Head of Commercial Excellence

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.

You will be responsible for defining, implementing, and consolidating the commercial excellence strategy in the Spanish subsidiary. Drives discipline in sales methodology execution, ensures CRM (Salesforce) adoption and optimization, and leads the commercial training strategy. As a member of the Commercial Leadership Committee, acts as a strategic reference to identify growth opportunities, establish key performance indicators, and propose incentive systems that enhance execution. Leads a team focused on maximizing commercial effectiveness and generating value for customers and patients.

Your Main Responsibilities:

• Strategic Thinking:

  • Identify growth opportunities in the Spanish in vitro diagnostics market.

  • Define key performance indicators (KPIs) and propose incentive mechanisms that align the organization with strategic objectives.

• Commercial Excellence:

  • Lead the deployment, monitoring, and discipline of the company's sales methodology.

  • Ensure consistency and quality in the execution of commercial processes.

• CRM Leadership:

  • Lead the local implementation and maintenance of the global CRM (Salesforce).

  • Ensure data quality and support the sales force in resolving CRM-related queries and needs.

• Commercial Training Leadership:

  • Design and coordinate the sales force training strategy.

  • Develop content, coordinate training execution, and ensure monitoring of adoption, compliance, and impact on results.

• People Leader:

  • Lead, develop, and motivate the Commercial Excellence team in Spain.

  • Foster an environment of collaboration, innovation, and high performance.

• Regional and Global Collaboration:

  • Act as a point of contact with Commercial Excellence EMEA/LATAM to deploy global and regional initiatives.

  • Ensure alignment with international strategies.

• Member of the Commercial Leadership Committee:

  • Actively participate in the definition and execution of Roche Diagnostics Spain's commercial strategy.

Who You Are:

• University degree; postgraduate education will be valued.

• Experience in commercial excellence, including sales methodologies and KPI management in the B2B sector, preferably with public procurement.

• Demonstrated experience in CRM implementation and management (ideally Salesforce).

• Experience in sales force training and team leadership (valued).

• Experience in the healthcare sector, ideally in the in vitro diagnostics sector (valued).

• High level of Spanish and English.

The Role Competencies:

• Strategic thinking and analytical ability.

• Decision-making and results orientation.

• Inspiration and influence, effective communication skills.

• People leadership and talent development.

• Change agent and adaptability in a dynamic environment.

• Collaboration and teamwork.

• Innovation and customer orientation.

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.