Commercial Excellence Partner

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

Key Responsibilities and Accountabilities

I. Sales Target Setting and Management Support the preparation of annual and quarterly sales target-setting by providing historical data, market trends, and performance insights.

Maintain and update sales performance against targets daily/weekly/monthly, identifying variances and provide data summaries to Sales Leadership for follow-up actions.

Ensure targets are equitably distributed and clearly communicated across the sales force.

Manage the sales performance relevant process(contract fillment, sales rebate, allowance)

II. Territory Design and Management Partner with sales leaders to develop and optimize sales territory structures to ensure fair opportunity distribution, minimize channel conflict, and maximize market coverage and penetration.

Develop and maintain territory assignment rules and policies, performing regular audits and re-alignments based on business changes, market potential, and sales force size.

Provide analysis and recommendations on optimal sales resource deployment and headcount planning.

III. Sales Performance Management and Market intelligence Analytics Develop, maintain, and disseminate key performance indicators (KPIs) and dashboards that provide clear, actionable insights into the health of the sales pipeline and overall performance.

Conduct deep-dive analysis on sales trends, productivity metrics, and funnel conversion rates to identify bottlenecks and areas for process improvement.

Support regular business review preparation and follow-up, including identifying performance gaps and tracking improvement actions.

IV. Tender coordination  Partner with sales leaders to build the systematic approach to monitor and capture tender opportunities and follow up with the sales team.

Filter the tender by portfolio and dispatch to the respective territory sales team

Support sales team to prepare tender documentation and compilation .

V. Process Improvement and Enablement Identify opportunities to streamline and standardize core sales processes (e.g., forecasting, pipeline management, account planning).

Partner with Sales Enablement to translate best practices and process improvements into effective training content and tools.

Compliance & Additional Tasks

Conduct all business activities in full compliance with Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, and Roche Safety, Security, Health, and Environmental Protection policies, while demonstrating a solid understanding of compliance requirements and upholding the high standard of integrity.

Perform other tasks as assigned by the line manager.

 

 

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.