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Purpose

To spearhead the company's growth strategy in the retail sector for its innovative blood glucose monitoring solutions. This role is responsible for driving sustainable sales growth and market share by leading a diverse national team and enhancing patient access to our products within the evolving landscape of decentralized healthcare.

Context & Accountabilities

This pivotal role reports to the Head of Commercial Diabetes and holds national responsibility for the retail Self-Monitoring Blood Glucose (SMBG) and decentralized care portfolio. The position commands a diverse team, with direct leadership over Clinician Engagement Specialists, Retail Account Executives, Key Account Executives (including E-commerce). The lead is accountable for developing and executing the national retail strategy, fostering key relationships with retail partners and healthcare professionals, driving e-commerce growth, and ultimately achieving sales targets and strategic objectives. The success of this role is critical to expanding our market presence and solidifying our position as a leader in diabetes care and decentralized health solutions.

Responsibilities

Strategic Leadership & Performance:

Develop and execute a comprehensive national retail strategy to increase sales, market share, and brand visibility.

Establish, track, and report on Key Performance Indicators (KPIs) for all areas of responsibility, presenting regular updates to senior leadership.

Manage the national retail budget, ensuring effective allocation of resources to achieve strategic goals.

Team Development & Management:

Lead, mentor, and develop a high-performing, geographically dispersed team across clinical engagement, sales, key accounts, and e-commerce.

Define clear roles and performance expectations, implementing robust training programs to enhance team capabilities.

Conduct regular performance reviews and foster a collaborative, results-driven culture.

Retail Channel & Key Account Management:

Optimize and expand partnerships with key national and regional retailers, including pharmacies and medical shops.

Negotiate trading terms, promotional activities, and co-marketing initiatives to maximize ROI.

Develop and execute joint business plans with strategic retail accounts to ensure long-term, mutual growth.

Ensure excellence in in-store execution, including merchandising and staff training.

Clinician Engagement:

Oversee the development of strong relationships with Healthcare Professionals (HCPs), diabetes educators, and Key Opinion Leaders (KOLs) to drive product recommendation and adoption.

Ensure the team delivers effective clinical detailing and educational programs.

E-commerce & Digital Growth:

Lead the e-commerce strategy to accelerate online sales through direct-to-consumer channels and online retail partners.

Oversee the execution of digital marketing campaigns (SEO/SEM, social media) to drive brand awareness and online conversions.

Decision Making Authority

Development and implementation of the national retail and e-commerce strategy.

Hiring, performance management, and organizational structure of the national retail and engagement team.

Negotiation of trading terms, pricing, and promotional agreements with retail partners and key accounts.

Allocation and management of the national retail channel budget.

Selection and implementation of strategic initiatives and programs for clinician engagement and retail execution.

Education:

Bachelor’s degree in Business, Marketing, Life Sciences, or a related field.

MBA is preferred.

Experience:

A minimum 5-10 of  years of progressive experience in sales, marketing, or commercial leadership roles within the medical device, pharmaceutical, or consumer healthcare industry.

A minimum of 3-7 years of leadership experience managing diverse, geographically dispersed teams.

Knowledge:

Proven track record of success in the retail channel, specifically with pharmacy and mass-market retailers.

Highly advantageous to have experience with blood glucose monitoring products or in the diabetes care sector.

Demonstrable experience developing and executing successful e-commerce and digital marketing strategies.

Strong background in key account management and negotiating complex commercial agreements.

Experience in clinician engagement and a strong understanding of the healthcare professional’s role in product adoption.

Familiarity with decentralized care models and the evolving healthcare landscape.

Proficiency in CRM software and Google Workspace / Microsoft Office Suite.

Competencies

Strategic Thinking: Ability to develop and implement long-term strategies that drive sustainable growth.

Leadership & People Management: Proven ability to inspire, motivate, and develop high-performing teams.

Commercial Acumen: Strong understanding of retail sales dynamics, financial management, and market analysis.

Negotiation & Influence: Excellent negotiation skills with the ability to influence internal and external stakeholders.

Communication & Presentation Skills: Exceptional verbal and written communication skills, with the ability to present complex information clearly and persuasively.

Analytical Skills: Ability to interpret sales data and market trends to make informed decisions.

Adaptability & Resilience: Ability to thrive in a fast-paced, dynamic environment and navigate ambiguity.

Collaboration & Teamwork: Proven ability to work effectively across functions and with diverse teams.

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.