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.

The Position

We are seeking a strategic visionary and execution-focused leader to become our Head of Commercial Excellence, China. This is a critical role designed to build the strategic "connective tissue" across our entire China commercial operation. You will be the architect of our capabilities, processes, and systems, empowering our teams to achieve peak performance in one of the world's most dynamic healthcare markets.

Your mission is to transform data into strategy and strategy into flawless execution, ensuring we are agile, data-driven, and perfectly aligned to win.

What You’ll Do:

• Develop Strategic Vision: Act as a key partner to the China Leadership Team, crafting and championing a 3-5 year Commercial Excellence roadmap to shape our future.

• Architect Go-To-Market Strategy: Lead the integrated GTM strategy, ensuring seamless and compliant alignment across Sales, Marketing, and Market Access teams.

• Drive Sales & Field Force Excellence: Lead Field Force Effectiveness (FFE), including segmentation, targeting, territory design, and incentive compensation to foster a high-performance culture.

• Enable Marketing & Launch Excellence: Partner with brand teams on omnichannel marketing and own a best-in-class launch excellence framework for flawless product introductions.

• Power Data-Driven Decisions: Build a robust data and analytics powerhouse to deliver actionable insights and sophisticated models for pricing, access, and strategy.

• Optimize Commercial Technology: Oversee the commercial tech stack (e.g., CRM, AI tools), ensuring maximum adoption and ROI to enable our teams.

• Lead & Inspire a High-Performing Team: Train, mentor, and lead a multi-disciplinary Commercial Excellence team, fostering a culture of agility and continuous improvement.

• Build Future-Ready Capabilities: Design and deploy comprehensive training programs to develop the strategic capabilities of our commercial field force and cross-functional teams.

Who You Are:

• You bring 15+ years in the pharma/biotech industry, with at least 5-7 years in a senior Commercial Excellence leadership role.

• You have a non-negotiable, proven track record and deep, applied understanding of the mainland China healthcare ecosystem, policy landscape, and digital environment.

• You seamlessly pivot between building a 5-year strategic vision and driving a 30-day operational sprint to enable execution.

• You demonstrate exceptional leadership with proven experience building, inspiring, and developing high-performing, cross-functional teams.

• You possess superior analytical skills, with a history of leveraging data to challenge conventions and drive business performance.

• You foster a culture of accountability and continuous improvement, championing a data-driven mindset across the organization.

• You hold an advanced degree (MBA, MS, PhD preferred) and are fluent in both Mandarin Chinese and English.

• You are energized by the "green-light" to innovate, build, and transform how we operate.

What We Offer:

• A high-visibility, high-impact leadership role with significant future career development opportunities within a top-tier global enterprise.

• The unique opportunity to architect and shape the commercial future in our most critical market.

• A mandate to innovate—to build, transform, and implement your strategic vision.

• A competitive executive compensation package, including bonus and long-term incentives.

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.