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TransformD- Head of Commercialization for North America, Roc

Company: F. Hoffmann-La Roche AG
Location: Santa Clara
Posted on: May 3, 2021

Job Description:

TransformD- Head of Commercialization for North America, Roche Information Solutions

The Opportunity

As the Head of Commercialization North America you will report to the Head of Commercialization in Roche Information Solutions (RIS) and will be a member of the RIS Commercialization Leadership team. You will play a key role in shaping and implementing critical digital and software strategies tied to the Diagnostics Strategy and overall Roche Group Vision. In particular, the commercialization function will significantly contribute to build up a profitable business with digital solutions.

As the Head of Commercialization North America, you will build and manage a high performance team that will be world class in the area of commercialization for digital solutions. You will create and execute go-to-market strategies that drive both sales and customer value. As a leader in the organization, you will work closely with the Lab Insights and Provider Insights customer areas and partner with the Roche Diagnostics North America affiliates.

In this role, you will:

Align the commercial organizations objectives with firm business strategy through active participation in corporate strategic planning, commercial strategy development, forecasting, resource planning, and budgeting.

Lead all commercialization activities in North America delivering outcomes by

Driving higher product adoption and customer satisfaction

Influencing new business growth through greater advocacy and reference-ability

Understanding customer and market needs to develop go-to-market strategies

Drive cross-functional execution across the customer lifecycle

Drive a data-driven approach for optimizing outcomes (e.g. pipeline, implementation, metrics, NPS, usage, satisfaction, etc.)

Identify opportunities for continuous improvement and collaboration

Learn from best practices in the industry

Partner with the Global Commercial Enablement function to provide feedback and determine best practices for the commercialization of software solutions

Collaborate with the Partnering function to explore/build new business models, opportunities and partners to complement our existing ecosystems within the region

Implement and maintain a disciplined sales process designed to achieve specific sales objectives

Support customer-centric product development across the organization by being the voice of the customer and ensuring customer feedback and needs are shared with the product team

Champion innovation in the commercialization function for North America; find ways to engage top talent to explore/ establish new approaches that drive most value to our teams and product

Who you are:

Minimum Qualifications

15+ years of overall commercial experience in healthcare

15+ years of successful experience marketing, selling or implementing software products

Experience and responsibility for driving the end-to-end commercialization (marketing, sales, implementation and support) of a healthcare software business

Experience with driving successful sales, adoption, and cross-selling of Software as a Service (SaaS) products in North American markets from early customer engagement/pilots to meaningful revenue

Preferred Qualifications

Results-oriented leader who develops compensation plans and motivates employees to meet sales revenue targets for software

Demonstrated courage, vision and drive to be at the forefront of innovative change

Proven ability to establish and articulate a vision, set goals, develop and execute strategies, and track and measure results

Strong leadership experience, preferably with extensive experience of creating and leading diverse teams and agile networks

Demonstrate a clear commitment to people development and effective mentoring; promoting a culture of trust and support.

Proven experience in leading collaborative commercial success in an agile environment or continuous improvement efforts that have yielded tangible results and/or positive impact for patients or business stakeholders

Able to foster positive partnerships through effective influencing, negotiation and conflict management skills


You will build and provide effective leadership for the team in a manner that is consistent with the Roche Values and leadership capabilities. You will seek to inspire and lead your team to create transformative solutions that will ensure that Roche Information Solutions is recognized as being the best in the industry and maintains our #1 ranking in the future.

You contribute directly to the achievement of our Roche Ten Year ambitions, including:

Double patient access to novel, high-medical-value diagnostics solutions

Build the leading, profitable insights business

Improve patients lives via OneRoche Approach to ecosystem in every country


We@RocheDiagnostics is the mindset and culture we as Diagnostics colleagues strive to adopt to help achieve our vision and realize our strategy. The dimensions are;

We are passionate about our customers and patients

We radically simplify

We trust, collaborate & have fun

We ALL lead

We experiment & learn


Location within the U.S. is flexible

Roche is strongly committed to a diverse and inclusive workplace. We strive to build teams that represent a range of backgrounds, perspectives, and skills. Embracing diversity enables us to create a great place to work and to innovate for patients.

Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individuals race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.If you have a disability and need an accommodation in connection with the on-line application process, please email us at .

We believe its urgent to deliver medical solutions right now even as we develop innovations for the future. We are passionate about transforming patients lives. We are courageous in both decision and action. And we believe that good business means a better world.

That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics, and access to medical innovations for all. We do this today to build a better tomorrow.

We are proud of who we are, what we do, and how we do it. We are many, working as one across functions, across companies, and across the world.

We are Roche.

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Keywords: F. Hoffmann-La Roche AG, Santa Clara , TransformD- Head of Commercialization for North America, Roc, Other , Santa Clara, California

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