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 chapter lead of business excellence serves as the core person for bridging high-level corporate strategy with on-the-ground commercial execution. The Chapter Lead translates the company's strategic vision into tangible commercial projects, manages the portfolio of strategic initiatives through the PMO framework, and ensures cross-functional alignment to deliver measurable business outcomes and drive sustainable revenue growth.
What should you do:
I. Strategic Planning and developement
Strategy Formulation: Partner with senior leaders to support the annual and long-range company strategy planning process
Strategic Roadmap: Translate approved corporate and commercial strategies into a defined, prioritized roadmap of projects and initiatives
Business Case Development: Lead the development of robust business cases for strategic commercial investments, defining expected financial return (ROI), resource requirements, and measurable success criteria.
II. Project Management Office (PMO) Leadership
Portfolio Governance: Establish, implement, and manage the Commercial PMO framework, including standardized methodologies, tools, and templates for project initiation, planning, execution, and closure.
Prioritization and Resource Allocation: Facilitate the governance process for prioritizing all commercial projects, ensuring alignment with strategic objectives and effective utilization of limited cross-functional resources.
Project Execution Oversight: Act as the lead or co-lead for high-priority, complex strategic projects, driving accountability, managing interdependencies, identifying risks, and ensuring projects are delivered on time and within scope.
Performance Reporting: Develop and maintain a comprehensive portfolio dashboard for executive leadership, providing clear, concise status updates on project health, key milestones, budget adherence, and projected impact realization.
III. Commercial Excellence Oversight
A. Channel & Distributor Management:
• Focus on maximizing revenue growth and profitability through the optimization of go-to-market channels and the professional management of distributors and business partners.
• Direct the design, implementation, and governance of sales incentive compensation (IC) plans for the direct sales force and partner reward programs.
• Ensure the implementation of a robust performance review framework and regular commercial compliance audit programs for distributors, reviewing anti-bribery, data privacy, and ethical selling practices.
B. Customer Experience & Operational Processes:
• Lead the function responsible for designing, implementing, and optimizing seamless service journeys for clinicians and patients across the product lifecycle.
• Ensure the establishment, documentation, and socialization of robust Standard Operating Procedures (SOPs) for all critical customer-facing and back-office processes, ensuring compliance and efficiency.
• Manage the governance model for external partners, defining and enforcing strict SLAs and KPIs for third-party vendors (e.g., tech support, specialty pharmacies).
C. Sales Analytics & Performance Management :
• Oversee the entire process of sales target setting and management (annual, quarterly, regional, individual).
• Direct the design and maintenance of optimal sales territory structures to maximize market coverage and ensure fair opportunity distribution.
• Drive the development and dissemination of actionable Key Performance Indicators (KPIs) and dashboards for sales pipeline health and performance.
• Lead the successful execution of the Objectives and Key Results (OKR) framework within the sales organization, ensuring alignment with strategic priorities.
D.Customer Relationship Management & Digital Adoption:
•Assess the business needs in development of customer relationship management and direct strategic framework, implementation, and optimization of the Customer Relationship Management (CRM) platform.
• Ensure the CRM platform enhances the full commercial lifecycle, from lead management to sales pipeline visibility.
IV. People Development and Team Culture
Lead the chapter, focusing on employee development.
Support team growth through multiple development and learning avenues.
Focus on individual growth and ensure transparent communication.
Manage talent check-ins using the 4C model, focusing on Career, Capabilities, Connections, and Contributions.
Promote a team atmosphere characterized by psychological safety and trust, proactive collaboration and mutual assistance, and a growth mindset and curiosity.
When difficulties arise, ensure the team is supported by clear support systems and resources, a culture of mutual assistance, a positive cycle, empathy, and support.
Encourage multi-functional development through rotation.
V. Collaboration and Communication
Possess strong coordination, empathy, and ability to shift perspective when viewing issues.
Be skilled in communicating and collaborating across departments effectively to promote consensus.
Lead efforts in resource integration and coordination to promote profitability.
Ensure clarity in expression and effective influence, facilitating consensus building.
VI.Compliance & Additional Tasks
Conduct all business activities in full compliance with Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, and Roche Safety, Security, Health, and Environmental Protection policies, while demonstrating a solid understanding of compliance requirements and upholding the high standard of integrity.
Perform other tasks as assigned by the line manager.
Who you are：
Qualifications:
At least 8 years’ working experience in multinational companies
At least 5 years’s experience in commercial excellence functions or business relevant functions
People leader experience is a plus either in business , healthcare related field
Education:
Bachelor degree or above
Skills & Knowledge:
Fluency in written and spoken English
Demonstrate VACC leadership behaviors which are inclusive and values a diverse workforce and mutli-disciplinary teams.
Strategic & Business Thinking: Establishing long-term strategy, managing commercial thinking, understanding company direction, and possessing knowledge of existing industry capabilities.
Prioritization & Decision Making: Defining goals/KPIs, judging priorities clearly, and utilizing data/numbers for sound decision-making.
Organizational Capabilities: Possessing the ability to integrate resources.
Process Knowledge: Understanding SOP, knowledge systematization, and process analysis capability.
Competencies:
Proactive with an agile mindset, embrace networked ways of working by collaborating with various stakeholders across the organization
Ability to work within a flexible team environment on multiple projects simultaneously
Curious and always look out for innovation opportunities in his/her focus area; Open for feedback, while seeking for continuous improvement
Strong customer focus and patient-centric attitude
Well-organized, methodical, ability to prioritize and make informed decisions to meet multiple objectives
A strong sense for confidentiality and the ability to work with stakeholders at all levels, including senior management
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.