Strategic Alliance Manager - Custom Biotech - LA / San Diego Region

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

A 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:

Building on over 30 years of industry experience, Roche Custom Biotech uses the powerful multidisciplinary skills found in Roche facilities across the world. The team offers products and solutions for manufacturers in the diagnostics and pharma biotech industry, ranging from raw materials to system solutions for bioprocessing. Leveraging the unique know-how of Roche Diagnostics and Roche Pharmaceuticals, our Strategic Alliance Managers work to partner with leaders in the biopharmaceutical, cell therapy, or in vitro diagnostics markets to enable strategic sourcing deals. 

The Strategic Alliance Manager is responsible for building, managing, and optimizing relationships with key strategic partners, ensuring that partnerships align with the company's overall business objectives. This role involves collaboration with internal and external stakeholders to drive joint initiatives, maximize value from partnerships, and promote the company's strategic growth in the biopharmaceutical and molecular diagnostic markets.

The Opportunity:

• Identify, evaluate, and establish strategic alliances with pharmaceutical companies, biotechnology firms, research organizations, and other relevant partners on new and existing opportunities.

• Foster strong relationships with existing partners, working closely with your leader, Key Account Executives, ensuring consistent communication, trust, and alignment of goals. 

Strategic Planning & Execution 

• Collaborate with internal teams (e.g., sales leadership, business development, regulatory, R&D, marketing) to define partnership objectives and success metrics. 

• Develop business plans and strategies to maximize the value of partnerships in line with company goals. 

• Monitor and evaluate alliance results, making data-driven recommendations to improve performance and address challenges.

Cross-functional Collaboration 

• Act as the liaison between the organization and partner companies, ensuring seamless communication and coordination. 

• Collaborate with the sales team through networking, lead identification, etc.

• Coordinate internal teams to deliver on partnership commitments and milestones, such as co-development projects, joint licensing opportunities, or market entry strategies. 

• Support regulatory, operational, and logistical efforts linked to partnership agreements.

Market Analysis & Opportunity Identification 

• Conduct competitive intelligence and industry benchmarking to identify partnership opportunities in new and emerging pharmaceutical markets. 

• Stay updated on trends, technological advancements, and regulatory changes in the industry to identify potential new partnerships or expansion opportunities.

Issue Resolution & Risk Management 

• Address conflicts or challenges in partnerships with a solutions-oriented approach, ensuring smooth progress toward mutual objectives. 

• Monitor and mitigate risks associated with alliances, including market, legal, and financial risks.

Reporting & Performance Monitoring 

• Prepare and present quarterly reviews and updates to senior management or key stakeholders, highlighting partnership performance and future recommendations.

This is a field-based position. The territory is within the Los Angeles / San Diego Area and surrounding areas.

Travel expectation: 25% national travel

Who You Are:

• Bachelor’s Degree or equivalent experience

• 7+ years relevant sales or equivalent experience

Preferred Requirements

• 7+ years relevant sales experience selling into the pharmaceutical or biotechnology market

• Proven experience (5+ years) in the pharmaceutical, biotechnology, or healthcare industry, specifically in business development, alliance management, or strategic partnerships. 

• Strong understanding of pharmaceutical drug development, commercialization processes, and the regulatory landscape. 

• Experience in negotiating contracts and managing complex partnerships.

• Excellent communication, negotiation, and interpersonal skills. 

• Ability to manage multiple complex projects and initiatives simultaneously. 

• Strong analytical and problem-solving skills, with the ability to turn data into actionable insights. 

• Strategic thinker with attention to detail and a results-oriented mindset. 

• Demonstrated ability to build and maintain strong cross-functional relationships. 

• Familiarity with global markets and international collaboration processes.

Relocation benefits are not available for this job posting.

The expected salary range for this position based on the primary location of California is 136,600 - 253,600 USD Annual. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.  This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below.

Benefits

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. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws.

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