Roche is dedicated to transforming patients’ lives by delivering innovative medical solutions. We embrace diversity, inclusion and ethical business practices. Key Responsibilities
Lead the digital business strategy for Digital Pathology Adoption through key customer projects, driving implementation of digital workflows, commercial growth and clinical value across Tier-1 accounts in Europe and LATAM. Define pathology-specific acceleration plans in close collaboration with regional stakeholders. Provide visionary leadership to the GTM organization, fostering a culture of accountability, collaboration and continuous improvement. Build team capabilities in digital acumen, strategic account management and customer partnership excellence. Define and execute the Go-To-Market strategy for Digital Pathology, ensuring global product objectives for image management and AI-based diagnostics are adapted to regional market needs. Translate pathology workflow insights into actionable strategic initiatives. Strengthen Tier-1 account relationships and expand digital solution adoption through customer-centric engagement, value-based selling and commercial excellence. Ensure shared P&L objectives are met by driving sustainable business performance, pipeline growth and account prioritization. Oversee implementation of large-scale digital pathology installations, including scanner integration and data management platforms, across complex pathology networks. Lead cross-functional teams to ensure high adoption rates and measurable clinical impact. Serve as a trusted advisor by leveraging deep expertise in pathology workflows, tissue diagnostics and clinical value of digital imaging. Connect digital capabilities with diagnostic outcomes to maximize relevance for pathologists and lab directors. Collaborate with global Product Management to translate field insights into product roadmap priorities, guiding lifecycle decisions and co-creation initiatives with strategic customers. Advocate for innovation opportunities that enhance scalability, usability and ROI. Hold shared P&L responsibility for Digital Pathology performance, expertly defining and executing digital acceleration strategies and bespoke account plans in collaboration with the EMEA/LATAM team. Drive high-stakes commercial execution across the entire customer relationship lifecycle. Ensure a seamless end-to-end customer experience, coordinating closely with Global Customer Support (GCS) and affiliate teams. Identify systematic drivers to improve product adoption and overall customer value. Establish and lead a global pilot program for specific digital products, supporting key market pilots and ensuring that learnings are captured, scaled and embedded into the broader GTM strategy. Act as the critical feedback loop between the market and the global organization. Translate unmet customer needs and laboratory workflow insights into actionable inputs for the RIS Product Lifecycle Committee (PLCF) to shape future product strategy. Serve as the primary point of contact for global go-to-market strategy within assigned product squad(s). Establish systematic ways to collect, consolidate and communicate global customer and market feedback, ensuring prioritization within product roadmaps. Identify new reimbursement channels, enterprise opportunities and ecosystem strategies to support sustainable business growth. Liaise closely with the Global Business Development / Partnering team to explore strategic partnerships, alliances and inorganic growth opportunities. Apply an in-depth understanding of laboratory workflows, diagnostic value drivers and the clinical decision-making process to credibly influence iKAM stakeholders. Generate, analyze and consolidate relevant market intelligence, competitive insights and performance data to inform strategic decision-making. Manage and scale complex, large-scale installations of Digital Pathology products within highly integrated hospital or laboratory networks. Actively participate in various squads and strategic initiatives in RIS. Support and integrate the Group’s Operating Principles into day-to-day business and decision making. Advocate for an agile culture and encourage collaboration beyond your team with regions, affiliates and Customer Areas. Take accountability for the organization’s hierarchy and handle recruitment, integration and development of employees. Simplify processes and tools and contribute to continuous improvement by personally maintaining and monitoring them. Share responsibility with the Go-To-Market Team for ensuring cost effectiveness within the organization. Commit and contribute to the achievement of RIS’ financial and profitability objectives. Stay knowledgeable about rules, laws and compliance standards applicable to your activity and ensure compliance within your team. Relay information regarding Quality, Safety, Health and Environment, and raise alerts in case of non-compliance. Qualifications
Degree in Biomedical Sciences, Pathology, Information Technology or a related field; advanced degree in clinical or business disciplines preferred. Proven track record in driving Go-To-Market strategies and commercial growth for digital or cloud-based software solutions in the healthcare or diagnostics industry. 8+ years of experience in digital health, specifically within Digital Pathology, Medical Imaging or specialised diagnostics, supporting enterprise-level hospital customers. Proven expertise in the adoption and scaling of image management systems (IMS) and clinical algorithms within complex diagnostic laboratory environments. Strong ability to translate customer insights and market trends into strategic initiatives, working closely with product management and cross-functional teams to influence product strategy and digital ecosystem development. Ability to lead cross-functional collaboration across global, regional and affiliate teams, ensuring successful execution of digital solutions and large-scale customer implementations. Strong leadership, stakeholder management and influencing skills, with the ability to build trusted partnerships with senior customer stakeholders and internal teams. Excellent communication and problem-solving skills, with a proactive mindset and ability to navigate complex business environments while maintaining high ethical and compliance standards. For all employees: Continuously optimise processes to increase quality, efficiency and scalability, contributing to sustainable business performance. Roche is an Equal Opportunity Employer. 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. We are courageous in both decision and action. And we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics and access to medical innovations for all. We do this today to build a better tomorrow.
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Lead the digital business strategy for Digital Pathology Adoption through key customer projects, driving implementation of digital workflows, commercial growth and clinical value across Tier-1 accounts in Europe and LATAM. Define pathology-specific acceleration plans in close collaboration with regional stakeholders. Provide visionary leadership to the GTM organization, fostering a culture of accountability, collaboration and continuous improvement. Build team capabilities in digital acumen, strategic account management and customer partnership excellence. Define and execute the Go-To-Market strategy for Digital Pathology, ensuring global product objectives for image management and AI-based diagnostics are adapted to regional market needs. Translate pathology workflow insights into actionable strategic initiatives. Strengthen Tier-1 account relationships and expand digital solution adoption through customer-centric engagement, value-based selling and commercial excellence. Ensure shared P&L objectives are met by driving sustainable business performance, pipeline growth and account prioritization. Oversee implementation of large-scale digital pathology installations, including scanner integration and data management platforms, across complex pathology networks. Lead cross-functional teams to ensure high adoption rates and measurable clinical impact. Serve as a trusted advisor by leveraging deep expertise in pathology workflows, tissue diagnostics and clinical value of digital imaging. Connect digital capabilities with diagnostic outcomes to maximize relevance for pathologists and lab directors. Collaborate with global Product Management to translate field insights into product roadmap priorities, guiding lifecycle decisions and co-creation initiatives with strategic customers. Advocate for innovation opportunities that enhance scalability, usability and ROI. Hold shared P&L responsibility for Digital Pathology performance, expertly defining and executing digital acceleration strategies and bespoke account plans in collaboration with the EMEA/LATAM team. Drive high-stakes commercial execution across the entire customer relationship lifecycle. Ensure a seamless end-to-end customer experience, coordinating closely with Global Customer Support (GCS) and affiliate teams. Identify systematic drivers to improve product adoption and overall customer value. Establish and lead a global pilot program for specific digital products, supporting key market pilots and ensuring that learnings are captured, scaled and embedded into the broader GTM strategy. Act as the critical feedback loop between the market and the global organization. Translate unmet customer needs and laboratory workflow insights into actionable inputs for the RIS Product Lifecycle Committee (PLCF) to shape future product strategy. Serve as the primary point of contact for global go-to-market strategy within assigned product squad(s). Establish systematic ways to collect, consolidate and communicate global customer and market feedback, ensuring prioritization within product roadmaps. Identify new reimbursement channels, enterprise opportunities and ecosystem strategies to support sustainable business growth. Liaise closely with the Global Business Development / Partnering team to explore strategic partnerships, alliances and inorganic growth opportunities. Apply an in-depth understanding of laboratory workflows, diagnostic value drivers and the clinical decision-making process to credibly influence iKAM stakeholders. Generate, analyze and consolidate relevant market intelligence, competitive insights and performance data to inform strategic decision-making. Manage and scale complex, large-scale installations of Digital Pathology products within highly integrated hospital or laboratory networks. Actively participate in various squads and strategic initiatives in RIS. Support and integrate the Group’s Operating Principles into day-to-day business and decision making. Advocate for an agile culture and encourage collaboration beyond your team with regions, affiliates and Customer Areas. Take accountability for the organization’s hierarchy and handle recruitment, integration and development of employees. Simplify processes and tools and contribute to continuous improvement by personally maintaining and monitoring them. Share responsibility with the Go-To-Market Team for ensuring cost effectiveness within the organization. Commit and contribute to the achievement of RIS’ financial and profitability objectives. Stay knowledgeable about rules, laws and compliance standards applicable to your activity and ensure compliance within your team. Relay information regarding Quality, Safety, Health and Environment, and raise alerts in case of non-compliance. Qualifications
Degree in Biomedical Sciences, Pathology, Information Technology or a related field; advanced degree in clinical or business disciplines preferred. Proven track record in driving Go-To-Market strategies and commercial growth for digital or cloud-based software solutions in the healthcare or diagnostics industry. 8+ years of experience in digital health, specifically within Digital Pathology, Medical Imaging or specialised diagnostics, supporting enterprise-level hospital customers. Proven expertise in the adoption and scaling of image management systems (IMS) and clinical algorithms within complex diagnostic laboratory environments. Strong ability to translate customer insights and market trends into strategic initiatives, working closely with product management and cross-functional teams to influence product strategy and digital ecosystem development. Ability to lead cross-functional collaboration across global, regional and affiliate teams, ensuring successful execution of digital solutions and large-scale customer implementations. Strong leadership, stakeholder management and influencing skills, with the ability to build trusted partnerships with senior customer stakeholders and internal teams. Excellent communication and problem-solving skills, with a proactive mindset and ability to navigate complex business environments while maintaining high ethical and compliance standards. For all employees: Continuously optimise processes to increase quality, efficiency and scalability, contributing to sustainable business performance. Roche is an Equal Opportunity Employer. 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. We are courageous in both decision and action. And we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics and access to medical innovations for all. We do this today to build a better tomorrow.
#J-18808-Ljbffr
Digital Pathology Sales Enablement Arbeitgeber: F. Hoffmann-La Roche AG
F. Hoffmann-La Roche AG bietet eine herausragende Arbeitsumgebung in Basel, die von Innovation und Zusammenarbeit geprägt ist. Als Arbeitgeber im biopharmazeutischen Sektor fördern wir das Wachstum unserer Mitarbeiter durch kontinuierliche Weiterbildung und Entwicklungsmöglichkeiten. Unsere Unternehmenskultur legt Wert auf Vielfalt und Teamarbeit, was es zu einem idealen Ort macht, um bedeutende Beiträge zur Zukunft der Gesundheitsversorgung zu leisten.
