Cluster Business Manager- In Vitro Diag (Rep. Dominicana)Roche fosters diversity, equity and inclusion, representing the communities we serve. When dealing with healthcare on a global scale, diversity is an essential ingredient to success. We believe that inclusion is key to understanding people's varied healthcare needs. Together, we embrace individuality and share a passion for exceptional care. Join Roche, where every voice matters.
The Position Create value for customers, patients, and Roche Diagnostics in Central America & Caribbean affiliate by:
Achieving the affiliate financial objectives and ambitions.
Creating business opportunities and sustaining competitive advantage by implementing the company's commercial and marketing strategies and tactics according to market needs.
Driving the development of a high-performance organization.
Ensuring efficient end-to-end Distributor management.
The Opportunity: Financial:
Establish business strategy and priorities for the market under their responsibility. Define and implement tactics aligned with the potential of the markets and available budget. Follow up on implementation of all activities defined in the marketing and business plans.
Define, in coordination with Country Business Managers/Coordinators, Business Development and Customer Support teams, the potential for each market ensuring business focus and the right prioritization.
Participate in Commercial and Business Meetings and follow up on actions and decisions made. Provide visibility of Business Status and other relevant topics during regional meetings.
Supervise the activities of Business Managers and commercial chapter, including areas such as:
Implementing sales and service strategies/tools in each country.
Behavior in accordance with Roche Core Values and Competences.
Coaching and giving feedback to promote a high-performance organization.
Defining and evaluating action plans vital to increase value creation.
Work in collaboration with Finance to ensure timely collection process with customers and actively lead the collection process with the distributors; provide proactive feedback on critical accounts and define corrective actions.
Monitor and manage pricing in the region, in line with company guidelines.
Manage and monitor approved expense and asset budgets for the subregion; provide feedback on financial performance in conformance with company requirements.
Drive adoption of commercial excellence initiatives, tools and methodologies in order to optimize sales processes, increase sales effectiveness, and strengthen commercial chapter capabilities.
Drive strong collaboration of the commercial team with other chapters to support business development, address customer needs, align in forecasting, KPIs setting and follow up, development structure, scenario planning, prioritization, strategic projects, financials (BP & IP planning).
As Network Coaches: Provide coaching and guidance to squads ensuring adequate staffing of squads and setting and achieving objectives and key results aligned with LATAM and CA&C priorities.
Distributor Management:
Key contact person for the Distributor related to plans, decisions, support local interaction of Business Manager and commercial team, interaction with the entire affiliate and anticipation/solution of potential problems.
Sustain a solid business relationship with Distributors in order to ensure good commercial performance and compliance of local distributors in line with valid distribution agreements and targets. Establish regular meetings to drive business discussions and follow up on relevant or open topics.
Follow up on compliance of Distribution agreements and renewals or updates needed.
Have a complete understanding of all Distributor's Dashboard information to enable discussions, follow up on relevant or open topics or agreements in order to ensure growth and sustainability of the business.
Coordinate that all required actions included in the Marketing and Sales plans are implemented from the Distributor's side. Identify and solve in collaboration with Business Manager/Commercial team special situations that arise from the commercial activity.
Guide local Commercial team on the monitoring of performance and compliance of local distributors in line with valid distribution agreements and targets.
Leadership:
Establish objectives and working standards for Business Managers and local sales teams.
Drive the team's development and growth into a high-performance organization: soft/hard skills, attitude, and capabilities.
Identify training needs and propose training programs for teams and individual staff.
Maintain best-in-class working relationships with customers, business partners, and associates.
Ensure customer-centric approach and collaboration across chapters.
Ensure compliance of all staff with all relevant Roche guidelines and policies, Behavior in Business and Behavior in Competition.
Mentoring Feedback & empowering team.
Who you are: University degree in the Healthcare Area or Business Management.
Knowledge and +10 years' experience in the Healthcare industry, preferably in the Diagnostics area.
Solid experience in international business, regional sales management, and Distributor's management.
Experience in people management and strong people leadership skills.
Fluent in English and Spanish.
Solid IT skills as end user: Excel, Word, PowerPoint, and Google Apps for email, communication, drives sharing, etc.
Solid Project Management skills.
Key Competences: Agile leadership (e.g. servant leader, system thinker, VACC roles, from control to trust & empower).
Strategic thinking, oriented to results. Decision making.
Effective communication skills with different levels of the organization, customers, and decision makers.
Conflict resolution skills.
Customer-centric attitude, oriented towards value creation.
Organized, proactive, dynamic and collaborative teamwork experience.
High performance under pressure and minimum supervision.
Strong negotiation skills.
High ethical values, reliable and very committed.
Strong focus on compliance-related matters and following procedures and guidelines.
Your Team: You will be leading the commercial team in the Dominican Republic, reporting to the Commercial Director of CAC Diagnostics.
The role must be based in Dominican Republic. Who we are At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we've become one of the world's leading research-focused healthcare groups. Our success is built on innovation, curiosity, and diversity.
Roche is an Equal Opportunity Employer.
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