Head of Customer Partner

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.

You will be :

• Responsible for change management for the department, strategizing selling via customer partnering approach. Revamp department framework based on RDMY new operating model and consistently review approach to align with the needs of the affiliates and the industry. Advocating the new model and developing the suitable selling model and sales strategy based on RDMY strategy.

• Lead and manage the overall sales force by developing and implementing effective sales strategies, department strategy and specified action plan to ensure sales targets and business objectives are achieved. Ensure the management of accounts for customer engagement/loyalty and business expansion are delivered through effective team coaching and strategizing.

• Develop and enhance overall department capabilities and skills to grow the existing sales base and identify and capture new sales opportunities. Prioritize initiatives and activities according to strategic importance, value contribution and business needs. Lead and motivate employees to improve customer partnering. Overall coaching towards achieving results and responsible for the department's performance. Responsible for meeting and achieving overall sales targets and deliverables of activities in achieving sales strategy. Lead and facilitate innovative solutions and concepts which will aid issue resolution and continuous improvement to stay competitive. Develop business plans, propose and plan annual sales targets, budget control and incentive schemes. Responsible for the department's plan, budget, and spend.

• Strategic Account Planning and Innovative Solutions Selling : Develop strategy to position Roche with clear solutions selling and messaging that differentiates us from competitors, and ensure consistent use and integration in both internal and external-facing communications. Responsible for staying abreast of market dynamics and changes, analyse and consolidate trends (competitors, tenders) and gain competitive intelligence to develop strategic business strategies, focus and initiatives to achieve our strategy. Responsible for staying current with national and regional market dynamics and outlook and integrating into account plans. Continually scan for sales synergies across product portfolios as leverage opportunities that will strengthen our overall company positioning and improve financial achievements. Work closely with cross-functional stakeholders to eliminate roadblocks and communication barriers and to ensure successful and consistent delivery and message.

• Sales Operation Efficiency & Effectiveness : Drive strong business relationships with current, new and/or potential key customers and ensure the team delivers the same level of partnership and relationship with customers. Monitor and accountable for pre and post sales activities of the sales force. Drive key customer negotiations and ensure that deals are to the Company's best interest. Analyzes sales and operations data to measure and monitor sales progress and develop plans to adjust as necessary to improve sales force effectiveness and efficiency. Able to drive sales operations and strategy, leveraging on agile models. Any other tasks or projects as assigned from time to time.

Who you are

You are someone who are/have:

• VACC leadership (Visionary, Architect, Catalyst and Coach) on a level of the business operations, with a focus on day-to-day coaching and mentoring for teams and individual team members

• Leadership skills demonstrated by self-confidence, good judgment, sound decision-making, empathic listening, flexibility, self-motivation and ability to challenge the status quo

• Entrepreneurial mindset and strong business acumen together with the ability to manage ambiguity and drive for results Nurturing mindset. Strong sense of accountability and desire to grow and support the team's growth through intense learning and re-application. Exceptional relationship management skills, both internal and external relationships Ability to think strategically and drive solid results to grow the business. Persuasive and an effective communicator; strong communication, presentation, negotiation and influencing skills

• Qualification and Experience : Bachelor or master Degree in Health/Science or Business disciplines, MBA in Marketing will be a plus

• Multinational companies experience at managerial level for at least 5 years. At least 8 years of experience in healthcare industry, in sales leadership roles

• Knowledge of Malaysia's healthcare market. Experience and established connections to HCP in Malaysia will be a plus. Marketing and business development experience will be a plus. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management. Agile mindset with change management experience

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.