Key Account Manager – Sustain (Central America & Caribbean)

About the role

The Key Account Manager – Sustain will join Roche’s commercial team in Costa Rica, driving strategic partnerships across Central America and the Caribbean. You will act as the primary liaison for key institutional customers, coordinating internal functions and local distributors to deliver integrated diagnostic solutions.

Key responsibilities

• Develop and maintain long‑term relationships with institutional accounts, transforming operational interactions into strategic alliances.
• Lead cross‑functional collaboration with Marketing, Finance, Supply Chain, and Pharma to ensure seamless service delivery.
• Analyze customer workflows and propose Roche solutions that improve efficiency and clinical outcomes.
• Oversee contract compliance, sales forecasting, P&L analysis, inventory management and collections.
• Coordinate with local distributors to optimize logistics, protect contract retention and achieve joint commercial targets.
• Manage end‑to‑end implementation projects for complex diagnostic solutions.
• Prepare and present business updates, account health indicators and strategic milestones to regional and executive leadership.
• Gather market intelligence on competitors, industry trends and healthcare shifts to protect and grow the business.

Required profile

• Proven experience in key account management within the healthcare or diagnostics sector.
• Strong commercial acumen with a track record of driving sales growth and market share.
• Excellent communication and stakeholder‑engagement skills at all organizational levels.
• Ability to work autonomously and lead cross‑departmental initiatives.

Required skills

• Proficiency with CRM tools such as Gold/Blue Sheets and REXIS.
• Experience in contract management, sales forecasting and P&L analysis.