Business Manager

The Position

The Business Manager is a critical role responsible for driving Roche Diagnostics IVD both technical complexity of diagnostics, value delivering to customers going beyond traditional sales leadership to integrate various aspects of diagnostics into an ecosystem of comprehensive solutions. This shall include commercial success and executing the Channel Management strategy across the Frontier Markets 7 countries Key focus areas include architecting and establishing a standardized distributor management model, encompassing internal workflows and RACI frameworks; leading strategic channel development through market analysis and partner recruitment; serving as the primary liaison for partner enablement and operational excellence; accelerating commercial performance by managing financial targets and distributor KPIs; gathering crucial market intelligence; and ensuring strict compliance with all corporate governance and ethical standards.

Responsibilities:

• Distributor Management Model Establishment: Design, establish, and continuously optimize a standardized Frontier markets distributor management model. This includes defining clear internal collaboration workflows, building robust RACI frameworks (between Regional, local Affiliates, and Partners), institutionalizing ways of working mechanisms and distributor onboarding processes.
• Strategic Channel Development & Expansion: Conduct comprehensive research and market analysis to identify, evaluate, and prioritize high-potential distributor partners within targeted market segments. Proactively source and recruit new distributors. Lead formal due diligence processes, negotiate favorable commercial agreements, and ensure strict alignment with corporate standards. Design and execute strategic entry plans for in scope territories across Frontier Markets, expertly navigating complex regional regulatory differences.
• Commercial Performance & Acceleration: Lead Operating Profit (OP) simulations, define pricing strategies, and establish robust sales targets and margin ranges, supporting P&L and aligning them with Affiliates for approval. Develop strategic sales plans to exceed established KPIs. Monitor performance analytics, conduct Quarterly Business Reviews (QBRs), and provide actionable insights to management and internal commercial teams. Cultivate long-term, synergistic partnerships to ensure distributor Go-To-Market (GTM) strategies align seamlessly with organizational objectives.
• Partner Enablement & Operations: Design and deploy robust onboarding programs, ensuring appropriate resource allocation and seamless integration for new partners. Deliver continuous training and enablement to maximize distributor capabilities and competitive edge against market competitors. Serve as the in-scope affiliate's primary regional point of contact for routine business operations. Partner with local Affiliates to validate market assessments and coordinate service and application support at the appropriate support level.
• Market Intelligence: Continuously gather and analyze market intelligence, tracking competitor activities, evolving customer needs, and regulatory shifts to uncover and capitalize on new growth opportunities.
• Compliance & Governance: Ensure strict adherence by all distributor partners to company policies, operational procedures, and ethical standards. Conduct all business in full compliance, including adherence to Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, and Roche Safety, Security Health and Environmental Protection.
• Other Projects: Perform other projects or tasks as assigned by the line manager.