Sales Enabling Lead Poland and SECE/ Head of Sales Poland and SECE

Roche · Warsaw

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

The Position

Sales Enabling Lead Poland and SECE/ Head of Sales Poland and SECE

Information & Reporting Line

Department: Sales / Commercial

Working Time System: Task-Based (Zadaniowy czas pracy)

Official Reporting: GM Roche Diagnostics Poland & Subregional Sales/Commercial Head

Purpose of the Position

The purpose of the position is to co-create and drive the commercial strategy, position our diagnostic solutions across the Polish and SECE (South East Central East) healthcare distributor markets, and build long-term relationships with key commercial stakeholders and public healthcare institutions. The Sales Enabling Lead creates strategy and vision of the Commercial function, generates cross-portfolio sales opportunities, optimizes commercial processes, and builds an empowered, high-performing sales organization to realize Roche’s purpose and business growth.

The Sales Enabling Lead leads the Sales Teams & Network Leads across Poland and SECE. You will be a Team member of Roche Diagnostics Poland Enabling Team reporting to the General Manager and collaborate with various other functions across the organization to ensure the achievement of the ambitious business results for Roche Diagnostics Poland and SECE.

Key Responsibilities & Detailed Duties

Sales Strategy & Commercial Planning:

Strategic Partnering: Act as a key member of the Affiliate Leadership/Enabling Team, leveraging commercial data and market trends to guide executive decisions, investment planning, and resource allocation.
Co-create and implement the umbrella sales strategy and integrated commercial plan to deliver budget targets and short/long-term sales goals across Poland and SECE market segments.
Define sales goals and manage planning, execution, and supervision sales budgets in close collaboration with sales teams, Marketing, Professional Service, Medical and other departments.
Monitor and analyze sales metrics, regional market dynamics, competitive activity, and business threats to identify emerging commercial opportunities.

Key Customer & Market Management:

Hold responsibility for Key Customers, Key Opinion Leaders (KOLs), VIPs, and decision-makers.
Lead price and contract negotiations, oversee initial sales offer preparations, and diagnose customer needs to guide product and service development.
Ensure full compliance with Polish procurement, legal, and tender regulations related to sales in the Public Healthcare Sector.

Leadership & VACC Capability Framework:

Visionary: Create a bold, shared sales vision and higher purpose for the network, enlisting and inspiring teams to advance commercial goals.
Architect: Intentionally form and structure sales teams, networks, and systems that enable agile execution; empower teams to make confident "game time" commercial decisions.
Coach: Foster continuous development, build capabilities and mindsets needed for success, and coach sales managers and individual contributors.
Catalyst: Prioritize to create clarity, remove operational or administrative roadblocks, and encourage escalation to speed up sales cycles.

Cross-Functional Synergy & Digital Innovation:

Represent the Commercial function in the Enabling Team, while showing a strong bias towards Enterprise Thinking, where functional priorities are balanced with overall organizational priorities
Interact with commercial partners to share insights, customer feedback, and value proposition improvements.
Drive digital commercial innovation by utilizing CRM databases, market analytics, and modern selling tools to simplify workflows and optimize sales performance.
Participate in interdisciplinary projects and manage local & regional commercial initiatives at Roche Diagnostics Poland and SECE.

Basic Formal & Operational Duties:

Protect the Employer's good name and interests, especially in all contacts with clients and commercial partners.
Ensure timely performance of tasks, maintain accurate records/CRM, and strictly adhere to Roche compliance guidelines and local Polish laws.

Capabilities:

VACC Leadership Mindset: Proven skills as a Visionary, Architect, Coach, and Catalyst in an agile commercial environment.
System Thinker: Deep understanding of the end-to-end commercial value chain, hospital financing, healthcare system dynamics, and public procurement procedures in Poland. Think beyond the role, consider how actions affect others, understand the interconnections of the ecosystem and act in ways that support broader goals.
Communication & Negotiation: Exceptional communication, influencing, and high-level negotiation skills.
Agility & Innovation: Highly innovative, self-directed leader with the ability to question assumptions, drive change management, and adapt quickly to business environment shifts. Drive results by prioritising high-impact actions that align with strategic objectives. Making data-driven, timely decisions and trade-offs .
Networker & Team Player: Ability to build strong networks across the affiliate and beyond, fostering psychological safety and cross-functional collaboration, have experience leading other leaders and managing cross-functional squads in an agile, high-performance culture.
Tech-Savvy Visionary: Possess strong commercial acumen and a passion for leveraging technology and data to simplify workflows and challenge the status quo. Demonstrating a continuous learning approach driven by active curiosity and critical thinking. Maintaining high technology savviness and openness to tools like AI to foster business simplification and growth.

Capabilities & Expertise (Required Skills & Experience)

Education: Completed relevant University degree (Life Sciences, Business Administration, Economics, or related).
Experience: Minimum 10+ years of progressive commercial experience in Healthcare sales, with a proven track record in Sales Management and running sales teams.
People Management: At least 5 years of direct people management experience, including coaching and leading other leaders.
Languages: Proficient / Fluent in both Polish and English.

What you get:

Employment contract (Umowa o pracę),
Annual bonus payment based on your performance;
Private healthcare ( LuxMed packages) and group life insurance (UNUM);
Training, language courses, and diversified career paths are available
Recharge Days (2 days off per quarter)
Take time Program (up to 3 months of leave to use for any purpose)
Flex Location (possibility to perform our work from different places in the world for a certain period of time)
Take Time for Charity (additional paid leave of maximum 2 weeks to engage in the charity action of your choice)
Stock share purchase additions;
Yearly sales of company equipment and many more!

INTERESTED? APPLY!

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https://diagnostics.roche.com/global/en/careers/roche-careers.html

Administratorem danych osobowych jest spółka Roche Diagnostics Polska sp. z o.o. z siedzibą w Warszawie przy ul. Domaniewskiej 28 (02-672). Dane przetwarzane są w celu prowadzenia rekrutacji. Osobom, które zaaplikują przysługuje prawo dostępu do danych, ich sprostowania, usunięcia, ograniczenia przetwarzania, przenoszenia oraz – w sytuacji, gdy są one przetwarzane na podstawie udzielonej zgody – cofnięcia tejże zgody w dowolnym momencie. Kontakt do Inspektora Ochrony Danych: dia.daneosobowe@roche.com. Więcej informacji o zasadach przetwarzania przez Roche danych osobowych pod linkiem: https://www.roche.pl/klauzula-informacyjna-rekrutacja-dia-pl.

The controller of your personal data is Roche Diagnostics Polska sp. z o.o., ul. Domaniewska 28, 02-672 Warsaw. The data is processed for the purpose of recruitment. You have the right to access data, rectify it, delete it, limit processing, transfer it and - if processing is based on your consent - withdraw this consent at any time. Contact the Data Protection Officer at: dia.daneosobowe@roche.com. More information on the principles of processing your personal data by Roche at the link: https://www.roche.pl/privacy-policy-recruitment-dia-en.

Roche Diagnostics Polska sp. z o.o. działa w pełnej zgodności z przepisami prawa i nie toleruje żadnych naruszeń. W Roche Diagnostics Polska sp. z o.o. obowiązuje Procedura zgłaszania naruszeń prawa. W przypadku chęci zgłoszenia nieprawidłowości związanych z naszą działalnością, wszelkie niezbędne informacje dotyczące zgłaszania naruszeń znajdują się na naszej stronie internetowej: https://www.roche.pl/kontakt/ochrona-sygnalistow-zglaszanie-naruszen.

Roche Diagnostics sp. z o.o. operates in full compliance with the law and does not tolerate any violations. Roche Diagnostics sp. z o.o. has implemented a Procedure for Reporting Violations of Law. If you wish to report any irregularities related to our activities, all necessary information regarding the reporting process can be found on our website: https://www.roche.pl/kontakt/ochrona-sygnalistow-zglaszanie-naruszen.

Compensation & Benefits

Where pay transparency applies, details are provided based on the primary posting location. For this role, the primary location is Warsaw. If you are interested in additional locations where the role may be available, we will provide the relevant compensation details later in the hiring process.

Information about the compensation package for this position will be provided ahead of any interview

Who we are

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer.

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