Business Development Lead 业务拓展负责人

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

Job Summary职位概述:

Develop and execute city-level market development and upstream government engagement strategies to protect market share, accelerate demand generation, and reduce competitor-driven brand-switching risks for the Core Lab portfolio. This role bridges provincial policies to prefecture-level execution, working cross-functionally to shape early procurement criteria and maximize Roche's competitive advantage.

制定并执行地市级市场开发及上游政府沟通策略，以保护市场份额、加速需求生成，并降低由竞争对手驱动的 Core Lab 产品线品牌切换风险 。该职位桥接了省级政策与地市级落地执行，开展跨职能合作以提早影响准入准则，从而最大化罗氏的竞争优势 。

Main  Tasks & Responsibilities主要工作职责 :

1.       Connect prefecture-level government stakeholders (e.g., local Health Commissions) with Core Lab value propositions, aligning engagement plans with local government healthcare priorities.

将地级政府利益相关者（如地方卫健委）与 Core Lab 的价值建立联系，使参与计划和体系与地方政府的医疗优先事项保持一致 。

2.       Map city-level stakeholders, hospital alliances (medical communities/consortiums), and competitor distributions by province to proactively detect early competitor switching signals and warning signs.

按省份绘制地市级利益相关者、医共体/医疗集团及竞争对手的分布图，以主动发现早期的竞争对手品牌切换信号与预警 。

3.       Engage early in the procurement lifecycle to influence technical and value criteria, ensuring key hospital leadership and opinion leaders are aligned with Roche's clinical and strategic narrative.

在采购生命周期的早期阶段介入以影响相关准则，确保核心医院领导者及意见领袖与罗氏的临床和战略叙事达成一致 。

4.       Partner closely with Sales (PSL), Marketing, and Access (CAMA) teams to formulate localized bidding defense strategies, enhance winning rates, and ensure seamless end-to-end project conversion.

与销售（PSL）、市场和准入（CAMA）团队紧密合作，共同制定本地化的招标防御策略，提高目标招标赢标率，并确保项目端到端的贯通与转化 。

5.       Coordinate internal corporate resources and drive external innovation partnerships to connect value chain partners, building a comprehensive local ecosystem supporting projects like Regional Inspection Centers and Medical Commons.

统筹跨职能的公司内部资源，推动外部创新伙伴关系，连接价值链上下游合作伙伴，构建支持区检中心和医共体等项目的完整本地生态系统 。

6.       Execute CAMA-led initiatives at the city level, leveraging successful local case studies to feedback into and positively influence higher province/ministry-level decision-making.

在地级市层面执行由 CAMA 主导的项目，利用成功的市级城市案例进行合规反馈，以此反哺并正面影响更高层面的省部级决策 。

7.       Conduct all interactions with public officials and government stakeholders in absolute compliance with Roche anti-bribery, anti-corruption policies, and corporate protocols, ensuring all interactions are rigorously documented.

遵循罗氏反贿赂、反腐败政策及公司准则，合法合理开展与公职人员及政府利益相关者的所有互动，并确保每次互动均有完整的文件记录 。

8.       Understand and fulfill the Safety, Security, Health, and Environmental protection duties outlined by the organization.

理解并切实履行公司规定的安全、健康与环境保护（SHE）相关职责 。

9.        Other projects or tasks assigned by line manager

主管指派的其他任务

10.     Conduct business in full compliance including but not limited to Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, Roche Safety, Security Health and Environmental Protection

遵循罗氏所有合规要求，包括但不限于罗氏信息安全，罗氏商业中的行为，罗氏竞争法互动对话，罗氏安全健康环境等，合法合理开展业务活动

Basic Requirements of the Job 基本任职资格:

Bachelor or master Degree in Health/Science disciplines. MBA will be a plus.

生物科学领域本科或硕士学历。工商管理硕士尤佳。

5+ years of professional experience in the medical device or In Vitro Diagnostics (IVD) industry.

5年以上医疗器械或体外诊断（IVD）行业从业经验 。

Proven track record of success in Government Affairs (GA), centralized procurement, policy market access, or commercial business management.

在政府事务（GA）、集中采购、政策准入或业务运营背景方面具备成功的实践经验 。

Strong familiarity with Key Account (KA) management and cross-functional resource deployment processes.

深入熟悉大客户管理及跨部门资源部署流程 。

Marketing and business development experience will be a plus

市场和销售开拓经验尤佳

 

 

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.