Head of Commercial

at  Roche

The Position
A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come.
Creating a world where we all have more time with the people we love.
That’s what makes us Roche.

THE OPPORTUNITY

Roche Diagnostics in Midrand is seeking a Head of Commercial to oversee and drive the commercial success, Customer excellence and efficiency of the commercial business within the Southern African Diagnostic Network. You as our selected candidate will lead the sales and business development teams, managing profit & loss (P&L), providing outstanding customer and technical support and optimizing the performance of the distributors’ network. You will bring strong leadership abilities, exceptional business acumen and a deep understanding of sales, technical support and operations in both national and international contexts to the role.

KEY CHALLENGES

Sales Strategy and Execution

• Develop and implement sales strategies to achieve revenue targets and market share growth in assigned countries.
• Analyze market trends, customer needs, and competitor activities to identify expansion opportunities; foster relationships with key customers and negotiate contracts for long-term partnerships.

Profit and Loss Management

• Take ownership of the P&L for assigned countries, monitoring financial performance and implementing corrective actions as needed.
• Analyze sales data, pricing strategies, and operational costs to optimize profitability and ensure financial targets are met.

Customer Support and Satisfaction

• Establish and maintain exceptional customer support culture for high customer satisfaction and loyalty.
• Collaborate with cross-functional teams to resolve customer issues, manage escalations, and enhance customer experience. Implement effective CRM systems and processes to track customer interactions for business growth.

Management of Distributors

• Develop and execute a comprehensive distributor management strategy, including channel partner selection, onboarding, and performance evaluation.
• Provide guidance and support to distributors through training, sales incentives, and marketing campaigns to promote their success and growth. Monitor performance, implement improvement initiatives, and manage contractual agreements.

Technical Support Team Management

• Work closely with the technical support team, ensuring the provision of excellent support services to customers.

Market Analysis and Expansion

• Monitor market trends, competitor activities, and customer preferences to identify business opportunities and risks.
• Conduct market research, gather customer feedback, and share insights with stakeholders to assess feasibility and profitability for market expansion.

Operational Excellence

• Implement cross-functional processes and systems to drive operational efficiency, productivity, and quality.
• Identify opportunities for process improvements, cost reduction, and resource optimization, and collaborate with cross-functional teams to streamline operations and enhance overall efficiency.

Staff Leadership & Management

• Define staff requirements, resourcing the team by retaining, recruiting, selecting and appointing staff as required, inducting new staff members, monitoring and managing performance and managing staff development.

Note that a full job description is available upon request.

Who you Are:

• You have a NQF 7 / 8 in life sciences, Laboratory Sciences, Biochemical, Biomedical or related disciplines.
• You have significant (>15 years, ideally) experience of working across different functions of the diagnostics and/or healthcare industry and you have extensive sales and negotiation experience with 10 years experience in leading teams. You have experience in managing African markets and distributors.
• Other requirements: Ability to travel nationally and internationally.

Who we are
At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.
Roche has played a pioneering role in healthcare as an innovator of products and services for the early detection, prevention, diagnosis and treatment of diseases. The company has operated in South Africa since 1947.The local office of Roche Diagnostics is based in Midrand, Johannesburg and it has offices throughout Southern Africa and Sub-Sahara Africa. We employ over 180 employees in our Diagnostics division.
Roche is an Equal Opportunity Employer

Please refer the Job description for details