Head of Sales - Private and Government Ecosystem

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

The Opportunity

As the Head of Sales - Ecosystem, you will lead the commercial team within the assigned ecosystem to achieve RDSA’s long-term and short-term business objectives. You will serve as a liaison between the other ecosystem team leads and other chapter Lead/Enabling Team and the commercial teams, playing a pivotal role in crafting and driving our strategic vision. You will be responsible for defining the ecosystem strategy, organization management and operation, including, but not limited to: identifying, evaluating, and developing new opportunities and business models; ensuring the implementation of sales strategy aligned with strategic imperatives; ensuring the delivery of volume and profit; and developing and supporting the sales team to the highest standard of commercial excellence.

Main Responsibilities:

• Develop and execute the commercial strategy vision for your assigned ecosystem, ensuring precise alignment with both regional (ME) and divisional objectives, and fostering consistent strategic cohesion across Leadership Teams in Saudi and Middle East
• Effectively identify and secure new, profitable business (competitive business and new, unexplored market segments) aligned with the strategy, challenging the status quo, and designing business cases that support breaking old paradigms
• Develop and mentor members of the Commercial team, contribute to setting sales and profit targets for the assigned territory, and design and ensure that sales plans are carried out in line with the company's strategic goals
• Utilize the ComEx chapter to ensure there is measurement and monitoring of the Commercial function's performance through established metrics (sales, profit, win rate, etc.), with monthly analysis carried out in partnership with financial enabling teams and customer areas, and follow-up on identified opportunities. Also, ensure that data-driven decisions are made at all levels of the organization
• Serve as a reference for the Roche and Industry code of conduct, ensuring that training and compliance requirements are met by the team, and that quality actions related to commercial activities are implemented in a timely and efficient manner
• Collaborate closely with people leaders in your team to support the ongoing development of the entire team within a high-performance organization by coaching, mentoring, providing continuous feedback, role modeling VACC principles, and creating a trustworthy environment where everyone feels empowered to speak up and share their best ideas
• Develop and mentor Commercial team members, participate in establishing sales and profit targets for the given territory, and design and ensure sales plans are implemented in accordance with the company's strategic goals
• Lead the team with a clear vision and direction, ensuring every team member feels highly engaged with the company vision and is motivated to exceed expectations in any given opportunity
• Drive and model enterprise thinking and prioritisation in line with the ecosystem, affiliate outcomes, and network opportunities
  
  
  

Who You Are
Experience and knowledge

• Advanced degree in medical science, business, or related field
• Extensive experience in the diagnostics field in a leadership Sales role
• Knowledge of the Saudi market is highly preferred
• Previous Diagnostics customer-facing experience
• Significant previous direct people leadership experience, including leading commercial or medical field-based roles in the Diagnostics or related industry
• Deep understanding of the complex Diagnostics industry regulatory environment, legal requirements, governance, and accountability standards, with experience in training their teams and holding them collectively accountable to agreed-upon standards
  
  

Required Competencies:

• Strategic mindset and enterprise leadership:
• Ability to manage complexity and ambiguity
• Strong leadership skills: ability to build effective teams, develop and coach talents
• Ability to manage various stakeholders internally and externally
• Ability to drive vision and purpose
• Strong decision making ability
  
  

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.