Head of Sales and Marketing

The Position
Responsibilities:
* Translate Roche Diagnostic's strategy into the local marketing, and direct the development of country marketing and sales plans to deliver on all Profit and Loss objectives, increase of market share, and meet sales and marketing KPIs
* Align the sales and marketing action plans and cascade them over the entire organization. Ensures effective execution of the activities as per define plans
* Direct the creation of mid-term and long-term strategy for Roche KSA in line with Roche corporate strategy to ensure sustainable business performance
* Direct the implementation of the necessary commercial activities and corrective actions to meet the related strategic KPIs from Roche Diagnostics' product families.
* Direct market and competitive analysis to maintain best-in-class market knowledge, business intelligence and forecasting.
* Define guidelines for prices and terms to ensure the best deals are secured, in compliance with pricing strategy and positioning
* Proactively shape the country market environment, defend and improve Roche market position and depth of market access by developing strong, best-in-class, trust-based relationships with customers and stakeholders
* Define business priorities, assuring business focus and the right resource allocation for sales, marketing, and clinician promotion.
* Achieve commercial success of new products in the market, with a sound planning and resource allocation. Liaise with Business Development and Market Access Manager to develop new businesses and differentiate sales portfolio
* Guarantee the team availability to present, on the areas of knowledge, on customer events and other related scientific activities.
* Support Sales team to implement strategic selling principles and consultancy selling approach with customers. Review and support Miller Heiman approach for all business opportunities
* Guarantee that the Sales teams have the necessary and updated knowledge/expertise on the respective product families and skills required to promote the products, acting as sales support reference for the other Sales staff and customers.
* Maintain best-in-class working relationships with institutions, association, KOLs, strategic customers, and other strategic stakeholders, with a permanent market presence
* Control the sales and marketing budget and resource allocation
* Collaborate with the different Sales Segments teams on the negotiations, whenever such involve these product families, guaranteeing compliance with pricing strategy and positioning.
* Guarantee the activity planning/reporting and opportunity mapping by the Sales team, at the CRM (Salesforce).
* Lead and play a major role in local and corporate compliance and promote ethical behavior
* Optimize the local interface and partnership with Regional Office and HQ.
Cultivate a Great Place to Work environment
* Creating a stimulating and motivating work place capable of attracting, engaging, developing and retaining high performers.
* Hire, develop, and manage employees and third-party partners who will contribute to the local operations.
* Establishing clear accountabilities, delegating and fostering decision-making within the local organization
* Promoting teamwork and transparent communication at all levels, sharing clear performance expectations, fostering feedback and open two-way communication, ensuring coaching and individual development plans for all employees
People Leadership
* Consistently demonstrates the Roche Core Competencies and People Leadership Commitments.
Provides feedback and conducts performance reviews of employees.
Compliance
* You are expected to adhere through your conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche
Minimum Education
BSc Business Administration, Marketing (or Finance)
* Specific Business Knowledge Required
* ‎15 year track record and experience of Sales & Marketing in IVD industry, with a proven success record
* ‎5-‎7 year leadership competencies with proven track of successful change management and leading through adversity with difficult decision making
* Experience with Roche Diagnostics product portfolio
* Previous experience as sales and/or marketing of product with high medical value, with a proven success record;
Essential: Fluent in English (verbal and written)
Preferred: Post-graduate degree in business (MBA) or similar is preferred /
International Experience / Experience in Business Development, Market
Intelligence and Medical Marketing / Arabic is a plus, or any spoken language
in the market
Key Requirements
* Strategic Mindset
* Effective people leadership as demonstrated by the Leadership Commitments
• Ability to analyze all aspects of the business in • order to make informed
business decisions
* Proven people management competencies
* Excellent convincing skills with ability to clearly present
* Demonstrable planning and organization skills;
* Dynamic, with personal initiative, business drive and ability to achieve goals with minimal direction
• Availability to travel whenever needed; • Excellent communications skills
(both Spoken and written)
Who we are
At Roche, more than ‎100,000 people across ‎100 countries are pushing back the
frontiers of healthcare. Working together, we've become one of the world's
leading research-focused healthcare groups. Our success is built on
innovation, curiosity and diversity.
Roche is an Equal Opportunity Employer.