Head of RIS Solution Selling

Bei Roche kannst du ganz du selbst sein und wirst für deine einzigartigen Qualitäten geschätzt. Unsere Kultur fördert persönlichen Ausdruck, offenen Dialog und echte Verbindungen. Hier wirst du für das, was du bist, wertgeschätzt, akzeptiert und respektiert. Dies schafft ein Umfeld, in dem du sowohl persönlich als auch beruflich wachsen kannst. Gemeinsam wollen wir Krankheiten vorbeugen, stoppen und heilen und sicherstellen, dass jeder Zugang zur Gesundheitsversorgung hat – heute und in Zukunft.

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RIS delivers digital healthcare solutions to drive lab efficiency and improve patient care. The role of Digital Solution Selling leads two critical mandates in order to drive global, commercial adoption:

• Enterprise Transformation: evolving Roche’s offer from individual products to an integrated, enterprise-wide solution-selling approach
• Affiliate Integration: ensuring affiliates systematically embed digital products into their commercial frameworks and buying cycles

As the Digital Solution Selling Leader, you will drive global commercial adoption and shape the future of enterprise digital health sales. In this role, you will:

• Lead Digital Solution-Selling Strategy: Drive the commercial shift from product-centric marketing to highly integrated, differentiating enterprise solution-selling frameworks.
• Design Buying-Cycle Frameworks: Architect total commercial solutions that firmly embed digital value at the core of our global commercial strategy.
• Develop Scalable Approaches: Leverage and scale existing enterprise tools and global frameworks (including Global Marketing, Rexis, CSM, and consulting) to maximize commercial differentiation.
• Coach Affiliate Leadership: Partner with and coach affiliate leadership teams to shift mindsets and transition from product-focused to solution-selling commercial engines.
• Orchestrate Cross-Functional Integration: Partner deeply with Go-To-Market (GTM), Global Marketing, Consulting, and Life cycles to seamlessly embed digital solutions into affiliate frameworks.
• Scale Global Success: Identify adoption barriers across regions and deploy strategic playbooks, value narratives, and best practices to drive measurable commercial impact.
• Lead and Develop Key Capabilities: Coach and foster a high-performing team characterized by strong ownership, clear accountability, and a continuous growth mindset.
• Influence the Product Lifecycle: Provide early commercial insights into the product lifecycle to design digital health solutions for optimal commercial adoption right from the beginning.

You are a strategic commercial leader who thrives in complex, matrixed environments, translates customer insights into impactful strategies, and is passionate about driving transformational organizational change.

• Education: Bachelor’s degree in Business, Life Sciences, Healthcare, Diagnostics, Digital Health, Data Science, IT, Engineering, or a related field is required (Advanced degree preferred).
• Commercial Strategy
  
  Experience:
  
  8+ years of experience in commercial strategy, solution selling, digital health, diagnostics, healthcare technology, product commercialization, go-to-market, or affiliate/regional commercial roles.
• Leadership Excellence: Proven track record of leading, coaching, and developing teams, either through direct management or in a strong matrix leadership capacity.
• Global & Regional
  
  Collaboration:
  
  Extensive experience successfully working with global, regional, and affiliate commercial teams within healthcare or diagnostics.
• Framework Architecture: Demonstrated experience building scalable commercial frameworks, global playbooks, enablement approaches, or enterprise solution-selling capabilities.
• Strategic Value Translation: Strong communicator who excels at simplifying complex digital topics, translating customer needs into commercial value, and influencing senior stakeholders.
• Agile & Impact Mindset: Comfort operating in ambiguity, a strong ownership mindset, accountability for business impact, and a dedication to process optimization to increase quality, efficiency, and scalability

Ready to bring your…