Head of RIS Market Adoption

Position Summary As the Head of RIS Market Adoption, you play a senior and critical role responsible for driving the uptake of Roche Information Solutions (RIS) from "Nail‑it" to "Scale‑it" across markets and Roche affiliates. You address two key aspects of adoption: overcoming market barriers for broad adoption within and across markets, and leveraging and activating the commercial framework within our affiliates. Working closely with the Go‑to‑Market (GTM) Strategy team and other partners across the Roche organization, you shape the GTM blueprint and identify opportunities to address barriers for broad adoption. While the GTM Strategy function is responsible for a highly commercial‑ready product, your focus is ensuring broad adoption into commercial frameworks and markets around the globe.
Your key deliverables include developing strategies to comply with local data residency policies, unlocking revenue pathways for different customer and market archetypes, and demonstrating the value and return on investment (ROI) through commercial evidence generation. You also create and deliver scalable models and frameworks for clinician engagement and customer success.
Main Responsibilities
Team Leadership and Development: Coach, develop, and manage the Market Adoption team, fostering a culture of high performance and continuous learning to ensure consistent application of capabilities across all projects and use cases. You will create a high‑performing team, empower people to contribute to their full potential, actively coach, and manage succession planning.
Revenue Strategy and Financial Modeling: Proactively analyze and connect financial flows, value pools, and emerging market dynamics to develop commercial insights and accelerate market success across all regions.
Payer and Reimbursement Strategy: Develop and execute comprehensive revenue and payer strategies at the portfolio level in collaboration with GTM Strategy teams and Lifecycles. Establish innovative payer models to ensure optimal reimbursement and maximum value capture.
Evidence Generation and Alignment: Drive the strategic alignment and prioritization of Commercial Evidence (e.g., Health Economics and Outcomes Research/HECONs) in close collaboration with the Clinical Evidence team and relevant Lifecycles.
Clinical Digital Transformation Leadership: Lead the team of clinical digital transformation specialists, providing strategic clinical guidance to specific projects and inspiring affiliates to successfully commercialize and scale digital solutions.
Market Shaping and Opportunity Identification: Collaborate with regional teams to identify and actively pursue market shaping opportunities with a mid‑to‑long term view, utilizing an open and experimental approach to ensure the best market fit.
Operational Readiness and Compliance: Own the assurance of IT readiness and maintain full compliance with all data residency and regulatory requirements for new and existing solutions across all operating regions.
Customer Success and Scalability: Define, establish, and enforce consistent, scalable, and effective customer success practices across all global markets to ensure high customer satisfaction and sustained solution uptake.
Global Collaboration: Liaise with the Global Business Development / Partnering team as appropriate to advance market adoption initiatives.
Additional Responsibilities
Data‑Driven Learning: Constantly learn from customers and data to inform product decisions.
Business Acumen: Apply deep business knowledge, including finance, sales, and legal aspects, to product decision‑making.
Owner's Mindset: Maintain an owner's mindset for the specific product or problem area, acting as the critical element for the success of the empowered product team.
Customer Advocacy: Act as the expert on the users and customers to ensure their needs are central to the product's development.
Results‑Driven Development: Ensure that all development work is results‑driven and aligned with the established outcome goals.
Process Optimization: Continuously optimize processes to increase quality, efficiency, and scalability, contributing to sustainable business performance.
Who You Are
15+ years of overall commercial experience in healthcare.
15+ years of successful experience marketing, selling or designing and implementing software and IVD products, ideally experience as General Manager or Business Unit Manager in a local affiliate.
Experience and responsibility for driving the end‑to‑end commercialization (marketing, sales, implementation and support) of a healthcare business.
Experience with driving successful sales, adoption, and cross‑selling of Software as a Service (SaaS) products from early customer engagement/pilots to meaningful revenue.
Clinical & Workflow Expertise: In‑depth understanding of laboratory workflows, diagnostic value drivers, and clinical decision‑making processes. Credibility to influence international Key Account (iKAM) stakeholders and navigate the Product Lifecycle (PLCF) framework to translate field insights into product strategy.
Large‑Scale Delivery: A proven track record of managing and scaling complex, large‑scale installations of Lab Insights products (e.g., navify Lab Operations) within highly integrated hospital networks or global laboratory chains.
Strategic Vision & Execution: Ability to establish a clear vision, develop robust digital acceleration strategies, and design compensation/motivation plans that align teams with aggressive revenue and adoption targets.
Preferred Qualifications
Results‑oriented leader who develops compensation plans and motivates employees to meet sales revenue targets for software.
Demonstrated courage, vision and drive to be at the forefront of innovative change.
Proven ability to establish and articulate a vision, set goals, develop and execute strategies, and track and measure results.
Strong leadership experience, preferably with extensive experience of creating and leading diverse teams and agile networks.
Demonstrate a clear commitment to people development and effective mentoring; promoting a culture of trust and support.
Proven experience in leading collaborative commercial success in an agile environment or continuous improvement efforts that have yielded tangible results and/or positive impact for patients or business stakeholders.
Able to foster positive partnerships through effective influencing, negotiation and conflict management skills.
Leadership
Innovating mindset, strategic system thinking, and inspiring leadership with courage and resilience.
Strong functional competencies, including organization, prioritization, planning, negotiation, communication, and presentation skills.
Ability to operate successfully in a matrix environment with shared accountability and responsibilities.
Mindset
Put patients first.
Follow the science.
Act as one team.
Embrace differences.
Accelerate learning.
Simplify radically.
Roche is an Equal Opportunity Employer.
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