑Suite executives.
• Design and execute data‑driven negotiation strategies for public and private tenders.
• Partner with local distributors to align positioning, pricing, logistics and customer acquisition initiatives.
• Achieve sales quotas and profitability targets, managing P&L, volume forecasts and inventory.
• Lead end‑to‑end project implementation of diagnostic solutions, ensuring smooth onboarding.
• Utilise Miller Heiman methodologies within CRM tools to maintain pipeline health and account strategies.
• Coordinate cross‑functional collaboration with Marketing, Finance, Supply Chain and other internal teams.

Required profile

• Proven experience in account management or sales within the healthcare diagnostics sector.
• Demonstrated ability to build long‑term relationships with public and private sector stakeholders.
• Strong analytical mindset with experience in competitive intelligence and data‑driven negotiations.
• Track record of meeting or exceeding sales quotas and profitability goals.
• Project management experience, especially in implementing complex diagnostic solutions.
• Ability to work effectively in a matrix organization and lead cross‑functional initiatives.

Required skills

• CRM tools (e.g., Miller Heiman methodology)