The Position

The Position
As Roche Diagnostics Business & Commercial Excellence Chapter Lead in the Middle East, you hold responsibility for several crucial activities along the Customer Journey, including Customer Analytics & Insights, Contract & Tender Lifecycle Management, Markets Data & Insights, Commercial Skills & Competencies Development, Middle East Key Account Management, Strategic Pricing and Distributors Management, while taking into consideration the Roche Diagnostics\xe2\x80\x99 set up in the Middle East.
As Business & Commercial Excellence Chapter Lead you will play a pivotal role in translating strategic ambitions into a compelling commercial approach which drives business excellence of our commercial activities and processes. Your expertise in the commercial domain and strong leadership skills will be key to leading cross-functional teams and ensuring the achievement of business objectives.
The Business & Commercial Excellence Chapter Lead will be a member of the Middle East Leadership Team and work closely with Emea Latam Commercial Excellence Chapter and Business Community.

Your main accountabilities:
-Collaborate with sales, marketing, finance and other functions, to generate a compelling commercial excellence approach to ensure the affiliate succeeds in its strategic ambitions and maximize value.
-Support Sales leaders in optimizing market and customer/distributors segmentation and targeting approach, building account mapping and planning and deploying analytics tools.
-Lead the collection and analysis of strategic market insights and market data to identify growth opportunities, drive competitive intelligence, and support decision-making.
-Oversee the contract and tender management process, ensuring compliance, efficient negotiations, and successful contract execution.
-Drive, coordinate, and execute commercial excellence initiatives along the cus-tomer journey.
-Map and perform gap analysis of business and commercial processes; translate business needs and best practices into detailed process and tool requirements.
-Drive continuous improvement in the commercial processes, promoting simplification and facilitating the adoption of tools and systems related to commercial excellence, taking into account different business models in the Sub Region.
-Ensure the commercial organization systematically and constantly has available the skills & resources required to deliver on its ambition (strategic workforce planning); you focus on building the proper competences and improve function\xe2\x80\x99s expertise and talent building/retention.
-Contribute to sales and marketing strategic decisions and play a critical role in designing and monitoring commercial approach: setting relevant KPIs and performance management process.
-Manage key accounts in the Middle East (ME) region, fostering strong relationships, identifying growth opportunities, and ensuring customer satisfaction.
Implement effective and compliant distributor management strategies, including performance evaluation, contract negotiations, and channel optimization.
-Develop and execute strategic pricing models and initiatives to enhance compliance and profitability while remaining competitive in the market.
-Work closely with global to ensure the implementation of regional requirments
-Conduct all the above in an ethical way and in line with the Roche Code of conduct, internal directives, SOPs and policies, and the applicable laws in the region including, without limitation, Competition Laws.

Additional responsibilities:
-Active member of the governing bodies of the new Operating Model
-Support and integrate the Group\xe2\x80\x99s Operating Principles into day-to-day business and decision making
-You are a strong advocator of agile culture, you encourage collaboration beyond your team but also the affiliate; you role model and collaborate across chapters to set guiding principles for how to deliver in Squads and Flex teams to standardize/ harmonize the ways of working in the organization
-Anticipate market developments by hiring and developing new skills to prepare for the future; empower employees and help them achieve their goals by encouraging initiatives and providing them regular constructive feedback
-Co-Accountable for achieving the affiliate\xe2\x80\x99s business objectives, you contribute to the affiliate\xe2\x80\x99s priorities setting within the governance bodies and allocate the appropriate resources accordingly.
-Know all the rules, laws, and Compliance standards applicable to your activity and are committed to complying with them by your team and to closely collaborate with the Legal and Compliance team.
-Relay information in terms of Quality, Safety, Health and Environment and give an alert in case of non-compliance.
-Work together with others to create an environment where everyone feels a true sense of belonging and where people can thrive equally, no matter what it is that makes them unique.

Who you are:
-Strategic and innovative thinker. Proven ability to establish and articulate a vision, set goals, develop and execute strategies, track and measure results.
-Demonstrated success in establishing a high performing environment, catalyzing Roche Operating Principles cultural dimensions, with an excellent reputation in attracting the best talent and the commitment to developing and inspiring people.
-Proven ability to create and sustain strong collaborative relationships and networks with diverse stakeholders across a global matrix organization as well as a complex internal set-up.
-Entrepreneurial mindset with proven ability to foster agile ways of working.
Familiarity with the technological trends and their relevance to the healthcare industry.
-Act as a role model for agile leadership with a strong focus on customers and patients. You lead, motivate, and influence others based on profound leadership skills.

Qualification and Experience:
-University degree in relevant discipline is required. A postgraduate degree (e.g. MSc or higher) in a relevant area would be desirable.
-10+ years of commercial experience operating in areas relevant to In Vitro Diagnostics and / or Medical Devices aimed at the healthcare ecosystem.
-Proven knowledge and expertise in business & commercial excellence.
-Strong analytical, organizational, and planning skills.
-Proven project management capabilities with the ability to initiate, scope, setup, drive and manage complex, strategic, and cross-functional projects.

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we\xe2\x80\x99ve become one of the world\xe2\x80\x99s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an Equal Opportunity Employer.

Roche