Head Sales - Custom Biotech

Roche; Mumbai City; On-site; INR 6,000,000 - 8,400,000; Full time

Job summary

Roche Diagnostics India is seeking a seasoned Head Sales - Custom Biotech to lead the commercialization strategy and execution for the Custom Biotech business segment. You will align with cross-functional teams and report to the Vice President - Advanced & Precision Diagnostics, guiding BI strategy and stakeholder engagement.

You will drive top-line growth, define new market entry plans, and build a high-performing team while ensuring execution excellence across marketing, market access, and

Qualifications

• Strategic leadership and market development capabilities.
• Strong stakeholder management and cross-functional collaboration skills.
• Experience in sales strategy and execution for life sciences/biotech.

Responsibilities

• Strategic: achieve top-line and bottom-line objectives for the CB team.
• Planning: define area- and product-wise sales targets and forecasts.
• Leadership: coach the BI team on product, marketing and sales techniques.
• Collaboration: coordinate with Marketing, MSA, Market Access and Communications.
• Market: monitor competition and implement best sales practices.
• Customer: build relationships with principal customers and key external stakeholders.

Job description

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

The Position

Head Sales - Custom Biotech

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.

The Opportunity

As the Head Sales - Custom Biotech you will be a member of the Roche Diagnostics India Extended Leadership Team. You own the commercialization strategy and implementation plan for the Custom Biotech. At the same time you are supporting other commercial & enabling functions to deliver on its overarching priorities contributing to a holistic customer solution approach. This position will be responsible for giving strategic directions to BI team, driving strategic projects and ensuring talent & succession development, stakeholder management, partnering, collaboration & execution excellence. You will report in to Vice President - Advanced & Precision Diagnostics

Your responsibilities

Strategic

• Accountable for achieving the top line and bottom line objectives for the CB team
• Define and drive the strategic vision for the Bio-Industry team and build a culture of prospecting projects
• Guide the team on entry into new customer / market segments with clear KPIs and execution plan
• Refine product mix to manage topline & bottom expectations considering India objective and Global guidance
• Execute Global engagement strategies for new segments such as mRNA, cell & gene therapy
• Responsible for complete sales activity of the division including sales distribution handling, inventory, accounting & administration
• Responsible for ensuring the establishment and development of relationship between the organization and the principal customers
• Responsible for sharing vision of BI business internally and driving streamlined efforts across all internal functions such as Marketing, MSA, Market Access, Communications
• Constantly monitor competition to evaluate and implement best sales practices
• Drive relationship with key external stakeholders responsible for the success of the business

Planning

• Responsible for strategic distributions of area-wise, product-wise and value-wise sales targets amongst BDM's in consultation with them
• Prepare sales forecasts taking into consideration market potential & align with the requirement of the organization; monitor sales and costs against forecasts to identify problem areas
• Monitor expenses to meet the bottom line objectives for the teams
• Re-allocate resources to improve the overall performance of the sales team.
• Use feedback from the sales team and market information to review existing processes and taking corrective action.
• Monitor and provide continuous feedback on competitor's activity to the product management team.
• Responsible for planning of new product launches, sales promotion activities etc. with the marketing team.

Leadership:

• Build a motivated, enabled and empowered direct & indirect teams that challenges the status quo, explores new ways of doing things and radically simplify.
• Accountable for coaching the sales team on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures and standards that will help them achieve their sales targets.
• Drive change management and foster collaborative working environment within the BI team and other BA/ Cross functional teams
• Ensuring that the sales team is compliant with the product placement policies, IPC compliance, documentation, reporting etc.
• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions.
• As an active member of the Extended Leadership team continue to transform your own self and the way we work.

Who You Are:

You're someone who wants to influence your own development. You're searching for a challenge where you have the opportunity to pursue your interests in a transforming organization. As go-getter, you actively drive the quality of the requirements. You can influence with courageous authenticity and build trust with individuals at all levels within the organization and show excellent situational assessment and objective evaluation skills, with an ability to comprehend and translate complex topics into manageable pieces, to then position the topics with strong communication and group facilitation capabilities.

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.