Job description

The Position

The International Key Accounts Team is a group of dedicated, creative Roche professionals who are focussed on the identified International Key Accounts of EMEA LATAM to protect existing business in case of acquisitions of Roche accounts, to gain additional business, also in case of acquisition of competitive accounts. This is also in strategy towards acceleration of new markets partnering with selected KAs.

The team works in a highly networked organization with maximum transparency, and highly empowered, ability to apply agile and new ways of working and be customer and patient centric.

As the International Key Account Manager (M/F/D), you lead, manage and develop the International Key Account (IKA) for EMEA LATAM region. Provides strategic direction and leadership to the assigned affiliate. You lead and oversee development and execution of business strategies, plans and tactics for International Key Account across the locations in the region. Accountable for the International Key Account’s profit and loss (P&L) you ensure the IKA consistently achieves or exceeds revenue, profitability, market share and other relevant goals and targets. You provide expertise and customer service to accounts.  You may provide expertise to physicians and other medical/therapeutic clients.  You may gather data on marketing trends, competitive products and pricing to capitalize on selling opportunities.  You build relationships with physicians and key thought leaders to influence the acceptance and use of company’s products.

You also ensure affiliate compliance with all statutory regulations and Roche corporate standards. You create and sustain a stimulating environment where sales and profit grow in line with corporate objectives. You lead the Diagnostics Portfolio across the International Key Account stakeholders,, including vision, strategy, plans, metrics and tactics to assure alignment with regional and global direction. You identify strategic opportunities and influence others internally and externally. You optimize patient access and helps bring new products into the assigned market(s) of the International Key Account. 

You represent Roche in with the International Key Account, and help position Roche as the market leader and an employer of choice. You select, develop and evaluate employees for the International Key Account Management squad to ensure the efficient operation of the International Key Account. 

You main responsibilities:

As an International Key Account Manager (M/F/D) for Roche Diagnostics EMEA LATAM region, you will be part of the Leadership of the E-L International Key Account Management team. 

You will be responsible for setting the strategic direction for International Key Account, in alignment with the Divisional and EMEA-LATAM strategy, you are ensuring strong business performance, while fostering a robust organization, delivering solid business growth and leading in compliance with global & local regulations, Roche strategy, vision & values.You will act as an agile leader (Visionary, Architect, Coach and Catalyst) and engage internally & externally through actions below to build on the Key Account:

• Endorse a personal responsibility to drive impact of the International Key Account, contributing to EMEA LATAM community and overall Region’ success

• Ensure business sustainability (e.g. Accountable for meeting our ambition on customer satisfaction, for the IKA’s profit and loss; ensure the IKA’s consistently achieves or exceeds annual revenue, profitability, market share and other relevant goals and targets of the company’s diagnostic products within an assigned territory or geographic region.  

• Represent Roche and build trustful relationships with Key Account customer/ stakeholders, to shape the healthcare environment. IKAM interfaces with relevant internal (global, regional and local) teams to deliver expertise to achieve an outstanding customer experience

• Ensure all statutory regulations and Roche corporate standards are met

• Accountable for integrating and aligning cross-functional strategies and plans into a cohesive, actionable and elevating affiliate vision and direction; identify strategic opportunities and adapt affiliate to long term dynamics in the market

• May gather data on marketing trends, competitive products and pricing to capitalize on selling opportunities.  Builds relationships with physicians and key thought leaders to influence the acceptance and use of company’s products.   

• Facilitating Best Practice Sharing to Affiliate KAMs/ sales teams for international accounts and for accounts that are currently not covered by IKAM structure. Champion commercial best practices (tools, processes, learnings) for top accounts.

• Acting as a main point of contact for the International Key Account:

  • Deal preparation & approvals

  • Using knowledge about IKAM-processes and IKA-specific knowledge (e.g. about prices, contracts, etc.) to advise on country-specific requests (e.g. regarding prices, local offers, local contracts).

  • Representing IKAM in local customer meetings and in meetings and negotiations with HQ-participation on request.

  • Providing assumptions and data for the IKAM financial planning process.
    Building trustful relationships with customer KOL. Contributing to the definition of the strategy and monitoring the implementation at a regional level.Contributing to and participating in (cross-) country negotiations.

Who you are

You’re someone who is passionate about leadership and looking for the next opportunity to pursue your interests and deliver on our purpose across functions and geographies at a regional/ global level. You are an experienced and highly creative leader of networked teams, who knows how to both find and develop diverse talent and connect them to the wider enterprise in a matrix environment. You attract, retain, develop and place diverse talent across the enterprise to work in a matrix environment. You maintain a global strategic mindset and inspire high performance of self-organized empowered teams. You can operate at a strategic level AND you can be hands-on - all in service of our North Star and the ecosystem. 

To be successful in this role, you ideally bring the following skills and experiences:

• Experience working in an international, multi-cultural and matrix environment

• Strong business acumen and good knowledge of the Healthcare market

• Strategic thinking skills and proven track record of developing and delivering business strategies with Key Customers

• Strong team leadership, inspirational VACC

• Inspire the organization towards self management and empowered ways of working to avoid going back to the more natural hierarchical mindset; ; drive for agile transformation and new ways of working

• Good balance between operational and strategic customer experience and commercial skills - Value creation mindset. 

• Solid experience of leading change, negotiating and managing conflict. 

• Strong interpersonal skills with experience in building, leading and coaching teams, and an ability to communicate complex topics simply and articulately to various audiences

• You are engaging and humble. You communicate and engage, and you are able to build trustful relationships 

• Higher education degree (MA, MS, MD, MBA, PhD) preferred 

• French and English are Mandatory for this role

Inspirational VACC:

• The IKAM demonstrates Visionary leadership, by achieving results through strategic focus and decisiveness on the collective strategy & agility in response to the customer of the key account.

• There is a strong requirement for Architect leadership, with the skills of a systems thinker, as there are multiple stakeholders and a network organization to navigate, build collective leadership and gain.

• As a Catalyst, the leader needs to demonstrate courageous authenticity, to both the internal and external stakeholders with the top priority being customer centricity.

• What brings the IKAM 2.0 together, is the Coaching Leadership, demonstrating and fostering collaboration, developing and mentoring not only the squad, but also the stakeholders to understand the vision of the region towards this customer segmentation; and to help create self awareness & interpersonal intelligence of the collective gain of this operating model for the organization, customer and ultimately the patient. 

• Working cross functionally and on enterprise-wide projects at EMEA LATAM region (IKAM 2.0) to create value above - country level (primary team concept), making networks work and design and deploy truly integrated solutions for customers and patients. 

And what is more:

This above country role gives an opportunity to focus on the “how” one pursues the “why”. For example, 

How the IKAM is managing the account :

• Profitability, processes, sales, negotiations

• Strategic plans, vision, value co-creations

• Relationship management

How the IKAM is leveraging the network to develop the account

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.