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

Sales Enabling Lead Poland and SECE/ Head of Sales Poland and SECE Miejsce pracy: Warszawa Your responsibilities 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. Our requirements • 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 we offer • 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! Benefits • sharing the costs of sports activities • private medical care • sharing the costs of foreign language classes • sharing the costs of professional training & courses • life insurance • flexible working time • integration events • corporate sports team • no dress code • coffee / tea • drinks • parking space for employees • leisure zone • extra social benefits • charity initiatives • extra leave 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. Roche Diagnostics 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. Klauzula informacyjna dla osób biorących udział w rekrutacji: Roche Diagnostics Polska sp. z o.o. ma obowiązek chronić udostępnione lub powierzone jej dane osobowe. Przetwarzamy dane osobowe zgodnie z przepisami prawa obowiązującymi w Rzeczypospolitej Polskiej.Niniejsza klauzula informacyjna wyjaśnia kim jesteśmy, jakie dane osobowe przetwarzamy, dla jakich celów i jak długo je przechowujemy, w jaki sposób możesz uzyskać do nich dostęp, w jaki sposób chronimy Twoje dane oraz gdzie mogą być one przekazywane i jakie prawa Ci w związku z tym przysługują.I.