Sales force effectiveness management in healthcare

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.

• Lead, support, role-model and inspire a team of PJPs in alignment with VACC leadership principles and Roche Leadership Commitments. Conduct line management functions including performance measurement, coaching, feedback, and individual career development
• Facilitate learning and development initiatives focused on key field capabilities, such as account planning, regional market analysis, insights generation, and consultative persuasion
• Train and equip field team members with commercialization excellence skills according to the Roche framework
• Foster a culture of trust, psychological safety, collaboration, and accountability while guiding the team through organizational transitions and new agile ways of working
• In collaboration with other ET members co-create (incl localize global) country strategy
• Provide coaching and strategic oversight to the team to ensure operational excellence and alignment when implementing disease area strategies in the field
• Act as an CRM-System ambassador, ensuring field personnel effectively enter and utilize data, CRM tools, and customer engagement platforms to capture actionable real-time insights
• Design/localize and deploy the country’s omnichannel customer engagement framework, creating seamless, personalized touchpoints for healthcare professionals and key accounts.
• Take full ownership of compliance, adhering strictly to the Roche Code of Conduct, local SOPs, and deontological rules, while ensuring proper handling and reporting of adverse events or product complaints per Roche Vigilance guidelines
• Serve as a Primary Point of Contact (PPoC) and trusted partner for key strategic accounts, hospital management, and C-suite executives, co-creating value-based solutions aligned with Roche focus areas
• Lead and oversee high-impact DAN and local, including regional, projects that support broader healthcare system and organizational goals
• Represent Roche as an official spokesperson for local regional events, panel discussions, and external stakeholder forums
• Collaborate closely with DANs to align priorities, overcome healthcare system barriers, deliver 3WIN solutions and implement network initiatives and projects

• Enterprise thinker who balances strategic long-term vision with operational execution, maintaining strict compliance at the core
• Passionate about best-in-class customer engagement, account management, and value-based healthcare solutions
• Demonstrates proactive initiative, competitive drive, adaptability, and comfortable working within cross-functional matrix structures and squads
• Strong empathetic communication skills with proven coaching capabilities (e.g., Co-Active Coaching) to build trust, handle constructive feedback, and resolve conflicts effectively
• Skilled in analyzing complex market data, leveraging digital tools (EpiCX, CRM), and translating data into strategic decisions and actionable field insights; AI experienced user and AI Innovation enthusiast
• University degree in Science, Business, or Economics
• Proven track record of minimum 3 y. leadership in the pharmaceutical or biotechnology sector across commercial, medical, or market access functions
• Solid experience directly managing, coaching, and developing field teams
• Deep understanding of healthcare systems, local regulatory/payer environments, patient journeys, and account planning frameworks
• Professional fluency in English as well as local languages (such as Russian and/or Belarussian)
• Будет плюсом: an advanced Life Sciences degree or MBA is an asset

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