Chapter Lead: Commercial Business Management

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Chapter Lead: Commercial Business Management - Foundational Products

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.

As the Chapter Lead for Commercial Business Management, you will play a pivotal role in shaping the commercial future of our Foundational Products portfolio in the APAC region and beyond. This senior leadership position encompasses two core areas of accountability: leading and developing a high-performing team of commercial professionals (the "Chapter") and serving as a strategic leader within the APAC Foundational Products Squad (FPS).

You are responsible for building and nurturing the capabilities of the Commercial Business Management Chapter, ensuring your team members possess the systems, skills, knowledge, and mindset to excel. This includes direct line management, coaching, mentoring, and career development for the Chapter members. You will promote a culture of accountability, collaboration, and continuous learning.

As a senior member of the FP Squad, you will oversee the strategic direction and performance of the FP portfolio (~500 mCHF) in partnered affiliates. You will steer enterprise-level strategy for alliance management and commercial operations, ensuring alignment with the overall vision and long-term outcomes for Foundational Products.

The Opportunity

As an FP Squad Member:

• Drive Enterprise Alliance Strategy: In collaboration with squad members and APAC/PI stakeholders, define and implement the enterprise alliance strategy for the APAC region, ensuring partnership models are optimised for long-term value and success. Strategic Oversight of Partnerships: Provide senior oversight for managing key affiliate and alliance partnerships. Serve as a point of escalation for complex negotiations and the resolution of critical issues.

• Ensure Commercial Performance: Steward tender business, pricing decisions, and overall portfolio performance to maximise product value and achieve financial targets.Lead Strategic Initiatives: Lead and contribute to high-impact work packages and strategic projects that advance the FPS vision and long-term outcomes.

• Synthesise and Share Market Insights: Systematically gather, analyse, and disseminate market and customer insights from across the region to inform squad strategy and decision-making. Champion Compliance and Integrity: Practice and instil high standards of compliance with all external and internal policies and regulations.

As the Commercial Business Management Chapter Lead:

• Build and Lead a High-Performing Team: Recruit, onboard, and lead a chapter of Commercial Business Managers. Foster a cohesive and motivated team environment.

• Coach and Develop Talent: Act as a dedicated coach and mentor. Guide all chapter members' professional and career development through regular check-ins, constructive feedback, and identifying opportunities for growth.

• Drive Performance and Accountability: Manage the performance and development review process for your chapter members. Set clear expectations and hold the team accountable for achieving ambitious individual and collective goals.

• Develop Commercial Excellence: Define and uphold the standards for commercial excellence within your chapter. Drive the continuous improvement of commercial capabilities, including negotiation, strategic account management, forecasting, and data-driven decision-making.

• Foster a Growth Mindset Culture: Cultivate a culture of innovation, experimentation, and learning within the chapter. Encourage curiosity and empower team members to challenge the status quo and take smart risks.

• Resource and Capability Planning: Ensure the FP Squad is appropriately resourced with the necessary commercial talent to achieve its strategic objectives.

Who you are

• You should have proven leadership experience with a minimum of 5 years of formal people management experience, with a demonstrated track record of leading, coaching, and developing high-performing commercial teams. In Addition, you should hold at least a University Degree (in science, business, or a related field) is required or An MBA (strong advantage). 

• You should have an extensive industry experience, ideally more than 8 years of experience in the Asia Pacific Pharmaceutical Industry, ideally with experience working in or across multiple countries.

• You should have strong commercial acumen with proven experience managing a business unit, product portfolio, or major alliance partnership with P&L responsibility as well as strategic negotiation skills: Extensive experience leading complex and high-value (>20Mn CHF) contract negotiations.

• You should possess strategic and analytical skills: Strong analytical capabilities to assess performance, build and evaluate commercial models, and identify strategic market opportunities.

• You should be strong in influencing and communication: Excellent interpersonal, influencing, and communication skills (verbal and written English) with the ability to engage effectively with senior stakeholders.

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.