Head of Commercial - Midrand at Roche

Key Challenges

Sales Strategy and Execution

• Develop and implement sales strategies to achieve revenue targets and market share growth in assigned countries.
• Analyze market trends, customer needs, and competitor activities to identify expansion opportunities; foster relationships with key customers and negotiate contracts for long-term partnerships.

Profit and Loss Management

• Take ownership of the P&L for assigned countries, monitoring financial performance and implementing corrective actions as needed.
• Analyze sales data, pricing strategies, and operational costs to optimize profitability and ensure financial targets are met.

Customer Support and Satisfaction

• Establish and maintain exceptional customer support culture for high customer satisfaction and loyalty.
• Collaborate with cross-functional teams to resolve customer issues, manage escalations, and enhance customer experience. Implement effective CRM systems and processes to track customer interactions for business growth.

Management of Distributors

• Develop and execute a comprehensive distributor management strategy, including channel partner selection, onboarding, and performance evaluation.
• Provide guidance and support to distributors through training, sales incentives, and marketing campaigns to promote their success and growth. Monitor performance, implement improvement initiatives, and manage contractual agreements.

Technical Support Team Management

• Work closely with the technical support team, ensuring the provision of excellent support services to customers.

Market Analysis and Expansion

• Monitor market trends, competitor activities, and customer preferences to identify business opportunities and risks.
• Conduct market research, gather customer feedback, and share insights with stakeholders to assess feasibility and profitability for market expansion.

Operational Excellence

• Implement cross-functional processes and systems to drive operational efficiency, productivity, and quality.
• Identify opportunities for process improvements, cost reduction, and resource optimization, and collaborate with cross-functional teams to streamline operations and enhance overall efficiency.

Staff Leadership & Management

• Define staff requirements, resourcing the team by retaining, recruiting, selecting and appointing staff as required, inducting new staff members, monitoring and managing performance and managing staff development.

Who you Are:

• You have a NQF 7 / 8 in life sciences, Laboratory Sciences, Biochemical, Biomedical or related disciplines. 
• You have significant (>15 years, ideally) experience of working across different functions of the diagnostics and/or healthcare industry and you have extensive sales and negotiation experience with 10 years experience in leading teams. You have experience in managing African markets and  distributors.
• Other requirements: Ability to travel nationally and internationally.