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 PositionA 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
Join Roche Diagnostics as the National Sales Lead for the Lusophone territory, based in our Midrand, Johannesburg hub. In this role, you will lead the territory team and define the business strategy to accelerate growth and expand our market share within the Southern Africa network.
Key Challenges
Strategic Planning
To develop the business plan to support delivery of the affiliate strategic direction and budget targets by supporting the development of allocated account and account business plans, aligning with the overall strategy annually
To manage sales of key customers by reviewing and analyzing key customers sales in conjunction with sales team, identifying any issues, gaps in performance or other anomalies, providing support to develop solutions and overseeing implementation with sales team as required
To optimally manage resources (sales team, budgets, etc.) by utilizing and deploying resources in order to achieve the set targets daily
To provide input to the definition of the action plans for the specific business area by managing that all sales plans and objectives are aligned to the overall strategic vision and direction as required
To develop and implement new tools and local KPI’s by interpreting global tools and KPI’s, customizing as per local needs and business requirements and implementing as required
To create additional tools and KPI’s when required by identifying need, engaging with business, developing and implementing as required
To monitor market and customer movements by maintaining awareness and reacting effectively and proactively to these changes through the application of market intelligence and alignment of the sales strategy as required
Operations Planning and Management
To manage effective and professional service delivery in line with the set Roche business principles to all customers by monitoring, mentoring and coaching sales team on an ongoing basis.
To manage, coordinate and partake in the strategic aspects of specific key accounts, stakeholders and executives by participating in meetings, engaging with individuals and providing input to sales team as required
To manage customer engagement and communications by tracking sales team activities, reviewing metrics and addressing any issues as and when required and quarterly
To manage sales and profitability target achievement by tracking sales team activities, reviewing metrics and addressing any issues as and when required and monthly
To manage the budget and expenditure by reviewing expense requests, authorizing expense claims and tracking against budget and Roche policies and procedures monthly
To manage the Sales Conferences and Cycle Meetings by planning meetings and informing the key priorities, contributing to the meeting quarterly and as required
To monitor and manage the Sales teams’ territory knowledge and understanding by reviewing and analyzing information, identifying trends and patterns, identifying areas for improvement, addressing issues and implementing corrective action as required
To manage sales performance by identifying performance trends and anomalies, managing the implementation of corrective actions timeously and limiting any possible negative impacts on sales performance and / or Roche as required
To manage the CRM system information by monitoring the quality and accuracy of data inputs, addressing any issues and resolving any queries as required
To prepare monthly reports including management reports by reviewing and consolidating report inputs, undertaking required analysis, preparing reports and presenting within required deadlines
Stakeholder Management
To build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required. Work very closely with Roche business partners
To identify sales data trends at a territory level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons monthly
To maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards territory strategies, providing information and feedback and addressing any queries as required
To maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required
To participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required
Self leadership and active facilitator/advisor
To collaborate and act as functional advisor to peers and line manager
High strategic influence by leading others on complex problem solving and develop new approaches in market
May lead functional teams and project squads
SHE
Duty of care for teams under his/her control for site and operations.
Be familiar with and comply with SHE related regulations, directives, internal procedures affecting operations under his/her control.
Drive SHE goals within area of control.
Conduct SHE Incident and Accident Investigations to determine root cause and implement agreed measures to reduce future similar incidents and accidents.
Ensure that teams under his/her control attend and complete SHE training as per SHE Training Matrix.
Who You Are as an Ideal Candidate
Qualifications & Experience
NQF 7/8 in sales, marketing, commerce, medical sciences or similar is required
5 - 7 years’ experience in commercial role
2 years management experience
Fluency in Portuguese
Must have knowledge of:
Local market legislations and policies
In the absence of relevant qualifications, experience in the relevant field and at the relevant level will be considered
Recommended skills & abilities
Feedback and coaching
Achieving results
Resource management
Strategic agility
Political savvy
Relationship management
Accountability
Analytical thinking
Planning, organising and prioritising
Physical requirements
Ability to travel nationally and internationally
Note that a full job description is available at request.
Note that relocation benefits are not available for this role.
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.
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What We Do
Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare – a strategy that aims to fit the right treatment to each patient in the best way possible. Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management. Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims to improve patient access to medical innovations by working with all relevant stakeholders. Thirty medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology & Life Sciences Industry ten years in a row by the Dow Jones Sustainability Indices (DJSI).
