Commercial Lead

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

Commercial Lead shall be responsible for overseeing the business operations in the assigned countries within the North Africa Network. Responsible for working closely with the distributor(s) to execute commercial strategies and drive revenue growth and market share. Plays a pivotal role in expanding the business presence and optimizing distributor relationships. Responsibility may expand to overseeing special focus product lines and/or projects across the whole network.

Your Impact

Business Development and Market expansion

- Collaborates with the distributor(s) of the assigned countries and Africa Sub-region chapters to conclude comprehensive Market Analysis, competition assessment to identify growth opportunities and mitigate potential risks.

- Assists the Commercial and Operations Director in developing and executing comprehensive commercial strategies for business development in the assigned countries.

- Develop and execute plans and Market entry strategies to expand the company’s market presence in the assigned countries.

Sales and revenue generation

- Drives sales activities to achieve revenue targets and Market penetration goals

- Implements effective sales strategies, promotional campaigns and pricing structures to maximize profitability.

Distributor(S) relations & performance enhancement

- Build and maintain strong relationships with distributors operating in the assigned countries.

- Assess the performance of the distributor(s) and identify areas for improvements

- Provide guidance, support and training to ensure adherence to brand guidelines, sales targets and contractual obligations.

Channel Development

- Assess the effectiveness of existing distribution channels and identify opportunities for channel optimization and expansion.

- Collaborate with distributors to develop joint marketing and sales initiatives to drive product awareness and demand.

Customers centricity

- Build and maintain strong relations with Key customers, Key decision makers and Key decision influencers in the assigned countries.

- Assists the Commercial & Operations Director to continuously integrate the customers strategies and growth plans into the Commercial and Sales strategies

- Collaborate closely with internal stakeholders, including marketing, operations, finance, technical support, compliance and different sub-regional chapters to ensure alignment and support for commercial initiatives.

Who You Are:

- Bachelor/Master’s degree in life sciences, laboratory, biochemical, biomedical or equivalent is required;

- Significant (>10 years, ideally) experience of working in sales and/or business development for the IVD market.

- Strong sales acumen and proven track record of driving revenue growth and achieving sales targets.

- Proficiency in stakeholder management, including effective communication, collaboration and negotiation

- Experience in working and collaborating with distributors in North Africa.

Recommended skills & abilities

- High selling skills and ability to utilize different selling techniques based on different situations.

- Strategic selling know-how and ability to perform stakeholders mapping and develop strategic selling plans for complex sales situations.

- Solid negotiation skills and ability to conclude contracts and close deals with strong profit margins

- Ability to lead small team and/or to work as an individual contributor.

- Communication and presentation skills and ability to articulate complex ideas and concepts in a clear and persuasive manner

- Ability to thrive in a fast-paced and dynamic business environment

- Flexibility to adapt to changing market conditions and priorities.

- Resilience to overcome challenges and setbacks while maintaining focus on goals.

Must have knowledge of:

• IVD Market dynamics in North Africa
• IVD products

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.