Head of Sales and Commercial Excellence Adriatic

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 Head of Sales & Commercial Excellence is pivotal in achieving significant commercial success and positive customer impact for Roche Diagnostics Adriatic. They are directly responsible for the strategic development and flawless execution of the affiliate’s commercial strategy, ensuring the achievement of the business plan through expert leadership of the sales cycle, robust customer account management, and the integration of commercial excellence across all operations. As a senior leader, their influence extends to shaping the long-term commercial trajectory of the business. They strategically allocate resources and prioritize initiatives to maximize enterprise value, embedding best practices in sales execution and ensuring strong governance of customer contracts.

This role drives impactful cross-functional and cross-regional collaborations and leads critical strategic transformation initiatives.

Their active contribution to the collective leadership of the Adriatic Leadership Team amplifies the organization’s overall performance and strengthens their own leadership influence within the company.

This role reports to the Country Manager, Diagnostics Adriatic, is a member of the Leadership Team and will be office-based in Zagreb/Ljubljana, with expected travel across the affiliates.

Your Main Responsibilities

Develop and execute the Adriatic commercial strategy to achieve sales and profit targets whilst maximizing customer impact and enterprise value

Shape company strategy and build a high-performance culture as an active member of the Adriatic Leadership Team

Advise the leadership team on risks, opportunities, and performance

Lead and develop your team, fostering a culture of accountability and growth

Integrate your function's priorities across the organization for maximum impact

Build and manage key internal and external stakeholder networks

Provide strategic oversight and ensure high ethical and operational standards

Drive cross-functional collaboration and lead change initiatives.

Role-model Roche values to build an inclusive, high-performance culture

Collaborate with Marketing and Medical Value & Access to ensure delivery of the business plan

Prioritize resources and manage the opportunity pipeline

Drive value-based solution selling (products, services, digital) with a holistic system view

Proactively represent customer needs and serve as the escalation point for complex account management

Align commercial strategies with overall business goals through cross-departmental collaboration

Use data insights to benchmark performance and develop improvement strategies

Foster a culture of tender excellence by embedding best practices and a continuous learning cycle across the sales and tender teams

Ongoing assessment and understanding of market dynamics, customer needs and healthcare system requirements to identify and seize opportunities

Identify the capabilities required to execute commercial opportunities and work with relevant stakeholders to bring those into our delivery

Build a culture of coaching, continuous improvement, and growth mindset in line with the Roche People Principles

Who You Are

Bachelor's degree in Life Sciences, or a related field, Master's degree (e.g., MBA) preferred

Fluent English language (written & oral), fluency in Slovenian or Croatian language (fluency in these both Adriatic languages is an advantage)

Experienced transformational leader within a commercial organization, leading leaders and inspiring teams to success

Exceptional commercial acumen, with a track record of strong leadership performance during sustained challenging business conditions

Substantial experience working with diverse senior leaders, partnering within a management team and influencing in a matrix organization

A track record in the healthcare environment with a strong understanding of national policies as well as knowledge of the wider healthcare industry

Expert knowledge of commercial excellence and its application through system optimization, methodology, metrics, processes and applied business development/commercial skills

Resilient, tenacious, you strive under pressure, working effectively as part of a close-knit team in a fast-paced, time-sensitive environment with shifting priorities and multiple deadlines

Strong analytical skills, you are at ease working with technical, scientific and numeric information

Ability to travel frequently between the two designated countries and other locations as required

The deadline to apply is by 15 November midnight CET.

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.