Business Development & Health Care Ecosystem 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.

The Position

At Roche, we believe it’s urgent to deliver medical solutions right now – even as we develop innovations for the future. We are passionate about transforming patients’ lives and believe good business means a better world.

Roche is a global healthcare company - founded 125 years ago in Basel, Switzerland

Roche Bulgaria is a fully grown affiliate of F.Hoffmann La Roche Ltd., Switzerland.

PURPOSE & RESPONSIBILITIES:

The Business Development & HC Ecosystem partner will identify shared purpose and value, co-creating solutions and co-implementing them across ecosystems, indirectly influencing outcomes for thousands of patients. He/she will be supporting the Company’s strategy creation, implementation of the company’s Business Plan in collaboration with relevant internal and external stakeholders, including local business partners (distributors) in the countries of responsibility. By doing so the BDP will be directly accountable to co-create with the healthcare system in service of better health outcomes for more patients faster in a sustainable way to society.

In parallel, he/she will be winning new customers and expand new strategic business in current accounts to enhance Roche leadership position on the assigned markets, being an advocate of integrated diagnostic solutions, diseases management solutions and the value these solutions bring to patients, healthcare systems and society

In addition, you will be responsible for:

Assess the market potential, prospect and segment the market.

● Create demand for the organization’s products and services by raising their profile with customers, especially in the competitors accounts. Promotes and sells a portfolio of products and/or services and solutions directly to new customers

● Lead the project and coaches the customer team to reach their goal with the tangible outcomes and cost-benefit analysis; being responsible for achieving sales target for new customers

● Create a shared vision with the team and helps them with change management implementation

● Actively participate in allocated squads (multidisciplinary business team with a common goal) mainly with the aim to gather customer insights and market data, contribute to strategic plan development, define general approach for new clients & regularly revise the approach

● Build a deep understanding of the health care ecosystems and health policy priorities & trends, with an emphasis on diagnostics across the defined territory.

● Contribute his input into strategy creation in the relevant chapter and networks, support prioritization of resource allocation per territory / clinical area, participate in creation and implementation of the joint business plan on the basis of identifying business opportunities short-middle term.

● To be enabler / integrator to Roche cross-functional teams, networks and chapters, local distributors, to identify healthcare policy needs and propose actions to support patient access to innovation

● Participate in the definition and establishment of partnerships (both Private-Private and Public-Private approaches) that drive increased access to Roche’s innovative products and HCS systems strengthening.

● Build innovative market access solutions by researching global trends, analyzing trends in the context of the specific environments, testing solutions, engaging with experts, piloting solutions and managing implementation of successful innovations.

15% of time and efforts are aimed at enabling the best customer experience for the end-to end customer journey and deliver high quality comprehensive solutions, medical value and operational excellence to the international lab chain client in Bulgaria.

WHO YOU ARE AND YOUR CAPABILITIES & EXPERTISE:

• Strategic and analytical thinker with ability to turn the company strategy into executable actions & results
• Entrepreneurial mindset with partnering & consulting capabilities (consulting, ability to deeply listen, question and understand)
• Demonstrates problem solving skills to deal with volatile, rapid changing market conditions
• Strong interpersonal skills with ability to communicate and cooperate effectively with diverse audiences and influence cross - functionally.
• Excellent Project Management skills;
• Growth mindset, able to learn and unlearn quickly, take risks and experiment, and contribute to the learning cycle by sharing knowledge with others inside and outside Roche.
• Advanced sales excellence skills & tools (Miller Heiman methodologies, Sales Force /REXIS, presentation skills, storytelling)
• Excellent communication & relationship building skills even with difficult clients and at any hierarchy level, acting as a consultant rather than a salesperson. Strong influencing and negotiation skills
• Customer centricity, embracing change, failing fast and learning quickly, collaborative attitude, openness to feedback, resilient, curious mind, willingness to engage into new areas and learn fast.
• Completed Master or Bachelor degree in business and/or (Bio)medical
• Proven successful experience in Business Development, Access&Policy, Marketing& Sales, or Consulting for min 3 years
• Understanding of business environment, economics & financials in healthcare sector/diagnostics (preferably), road to reimbursement of medical devices and patient journey in relevant disease areas (preferably).
• Readiness to travel abroad
• Fluency in English and Bulgarian language

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.